I would like to focus on the ethical aspect of my counterpart. In fact, before the negotiation, I thought that the ethical issue would be very important in this negotiation, since I would have to negotiate with someone from the government, a representative of the people. However, just after a few seconds, he explained his goals to me and then said that he didn't care about electricity, he just needed help to win the elections. Then he asked me for money to finance his boss's campaign. This point was very far from my expectations because I thought we would negotiate ethically, respecting ethical behavior. By asking myself this question, I felt great fear for my counterpart's honesty and then I really don't feel comfortable negotiating with him since his goal was very different from mine. We finally reached an agreement, but perhaps I should have abandoned this negotiation. From my point of view, success in a negotiation occurs when both parties benefit from the outcome of the negotiation. This means that on the one hand the parties could reach an agreement and then decide to work together to improve their situation. On the other hand, this also means that both parties may not reach an agreement and thus choose their own BATNA. For me, success is not synonymous with a deal, but with having made the best choice between different options. In this case I think I was successful because I ended up having a deal with a profit of more than 5% (8% in this case). So I will have bigger bonuses and also rewards from my boss since I have more than 5% profit. Furthermore, I managed to have 100% of the American managers in concession to 100% of the Typalese workers. This is the second result in this case regarding my "best" goals. As a result I found my own workarounds...... middle of paper ......or have enough electrical capacity in case of huge population growth and/or economic boom, but he didn't care. As a result I agreed on the smaller site. This negotiation was actually similar to Cartoon's as we both have different cultural backgrounds. So it influences the way we negotiate. While in my US company corruption is a no-go, it doesn't matter to Tipal's government representatives. However this negotiation was totally different from the others as our goals were completely different. My counterpart was looking for funds for his boss's campaign while I was looking for a buyer for my dam projects. In this case it is difficult to negotiate because we are not looking for the same things. Therefore, we must communicate effectively to understand the will of the other party and then be creative to offer the best solution regarding the interests of both parties..