"Their system was easy to follow and seductive, with four basic tenets. - One, **separate the person**—the emotion—**from the problem**; - two, **don’t get wrapped up in the other side’s position** (what they’re asking for) but instead focus on their interests (why they’re asking for it) so that you can find what they really want; - three, **work cooperatively** to generate win-win options; and, - four, **establish mutually agreed-upon standards** for evaluating those possible solutions." --- **Tags** -- [[quotes]], [[its-not-about-you]], [[crucial-conversations]], [[interpersonal-skills]], [[negotiations]], [[zero-sum-games]], **Source** -- [[202507101253 - B - Never Split the Difference]]