until the conversation has changed enough that new possibilities are revealed. “If you’re negotiating over salaries, for instance, and you’re stuck,” Gelfand said, “then drag something new in: ‘We’ve been focused on wages, but what if, instead of increasing paychecks, we give everyone more sick days? What if we let them work from home?’ ” “The challenge is not to eliminate conflict,” Fisher wrote in Getting to Yes, “but to transform it.”
