interest-based bargaining, and its first step looks a lot like what Boly did in the jury room or what Dr. Ehdaie did with his patients at Sloan Kettering: Ask open-ended questions and listen closely. Get people talking about how they see the world and what they value most. Even if you don’t learn, right away, what others are seeking—they might not know themselves—you’ll at least inspire them to listen back. “If you want the other side to appreciate your interests,” Fisher wrote, “begin by demonstrating that you appreciate theirs.”
