But you just really get the sense, when you…

But you just really get the sense, when you get into the nitty-gritty of the negotiation, about whether the counterparty is viewing everything as a zero-sum game and just trying to win as many points as possible, or whether they're willing to take a view of the issues from both sides of the table. And that's the easiest lens to look through. If a partner is going to sit down and say, "I understand why these three things are important to you, and I'd like you to understand why these other three things are important to me," well, that is the kind of dialogue that really, really works and foreshadows behavior over the next decade or two.

— from True North (Ethics, Integrity, Truth, Values)

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