Apply these two gems of negotiating wisdom from a classic source:Focus on your opponent’s interests, not his position. Example: Ask “What do you hope to achieve?” or “What would represent a good outcome, from your viewpoint?”When you focus on positions, you create a situation in which one side loses and the other wins. Someone will come away dissatisfied.Fight the urge to agree on the first solution you find to a conflict. Instead, come up with a variety of options before you decide to agree. Then, choose one from among them.— Adapted from Getting to Yes, Roger Fisher and William L. Ury, Penguin.