Without accepting the other person's thinking, you cannot further your own interest. You need the other's help to get results.

That is where consensus-building begins-with the idea that you have your own truth, but that the negotiator on the other side of the table has his own truth as well.

In international or national crises, there are always questions of lack of confidence. You have to change the minds of the people in order to get results.

Without rebuilding the confidence between parties, you will never succeed.

You cannot make easy decisions unless you first commit yourself to hard solutions.

If you come to a negotiation table saying you have the final truth, that you know nothing but the truth and that is final, you will get nothing.