As we saw in Chapter 2, making the distinction between wants and needs can accelerate the negotiation process. In their book Getting to Yes,  Fisher and Ury pointed out that arguing over positions tends to result in unwise agreements, is inefficient, and endangers the ongoing relationship. They showed that there is a better way to negotiate by satisfying both sides’ interests and needs. This means that learning how to assess the other side’s needs accurately is a critical skill. This is where your pull skills can help you with questioning and listening.