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Clinging to old ways of doing business can hold us back in negotiation, as a case study from the film industry illustrates. To reach better deals, we need to expand our focus.

In the aftermath of a large-scale catastrophe or disaster in the United States—such as 9/11, the opioid epidemic, and mass shootings—the courts can be ill-equipped to take on the complex task of negotiating compensation for large numbers of claimants. Instead, “special masters” are often assigned to create and administer victim-compensation programs, a job that typically requires thousands of negotiations on emotionally wrenching issues.

In negotiation, eye contact, gestures, and other forms of nonverbal communication can go a long way toward forging trust and lasting connections.

With the Colorado River’s water levels growing dangerously low, the states that depend on it needed to agree on a new conservation deal. Their success should inspire all of us to add future concerns to our negotiations.