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A Big Opportunity must be rational (why us, why now, why…), emotionally compelling a sincere, positive authentic appeal to the heart), and memorable (clear, short, no jargon).
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141 |
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When emotions run hot and heavy in negotiations, the high-pitched voice is a sure sign of need. The rushed delivery is another sure sign.
|
29 |
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The serious negotiator understands that he or she cannot go out into the world spending emotional energy in the effort to be liked, to be smart, to be important.
|
30 |
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In Japan, where negotiation is revered almost as a cultural art form, it is said that we should make all of our decisions with the stomach – hara – never with the head or with the heart.
|
43 |
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In a negotiation, decisions are 100 percent emotional. Yes, 100 percent. Research psychologists have proved this beyond doubt.
|
43 |
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Negotiations and even decision making do begin with emotions. Emotions are rampant, they are at the root of our initial decisions, they are unreliable, they are even destructive, but these emotions do not have to be the final word.
|
45 |
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…the key idea here: ‘no’ gets you past emotional issues and trivial issues to essential issues. We want decision-based negotiation, not the emotion-based waste of time known as win-win.
|
48 |
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When things seem to be going your way in a negotiation, it’s easy to get excited and tempting to let your emotions take over. When you feel this happening, call a time-out…
|
143 |
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The value of the negotiation increases by many multiples when emotional pain or excitement is invested.
|
202 |
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The reason money is the toughest business decision is that money issues are also emotional issues for most of us.
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202 |
