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…evidence shows also that understanding how a few become great, anyone can become better.
|
206 |
 |
A working relationship where trust, understanding, respect, and friendship are built up over time can make each new negotiation smoother and more efficient.
|
21 |
 |
Unless you acknowledge what [the adversary is] saying and demonstrate that you understand them, they may believe you have not heard them.
|
37 |
 |
Understanding is not agreeing. One can at the same time understand perfectly and disagree completely with what the other side is saying.
|
37 |
 |
Only rarely will you deal with a decision-maker who writes down and weighs the pros and cons. You are trying to understand a very human choice, not making a mathematical calculation.
|
49 |
 |
However complex the other side’s decisional process may seem, you will understand it better if you pick one person… and see how the problem looks from his or her point of view.
|
78 |
 |
…use questions instead of statements… Questions allow the other side to get their points across and let you understand them.
|
113 |
 |
The science of timing now affirms what the Old World already understood: We should give ourselves a break.
|
71 |
 |
We blunder… because we fail to understand the final principle of endings: Given a choice, human beings prefer endings that elevate.
|
161 |
 |
…it is quite possible for people who have never met us and who have spent only twenty minutes thinking about us to come to a better understanding of who we are than people who have known us for years.
|
36 |
