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Nothing – absolutely nothing – is more important to a successful negotiation than for you to make as clear as possible from the very beginning that ‘no’ is a perfectly acceptable response at this negotiating table.
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67 |
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Effective negotiation is effective decision making, plain and simple, and the foundation of effective decision making is a valid mission and purpose to guide it.
|
69 |
 |
Don’t ever forget this. As a negotiator, you don’t go anywhere without your adversary, by definition.
|
81 |
 |
Over the long haul, you put profits in the bank by putting the customer first, and there’s a direct analogy with negotiation: We greatly enhance our opportunity for a successful deal by putting the adversary first in our mission and purpose.
|
81 |
 |
In the real world, the negotiation does not end when the paper is signed.
|
95 |
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How do you, as a student of negotiation, turn newly learned activity and behavior into habit? You… should keep a daily record and use it to identify strengths and weaknesses.
|
99 |
 |
If you master the art of questioning, your work as a negotiator will benefit enormously.
|
102 |
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As a negotiator, questions are the fuels we use to lead the adversary to a vision that will serve as a catalyst for a decision.
|
103 |
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In a negotiation, nurturing will keep the negotiation going through thick and thin. Your ability to nurture will be the key to bringing the negotiation back to the table after a breakdown.
|
116 |
 |
The truly comfortable, trained negotiator takes it easy. When in doubt, slow your cadence of speech, lower your voice.
|
116 |
