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In negotiating it is easy to forget that you must deal not only with their people problems, but also with your own.
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24 |
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The ability to see the situation as the other sides sees it, as difficult as it may be, is one of the most important skills a negotiator can possess.
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25 |
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The whole process of negotiation becomes stronger as each side puts their imprimatur bit by bit on developing a solution.
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30 |
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Often in a negotiation people will continue to hold out not because the proposal on the table is inherently unacceptable, but simply because they want to avoid the feeling or the appearance of backing down to the other side.
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31 |
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Face-saving involves reconciling an agreement with principle and with the self-image of the negotiators. Its importance should not be underestimated.
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31 |
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Fear may breed anger, and anger, fear. Emotions may quickly bring a negotiation to an impasse or an end.
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31 |
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Making your feelings or theirs an explicit focus of discussion will not only underscore the seriousness of the problem, it will also make the negotiations less reactive and more ‘pro-active.’
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33 |
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Without communication there is no negotiation. Negotiation is a process of communicating back and forth for the purpose of reaching a joint decision.
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35 |
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Even when negotiators are in the same room, communication from one to the other can seem like sending smoke signals in a high wind.
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36 |
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The need for listening is obvious, yet it is difficult to listen well, especially under stress of an ongoing negotiation.
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36 |
