 |
For good negotiators, ‘No’ is pure gold. That negative provides a great opportunity for you and the other part to clarify what you really want by eliminating what you don’t want.
|
75 |
 |
’No’ is the start of the negotiation, not the end of it.
|
78 |
 |
…good negotiators know that their job isn’t to put on a great performance but to gently guide their counterpart to discover their goal as his own.
|
81 |
 |
In every negotiation, in every agreement, the result comes from someone else’s decision.
|
84 |
 |
Good negotiators welcome – even invite – a solid ‘No’ to start, as a sign that the other party is engaged and thinking.
|
86 |
 |
…if your biggest fear is ‘No,’ you can’t negotiate. You’re the hostage of ‘Yes.’ You’re handcuffed. You’re done.
|
88 |
 |
’That’s right’ is better than ‘yes.’ Strive for it. Reaching ‘that’s right’ in a negotiation creates breakthroughs.
|
112 |
 |
Negotiation is never a linear formula: add X to Y to get Z. We all have irrational blind spots, hidden needs, and undeveloped notions.
|
114 |
 |
The win-win mindset pushed by so many negotiation experts is usually ineffective and often disastrous. At best, it satisfies neither side.
|
115 |
 |
…’no deal is better than a bad deal.’ Even in a kidnapping? Yes. A bad deal in a kidnapping is where someone pays and no one comes out.
|
115 |
