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Understand, if you offer a range (and it’s a good idea to do so) expect them to come in at the low end.

…negotiation [is] coaxing, not overcoming; co-opting, not defeating.

…successful negotiation involve[s] getting your counterpart to do the work for you and suggest your solution himself.

…the secret to gaining the upper hand in a negotiation is giving the other side the illusion of control.

He who has learned to disagree without being disagreeable has discovered the most valuable secret of negotiation. – Robert Estabrook

Having just two words to start with might not seem like a lot of ammunition, but trust me, you can use ‘what’ and ‘how’ to calibrate nearly any question.

…without self-control and emotional regulation, [negotiating using calibrated questions] doesn’t work.

…when you are verbally assaulted, do not counterattack. Instead, disarm your counterpart by asking a calibrated question.

Aggressive confrontation is the enemy of constructive negotiation.

Negotiators have to be decision architects: they have to dynamically and adaptively design the verbal and nonverbal elements of the negotiation to gain both consent and execution.