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…win-win is hopelessly misguided as a basis for good negotiating, in business or in your personal life or anywhere else.
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1 |
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In collective bargaining, a negotiator can be sent to jail for failing to bargain in good faith – for rejecting win-win, in effect.
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7 |
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Concentrating on what you can actually control in a negotiation – the means, not the end – simply works. The so-called contrarian suddenly becomes common sense.
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14 |
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Sometimes neediness is blatant and easy to spot… but more often it is subtle and insidious. The trained negotiator sees neediness of all sorts all the time, in big ways and in little ways.
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26 |
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Do yourself a favor: treat every warm call as though it’s the coldest one you ever made.
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29 |
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…can your adversary in a negotiation really reject you? They don’t have any such power. Never, never allow them to believe that they do.
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30 |
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The serious negotiator understands that he or she cannot go out into the world spending emotional energy in the effort to be liked, to be smart, to be important.
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30 |
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…the trained negotiator has no needs, because it just doesn’t matter. There are other deals. Turn the page on this one. Let it go.
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32 |
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As good negotiators, the word ‘want’ means something we work for, strive for, plan for, but it is never confused with ‘need.’
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33 |
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The wise negotiator knows that only one person is a negotiation can feel okay, and that person is the adversary.
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37 |
