 |
The trained negotiator is more than happy to let the adversary show off in almost any way he wants to, because the adversary’s greatest strength will eventually become his greatest weakness.
|
39 |
 |
The tougher the negotiation, the more critical it is to understand that if someone in this room has to be unokay, it will be you and not your adversary.
|
41 |
 |
In a negotiation, decisions are 100 percent emotional. Yes, 100 percent. Research psychologists have proved this beyond doubt.
|
43 |
 |
Negotiations and even decision making do begin with emotions. Emotions are rampant, they are at the root of our initial decisions, they are unreliable, they are even destructive, but these emotions do not have to be the final word.
|
45 |
 |
’Maybe’ is the kiss of death for a successful negotiation. If you can’t quickly get past ‘maybe’ – and it comes in infinite varieties, of course – start walking, because you’re wasting your time.
|
46 |
 |
Offering an early ‘yes’ is a real tiger trick. It traps us in his cage. Shrewd corporate negotiators use this trick all the time.
|
47 |
 |
might not think of as ‘negotiations’ really are, and that ‘just say no’ is an effective tool in every single one of them.
|
53 |
 |
For businesspeople and negotiators in any field, much more important than friendship are effectiveness and respect.
|
62 |
 |
When – not if, but when – you make a bad decision, you simply follow it with a better one. Understanding this simple lesson will liberate you as a negotiator.
|
65 |
 |
Embrace ‘no’ at every opportunity in a negotiation. Don’t fear the word, invite it. You do not take it as a personal rejection because you are not needy.
|
67 |
