 |
…creating an empathetic relationship and encouraging your counterpart to expand on their situation is the basis of healthy human interaction.
|
72 |
 |
There are actually three kinds of ‘Yes’: Counterfeit, Confirmation, and Commitment.
|
80 |
 |
In every negotiation, in every agreement, the result comes from someone else’s decision.
|
84 |
 |
’No’ starts conversations and creates safe havens to get to the final ‘Yes’ of commitment.
|
85 |
 |
Good negotiators welcome – even invite – a solid ‘No’ to start, as a sign that the other party is engaged and thinking.
|
86 |
 |
When your adversaries say, ‘That’s right,’ they feel they have assessed what you’ve said and pronounced it as correct of their own free will. They embrace it.
|
105 |
 |
Tell people ‘you’re right’ and they get a happy smile on their face and leave you alone for at least twenty-four hours. But you haven’t agreed to their position.
|
106 |
 |
People comply with agreements if they feel they’ve been treated fairly and lash out if they don’t.
|
122 |
 |
Our job as persuaders is easier than we think. It’s not to get others believing what we say. It’s just to stop them unbelieving. Once we achieve that, the game’s half won.
|
150 |
 |
He who has learned to disagree without being disagreeable has discovered the most valuable secret of negotiation. – Robert Estabrook
|
151 |
