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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.
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106 |
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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 |
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’Yes’ is nothing without ‘How.’ While an agreement is nice, a contract is better, and a signed check is best.
|
163 |
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Besides saying ‘No,’ the other key benefit of asking ‘How?’ is, quite literally, that it forces your counterpart to consider and explain how a deal with be implemented.
|
168 |
 |
A deal is nothing without good implementation. Poor implementation is the cancer that eats your profits.
|
169 |
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…body language and tone of voice – not words – are our most powerful assessment tools.
|
176 |
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Top negotiators know… that conflict is often the path to great deals. And the best find way is to actually have fun engaging in it.
|
211 |
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Managers play a role of growing importance in coordinating complex, large-scale production processes.
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28 |
