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Start With No:
It’s… difficult to behave and act at all times in a disciplined, systematic way. But this is what you must do in order to achieve what you’re capable of.
|
98 |
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Start With No:
How do you, as a student of negotiation, turn newly learned activity and behavior into habit? You… should keep a daily record and use it to identify strengths and weaknesses.
|
99 |
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Start With No:
The daily habit of analyzing performance and correcting it is critical to success.
|
99 |
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Start With No:
The critical assessment of daily actions and decision making pinpoints weaknesses, works with strengths, and develops self-esteem.
|
99 |
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Start With No:
The single most important fuel that you have, the most important behavior goal and habit you can develop, is your ability to ask questions.
|
101 |
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Start With No:
The unwillingness or inability to ask good questions is a serious weakness…
|
102 |
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Start With No:
If you master the art of questioning, your work as a negotiator will benefit enormously.
|
102 |
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Start With No:
No vision, no real decision: this is a rule of human nature.
|
103 |
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Start With No:
As a negotiator, questions are the fuels we use to lead the adversary to a vision that will serve as a catalyst for a decision.
|
103 |
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Start With No:
Asking questions is a science and an art. The science is in how you intellectually construct a question. The art is found in how you ask it: your tone of voice, your creative choice of words, your behavior and remarks before asking your question.
|
104 |
