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Start With No:
…assumptions are perhaps even more dangerous than expectations, because they’re so subtle and insidious.
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146 |
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Start With No:
Assumptions are like expectations in that we can’t get rid of them, but as good negotiators we can beware of them.
|
147 |
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Start With No:
…people – negotiators – make offers higher than you ever dreamed they would because of… false assumptions on their part.
|
148 |
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Start With No:
There is just no excuse in failing to learn all you can about everything related to your field of business in general and this negotiation in particular…
|
149 |
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Start With No:
By its very nature, if we stop to think about the process, note taking removes us from our world and keeps us in our adversary’s world. The simple act of picking up the pen or pencil moves us in that direction.
|
151 |
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Start With No:
Research is indispensable, but the best single-easy-to-use, fool-proof tool we have at our disposal to blank slate is the simplest one imaginable: take great notes.
|
151 |
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Start With No:
…when was the last time you focused on your listening skills just for practice? You must listen to every word just as closely as a trial lawyer listens to every word of testimony…
|
152 |
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Start With No:
First just listen with the most open possible mind. Don’t judge. That comes later.
|
152 |
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Start With No:
Most people can scribble down a few notes here and there in a conversation, but taking great notes takes lots of practice.
|
152 |
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Start With No:
If we take notes, we’re listening, which is good, and we’re not talking, which is equally good. No talking!
|
153 |
