Book Titles

The professional negotiator emerges in an ongoing assessment of the money budget at all times.

If you don’t have enough cash reserves for the long haul, your negotiation is, for all intents and purposes, over with before it even gets going. So don’t even get going. Seek your deals elsewhere.

…the value of money means to a negotiation: everything. In the bitter end, money is the toughest business decision.

If you know the price and manage your time and energy and money and stay within budget and serve your mission and purpose, you’re okay regardless of what the boss does.

You can only manage the means to the end: stay within your system, manage your activity, manage your behavior. This is all the armor you need.

Know your budget. Control your behavior. Know their budget. Build their budget. These rules apply for time-and-energy, for money, for emotions. When you master them, you really can’t fail.

The value of the negotiation increases by many multiples when emotional pain or excitement is invested.

The reason money is the toughest business decision is that money issues are also emotional issues for most of us.

…you must control your needs, your positive and negative expectations, your fears, your ego, your responses, and your decisions. You must not expect to manage wins or losses, because you can’t do this.

…the decision-making process within your adversary’s organization must be discovered and understood at the very beginning of the negotiation, or as soon thereafter as possible.