Firmness in support of fundamentals, with flexibility in tactics and methods, is the key to any hope of progress in negotiation.
The first principle of contract negotiation is dont remind them of what you did in the past; tell them what youre going to do in the future.
Flattery is the infantry of negotiation.
Where there is negotiation, there is hope for agreement.
During a negotiation, it would be wise not to take anything personally. If you leave personalities out of it, you will be able to see opportunities more objectively.
Let us move from the era of confrontation to the era of negotiation.
Negotiation in the classic diplomatic sense assumes parties more anxious to agree than to disagree.
Negotiation is like an athletic contest; Momentum is paramount!!
Do not underestimate the power of SILENCE in a negotiation.
Silence is a great tool of the skilled negotiator.
Either we're going to solve this by realistic negotiation or there will be blood on the border.
If you come to a negotiation table saying you have the final truth, that you know nothing but the truth and that is final, you will get nothing.
In a negotiation, he who cares less wins.
This used to be about sex. The literature of my people was pornography, filled with cries for mercy, drama enacted on people without prolonged negotiation, partners engaged in a dance in the middle of a bonfire. Now, it's 300-page manuals about how to make sure nothing bad will happen.