Firmness in support of fundamentals, with flexibility in tactics and methods, is the key to any hope of progress in negotiation.
Never cut what you can untie.
Start out with an ideal and end up with a deal.
Negotiating means getting the best of your opponent.
We were not born to sue, but to command.
You must be fully prepared to lose a great deal in order to make a great deal.
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.
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.
Flattery is the infantry of negotiation.
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.
In business, you don't get what you deserve, you get what you negotiate.
The most important trip you may take in life is meeting people half way.
The freedom of the city is not negotiable. We cannot negotiate with those who say, "What's mine is mine and what's yours is negotiable."
A grievance is most poignant when almost redressed.
A miser and a liar bargain quickly.
Buying is cheaper than asking.
Grant graciously what you cannot refuse safely and conciliate those you cannot conquer.
It is a trick among the dishonest to offer sacrifices that are not needed, or not possible, to avoid making those that are required.
Negotiating in the classic diplomatic sense assumes parties more anxious to agree than to disagree.
Only free men can negotiate. Prisoners cannot enter into contracts.
The go-between wears out a thousand sandals.
The one sure way to conciliate a tiger is to allow oneself to be devoured.
When a man says that he approves something in principal, it means he hasn't the slightest intention of putting it in practice.
You're in a much better position to talk with people when they approach you than when you approach them.
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