The need is not for the creation of new analytical techniques specially designed for the negotiation process, but rather for the creative use of analytical thinking that exploits existing techniques.
Howard Raiffa (1982) The Art and Science of Negotiation. Epilogue, p. 360
The best move you can make in negotiation is to think of an incentive the other person hasn't even thought of - and then meet it.
My father said, 'You must never try to make all the money that's in a deal. Let the other fellow make some money too, because if you have a reputation for always making all the money, you won't have many deals'.
In business , you don't get what you deserve, you get what you negotiate.
In any nonviolent campaign there are four basic steps: collection of the facts to determine whether injustices exist; negotiation; self purification; and direct action.
If I should ever be captured, I want no negotiation - and if I should request a negotiation from captivity they should consider that a sign of duress.
Anger can be an effective negotiating tool, but only as a calculated act, never as a reaction.
It is always amazing to see how wide a spectrum of results can be obtained from replicating an identical negotiation with different principal actors; it makes no difference whether there subjects are inexperienced or whether they are senior executives and young presidents of business firms. That is an important lesson to be learned here.
A man is rich in proportion to the number of things he can afford to let alone.
The single and most dangerous word to be spoken in business is no. The second most dangerous word is yes. It is possible to avoid saying either.