Quotes from G. Richard Shell

To be good, you must learn to be yourself at the bargaining table.

Simcha, Rabbi Tatz said, is "the experience of the soul that comes when you are doing what you should be doing.

In markets, you gain leverage by your power to walk away. Inside organizations, you gain leverage by having control over key items such as resources, decisions, budgets, information, and the like.

First, all deals that close are win-win deals. The two sides would not agree to a proposal unless they thought agreement was better for them than no deal.

A negotiation is an interactive communication process that may take place whenever we want something from someone else or another person wants something from us.

You engage, and then you wait and see.

Gently push back, at least for one round. Cooperative people are programmed to say yes to the first reasonable proposal someone makes. To improve, you need to practice pushing back a little. A simple question that works well is: "Can you do better than that?

a momentary, positive emotion, an overall evaluation of the past or hope for the future, and a deep sense of joy, connection, and meaning.

The more the other party needs what you can offer, the more they will feel the loss if you walk away. And the more likely they are to say yes to your terms.

Negotiation scholars have observed this phenomenon so often we have a name for it: "escalation of commitment." People lose sight of their real goals in competitive situations and pay far too much money, spend too much time, or sacrifice too many other interests for the privilege of saying they have won.

In auction situations, the final bidder overpays so often that economists call the accompanying feeling of regret the "winner's curse.

The best way to fight this is to recognize it, name it, and refuse to go along with it.

My own experience and a lot of research tell me that you already have what it takes to be a highly competent negotiator.