Quotes from George H. Ross

Sometimes directly asking for what you want is not the best way to achieve a desired result." As this story shows, good negotiation is a continual exploration of the realm of possibilities.

price is only one part of any deal. It is equally important to build a personal relationship as part of the negotiation process because you need the other side's help

In many cases, your success is going to depend on your ability to think in reverse, something Trump is a master of. Thinking in reverse comes into play when you make a proposal that is so outrageous that you know it has no chance of acceptance in its raw form and then reversing your course and agreeing to modify your proposal to make it more palatable for the other side.

Once you have established trust and rapport (although often this happens simultaneously), the next step in a negotiation is to begin searching out the other side's wish list and identifying their strengths and weaknesses.

What the big print on the front giveth, the little print on the back taketh away!" If you want to be a successful negotiator, force yourself to read everything carefully. Conversely, there's nothing wrong with hiding something that's important to you but likely to be unacceptable to the other side in an inconspicuous place. If it's spotted and raised by the other side, discuss it normally; never plead guilty to using trickery.