Quotes About Negotiation

How can we get what we truly want while satisfying the needs and concerns of others in our lives—family members, work colleagues, clients, and others?

Instead of attacking, focused on taking away the stick.

If, however, you would like to see the behavior change, it is more effective not to attack the person outright but to focus hard on the problematic behavior.

Instead of telling your friend, "I'm not going with you to the game," say, "I'll catch you after the game." In other words, put your focus on the positive while creating the boundary you need.

If you open a door, however, as Diane Nash did with her persistent questions, you offer the other a way out and all your power can be deployed in persuading them to take it. In short, rather than working to frustrate the other, focus on redirecting their attention to a positive outcome.

The son changed the focus from the negative ("Sell the house") to the positive ("Try this new arrangement for six weeks"). In other words, don't just tell the other to stop doing something you don't want; ask them to start doing something you do want.

3A trap": we attack, we accommodate (in other words, give in), or we avoid altogether

Effective negotiation requires a persistent focus on what is most important.

Lutar com dureza na negocição de questões substantivas aumenta a pressão para que se encontre uma solução eficaz. Apoiar os seres humanos do outro lado tende a melhorar o seu relacionamento e aumentar as chances de se chegar a um entendimento. É a combinação de apoio e ataque que funciona; uma coisa sem a outra será insuficiente.

Discutir com base em posições ameaça o relacionamento.

You need confidence to stand up for yourself in the face of the other's reaction. You need power to be able to follow through on your No if the other refuses to respect it.

If the other refuses to respect your No, you may see only two choices: submission and outright war. Yet there is a third choice, highlighted by Gandhi: to underscore your Positive No. Don't overreact, underscore. To underscore means to emphasize patiently and persistently that No in fact means No. It means continuing to stand up for what is important to you without destroying the possibility of a deal or a healthy relationship.

All I want is compliance with my wishes, after reasonable discussion.

If we don't end war, war will end us.

Quelli che sono in grado di vincere una guerra possono raramente realizzare una pace conveniente, e quelli che possono realizzare una buona pace non hanno mai vinto una guerra.

Another and less elevated lesson she had learned in married life was that if she wheedled long enough and discreetly enough, she quite often got her own way in the end.

To jaw-jaw is always better than to war-war.

In war and policy one should always try to put oneself in the position of what Bismarck called "the Other Man". The more fully and sympathetically a Minister can do this the better are his chances of being right. The more knowledge he possesses of the opposite point of view, the less puzzling it is to know what to do. But imagination without deep and full knowledge is a snare

Trying to maintain good relations with a Communist is like wooing a crocodile. You do not know whether to tickle it under the chin or to beat it over the head. When it opens its mouth you cannot tell whether it is trying to smile or preparing to eat you up!

In contrast to this, it is not in our interest to abandon Constantinople to Russia and Bulgaria to Bolshevism. But even here it should be possible, with good intentions, to reach a solution which will avoid the worst and facilitate what we want. It will be easier to find a solution if Moscow is clear that nothing obliges us to accept an arrangement which is not satisfactory to us.

As Lord Kitchener observed after one heart-shaking discussion: 'We cannot make war as we ought; we can only make it as we can.

the result will require that the U.S.A. and the United Kingdom should exert all their influence to get Russia to act moderately and sensibly and not to flout world opinion.

I resisted these movements whenever they came to my notice. In this I was supported by Marshal Stalin, who followed the Russian maxim, "You may always walk with the Devil till you get to the end of the bridge.

if the issue were presented to the British as a naked trading away of British possessions for sake of the fifty destroyers it would certainly encounter vehement opposition.