quotations about negotiation
Negotiation is not a magic pill. Despite the benefits negotiation can deliver, no single process can solve all problems. The goal is to increase our success rate. Knowing when to stop and pursue other courses of action is also important.
HORACIO FALCAO
Value Negotiation: How to Finally Get the Win-Win Right
As soon as discussion begins the savage propensities of men break forth; even in modern communities, where those propensities, too, have been weakened by ages of culture, and repressed by ages of obedience, as soon as a vital topic for discussion is well started the keenest and most violent passions break forth. Easily destroyed as are early free states by forces from without, they are even more liable to destruction by forces from within.
WALTER BAGEHOT
Physics and Politics
History has taught us that those with power will at some point seek to exercise it. Therefore, it is vital to understand the balance of power, be clear where the negotiation is likely to take place on the clock face, and prepare accordingly. The type of relationship you have with those you negotiate with will directly influence how and where you choose to negotiate.
STEVE GATES
The Negotiation Book
Negotiation is a calling for all seasons ... for conflict situations are omnipresent in human and social relations.
I WILLIAM ZARTMAN
Essays on Theory and Practice
Questions are far more effective than defensive statements. They do not imply agreement, but they do convey interest and a desire to understand and facilitate an environment for peak performance, a central thread of effective leadership.... The next time someone accuses you of virtually anything, ask some questions. Resolving the situation may take more time, but the outcome will likely be more productive for both of you.
STEPHEN YOUNG
Micro Messaging
No wonder women don't negotiate as much as men. It's like trying to cross a minefield backward in high heels.
SHERYL SANDBERG
Lean In: Women, Work, and the Will to Lead
Negotiation is a form of social interaction in which people who perceive themselves to have conflicting interests form agreements concerning the allocation of scarce resources. Negotiation holds the distinction of being the most written-about topic, with the exception of God, love, and the inner struggle.
LEIGH THOMPSON & JEFFREY LOEWENSTEIN
"Mental Modes of Negotiation: Descriptive, Prescriptive, and Paradigmatic Implications", The SAGE Handbook of Social Psychology
Negotiation is not a policy. It's a technique. It's something you use when it's to your advantage, and something that you don't use when it's not to your advantage.
JOHN R. BOLTON
"Bolton on Obama", atlasshrugs2000, May 23, 2008
In business, you don't get what you deserve, you get what you negotiate.
CHESTER L. KARRAS
The Upstart Guide to Buying, Valuing, and Selling Your Business
Any negotiation has a limit. Otherwise, war is irrelevant.
TOBA BETA
My Ancestor Was an Ancient Astronaut
Negotiation is all about building trust, removing suspicion and developing a sense of mutual confidence in the other party.
RICHARD ELLIS
Communication Skills: Stepladders to Success for the Professional
A negotiation is a strategic conflict.
D. MARK KILGOUR & KEITH W. HIPEL
"Conflict Analysis Methods: The Graph Model for Conflict Resolution", Handbook of Group Decision and Negotiation
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
The Art and Science of Negotiation
The trick to negotiation was to hold all the cards going in and, even if you didn't, to try to look as though you did.
DAVID EDDINGS
Crystal Gorge
The sometimes very different solutions that the parties bring to the negotiation already imply their different criterion of choice.
GAVIN KENNEDY
Essential Negotiation: An A to Z Guide
No one should be under the illusion that negotiations for the sake of negotiations always advance the cause of peace. If for lack of preparation they break up in bitterness, the prospects of peace have been endangered. If they are made a forum for propaganda or a cover for aggression, the processes of peace have been abused. But it is a test of our national maturity to accept the fact that negotiations are not a contest spelling victory or defeat. They may succeed--they may fail. They are likely to be successful only if both sides reach an agreement which both regard as preferable to the status quo--an agreement in which each side can consider its own situation to be improved. And this is most difficult to obtain.
JOHN F. KENNEDY
Address at the University of Washington, November 16, 1961
Negotiation is seen by the streetwise as a gladiatorial contest, in which the manipulative win and the softies go to the wall (unless they become streetwise first).
GAVIN KENNEDY
Essential Negotiation: An A to Z Guide
At some time, the negotiators begin a mutual education process. This may be an explicit education process or indirect mutual learning through the presentation and exploration of positions. In most cases, in order to reach agreements, the parties must create informal or formal opportunities to educate each other about the connections they desire, the topics or issues for discussion, and their individual and collective needs and interests.
CHRISTOPHER W. MOORE
Handbook of Global and Multicultural Negotiation
Success in negotiation is seen not to be measured therefore in points scored off one's opponent but in the contribution which the negotiation makes to the successful operation of the activity as a whole. This applies also within the negotiation itself. Each participating function must accept the need to modify its own demands as necessary to meet the requirements of the negotiating objective. There is shown to be no room in a negotiating team for the individual who insists on pursuing limited departmental interests to the detriment of his team's overall success.
P.D.V. MARSH
Contract Negotiation Handbook
Preparation in negotiations is known as the A and O, meaning it is the most essential ingredient. Through adequate preparation you will not be random in your approach but instead will be very specific and as a result you will be much more successful and achieve better results.
MARC O. OPRESNIK
The Hidden Rules of Successful Negotiation and Communication: Getting to Yes!