•
Nothing personal…
“During a
negotiation, it would be wise not to take anything personally. If you leave
personalities out of it, you will be able to see opportunities more
objectively.”
Brian Koslow
(trener of business skills)
•
Professional…
“The most difficult
thing in any negotiation, almost, is making sure that you strip it of the
emotion and deal with the facts. And there was a considerable challenge to that
here and understandably so.” Howard Baker
(the most successfull US senator)
•
Basis
for tactics is simple…
“Negotiation in the
classic diplomatic sense assumes parties more anxious to agree than to
disagree.” Dean Acheson
•
Do
not defeat the opponent!
“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.” Kissinger, Henry A
“Only free
men can negotiate. Prisoners cannot enter into contracts. “ Nelson Mandela
•
Count to ten…
“This is a classic
negotiation technique. It’s a gentle, soft indication of your disapproval and a
great way to keep negotiating. Count to 10. By then, the other person usually
will start talking and may very well make a higher offer.” Bill Coleman (musician)
•
Don‘t waste the advantage…
“Don’t bargain
yourself down before you get to the table.” Carol Frohlinger
•
Meet me in the middle…
“The most important
trip you may take in life is meeting people half way.” Henry Boyle
“The fellow who
says he’ll meet you halfway usually thinks he’s standing on the dividing line.”
Orlando A. Battista
•
Firmly, but with only moderate sharpness…
“Never cut what you
can untie.” Joseph Joubert (musician)
•
Nothing should be donated…
“In business, you don’t
get what you deserve, you get what you negotiate.” Chester L Karrass (writer)
•
Prevention is better than…
“Let us move from
the era of confrontation to the era of negotiation.” Richard M. Nixon (US president)
•
Position or a starting point…
“If you come to a
negotiation table saying you have the final truth, that you know nothing but
the truth and that is final, you will get nothing.” Harri Holkeri
•
WIN-WIN… Partnership with the suppliers…
“If you are
planning on doing business with someone again, don’t be too tough in the
negotiations. If you’re going to skin a cat, don’t keep it as a house cat.” Marvin Levin
•
Silence
should be your ally – listen, „listen“…
“Never forget the
power of silence, that massively disconcerting pause which goes on and on and may
last induce an opponent to babble and backtrack nervously.” Lance Morrow
•
NO? YES?
“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.” Lois Wyse (Life, Vogue, Cosmopolitan)
•
Negotiator should be versatile…
“A negotiator
should observe everything. You must be part Sherlock Holmes, part Sigmund
Freud.” Victor Kiam
(CEO Remington, Ronson)
•
Diplomacy…
“Diplomacy is the
art of letting someone else have your way.” Sir David Frost
•
Don‘t bring anger with you…
“Anger can be an
effective negotiating tool, but only as a calculated act, never as a reaction.” Mark McCormack
(Founder Int. Mngm. Group)
•
Key…
“Place a higher
priority on discovering what a win looks like for the other person.” Harvey Robbins (Why teams don‘t work –
Financial Times Award)
•
In life… is there something different?
“There’s no road
map on how to raise a family: it’s always an enormous negotiation.” Streep, Meryl
(actress)
Source: AGBeat.com
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