18 Quotes by Roger Fisher

Judgment hinders imagination.

An open mind is not an empty one.

Any method of negotiation may be fairly judged by three criteria: It should produce a wise agreement if agreement is possible. It should be efficient. And it should improve or at least not damage the relationship between the parties.

The ability to see the situation as the other side sees it, as difficult as it may be, is one of the most important skills a negotiator can possess.

If you want someone to listen and understand your reasoning, give your interests and reasoning first and your conclusions or proposals later.

People listen better if they feel that you have understood them. They tend to think that those who understand them are intelligent and sympathetic people whose own opinions may be worth listening to. So if you want the other side to appreciate your interests, begin by demonstrating that you appreciate theirs.

No matter how many people are involved in a negotiation, important decisions are typically made when no more than two people are in the room.

The game of negotiation takes place at two levels. At one level, negotiation addresses the substance; at another, it focuses – usually implicitly – on the procedure for dealing with the substance.

Some of the key elements of an effective apology include: recognition of the emotional impact of the action on others, an expression of regret, and a commitment not to repeat the negative action. Saying, “I’m sorry that you feel hurt,” is not nearly as powerful as saying, “I’m sorry for my poor behavior and for the hurt it has caused you.