156 Quotes About Negotiation

Technology should Be Your Servant, Not Your Master

When you can't convince them with intellect, persuade them with sentiment.

Any negotiation has a limit. Otherwise, war is irrelevant.

In spite of his Cold War credentials, Kennedy still believed in the power of words.

Notice we said 'It sounds like . . .' and not 'I'm hearing that . . .' That's because the word 'I' gets people's guard up. When you say 'I,' it says you're more interested in yourself than the other person, and it makes you take personal responsibility for the words that follow—and the offense they might cause.

Buy laughter with tears, and you'll be rich forever.

[Empathy] is not about being nice or agreeing with the other side. It's about understanding them. Empathy helps us learn the position the enemy is in, why their actions make sense (to them), and what might move them.As negotiators we use empathy because it works.

In one brain imaging study, psychology professor Matthew Lieberman of the University of California, Los Angeles, found that when people are shown photos of faces expressing strong emotion, the brain shows greater activity in the amygdala, the part that generates fear. But when they are asked to label the emotion, the activity moves to the areas that govern rational thinking. In other words, labeling an emotion—applying rational words to a fear—disrupts its raw intensity.

Don't burn your bridges until you build better ones.