Negotiations Framework BARGAINER CHARACTERISTICS NEGOTIATION PROCESSES SITUATIONAL FACTORS
Negotiations Framework BARGAINER CHARACTERISTICS NEGOTIATION PROCESSES SITUATIONAL FACTORS NEGOTIATION OUTCOMES
ON IDEAL BARGAINER CHARACTERISTICS: “The secret of life is honesty and fair dealing. If you can fake that, you’ve got it made. ” Groucho Marx
ON LISTENING: “Patience will bring to the fore what nothing else will. ” Ralph Waldo Emerson
ON POWER: “King commands. Chancellor richly rules. This is a sentence not taught in the schools. ” T. S. Eliot, Murder in the Cathedral
MORE ON POWER: “Being in power is like being a lady. If you have to tell people you are, you aren’t. ” Margaret Thatcher
ON LIMITING COMMITMENTS: “The best way not to break your word is not to give it. ” Napoleon Bonaparte
ON MANAGING INDIVIDUAL DIFFERENCES: “Never hate your enemies, it affects your judgment. ” Michael Corleone
ON CONVEYING INTERESTS: “The warning message we sent the Russians was a calculated ambiguity that would be clearly understood. ” Alexander Haig
ON INSTRUMENTAL INTERESTS: “Ice, straight ahead. ” Lookout on the Titanic
MORE ON INTERESTS: “A man will fight harder for his interests than for his rights. ” Napoleon Bonaparte
ON ARBITRATION: “Put two or three men in positions of conflicting authority. This will force them to work at loggerheads, allowing you to be the ultimate arbiter. ” Franklin D. Roosevelt
ON TRADING CONCESSIONS: “That which we obtain too cheaply we esteem too lightly. ‘Tis dearness that gives everything its value. ” Thomas Paine
ON STOPPING THE NIBBLE: “Every compromise was surrender and invited new demands. ” Ralph Waldo Emerson
ON ETHICS: “The nice thing about standards is that there are so many of them to choose from. ” Andres S. Tannenbaum
ON OUTCOMES: “History teaches us that men and nations behave wisely once they have exhausted all other alternatives. ” Abba Eban
MORE ON OUTCOMES: “For every problem, there is one solution which is simple, neat and wrong. ” Henry Louis Mencken
OK, THE LAST WORD ON POWER: “You can get more with a kind word and a gun than you can with a kind word alone. ” Al Capone
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