Quotes about Negotiation

Experience (has) long taught me the reasonableness of mutual sacrifices of opinion among those who are to act together for any common object, and the expediency of doing what good we can when we cannot do all we would wish.

It is attributed to Henry IV of France, a man of enlarged and benevolent heart, that he proposed, about the year 1610, a plan for abolishing war in Europe. The plan consisted in constituting an European Congress, or as the French authors style it, a Pacific republic; by appointing delegates from the several nations who were to act as a court of arbitration in any disputes that might arise between nation and nation.

If you argue and rankle and contradict, you may achieve a victory sometimes; but it will be an empty victory because you will never get your opponent's good will.

The only way I can get you to do anything is by giving you what you want.

PRINCIPLE 1 The only way to get the best of an argument is to avoid it. PRINCIPLE 2 Show respect for the other person's opinions. Never say, "You're wrong." PRINCIPLE 3 If you are wrong, admit it quickly and emphatically. PRINCIPLE 4 Begin in a friendly way. PRINCIPLE 5 Get the other person saying "yes, yes" immediately. PRINCIPLE 6 Let the other person do a great deal of the talking. PRINCIPLE 7 Let the other person feel that the idea

If a man's heart is rankling with discord and ill feeling toward you, you can't win him to your way of thinking with all the logic in Christendom. Scolding parents and domineering bosses and husbands and nagging wives ought to realize that people don't want to change their minds. They can't be forced or driven to agree with you or me. But they may possibly be led to, if we are gentle and friendly, ever so gentle and ever so friendly.

Remember what Lincoln said: 'A drop of honey catches more flies than a gallon of gall.

PRINCIPLE 8 Try honestly to see things from the other person's point of view. PRINCIPLE 9 Be sympathetic with the other person's ideas and desires. PRINCIPLE 10 Appeal to the nobler motives. PRINCIPLE 11 Dramatize your ideas. PRINCIPLE 12 Throw down a challenge.

So the only way on earth to influence other people is to talk about what they want and show them how to get it.

Dealing with people is probably the biggest problem you face, especially if you are in business.

It took me years and cost me countless thousands of dollars in lost business before I finally learned that it doesn't pay to argue, that it is much more profitable and much more interesting to look at things from the other person's viewpoint and try to get that person saying 'yes, yes.

In other words, don't argue with your customer or your spouse or your adversary. Don't tell them they are wrong, don't get them stirred up. Use a little diplomacy.