Negotiation quotes

“Negotiation is as simple
as, ‘If you give me A, I’ll
give you B.’” anonymous
Answers on page 47

1 Pre-reading
Look at the list of negotiating ideas below. What are your
top tips for any three of the topics? What would your advice
depend on?
How to get what you want in a negotiation
What to say during a negotiation
The importance of flexibility
How to act during negotiations
Things not to say during a negotiation
How and when to say no
How to get a win-win outcome
How to behave during negotiations
How and when to say yes
The importance of silence
Negotiating in general
Other?

2 Reading I
Read the quotes. Were any of your ideas from the Pre-reading
activity included in the quotes? Which ones? In general, which
quotes do you like? Which ones don’t you like? Why?
“If you are planning on
3 Reading II doing business with
Read the quotes again. Then, complete these ones with the someone again, don’t
correct words. Try to do it without looking back at the quotes. be too tough in the
1. Start out with an ideal and end up with a “Negotiating is the art of getting
something you want in exchange negotiations.” Marvin Levin
.
for something you aren’t too
2. Negotiating is the art of getting something you
bothered about.” anonymous
want in exchange for something you aren’t too
“Anger can be an
about.
effective negotiating
3. You can get much farther with a kind word and a
tool, but only as a
, than you can with a kind word alone.
calculated act,
4. Anger can be an effective negotiating tool, but “You can get much farther with a never as a reaction.”
only as a calculated act, never as a . kind word and a gun, than you can Mark McCormack
5. Let the other fellow make some with a kind word alone.” Al Capone
too, because if you have a reputation for always
making all the money, you won’t have many deals.
6. The most important trip you may take in life is “Let the other fellow make some money
meeting people way. too, because if you have a reputation
7. Never forget the power of - that for always making all the money, you
massively disconcerting pause which goes on won’t have many deals.” J. Paul Getty
and on…
8. It’s a well-known proposition that you know “A negotiator should observe everything.
who’s going to win a negotiation; it’s he who You must be part Sherlock Holmes, part
the longest. Sigmund Freud.” Victor Kiam

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“The most important trip you “When the final result is expected
may take in life is meeting people to be a compromise, it is often
halfway.” Henry Boyle prudent to start from an extreme
position.” John Maynard Keynes
“Start out with an ideal and end
up with a deal.” Karl Albrecht “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
“In business, you don’t get what
you deserve, you get what you
negotiate.” Chester L. Karrass
“Place a higher priority on discovering what a win
looks like for the other person.” Harvey Robbins

“The most difficult thing in any

negotiation, almost, is making sure
that you strip it of the emotion and
deal with the facts.” Howard Baker

GLOSSARY
tough adj
if you’re “tough” with someone, you’re
strong, violent and a bit bad to them
bothered adj
if you aren’t “bothered” about something,
that thing isn’t important for you
a fellow n
a man
“Never forget the power a deal n
an agreement to do something
of silence, that massively “It’s a well-known proposition to meet someone half way exp
disconcerting pause that you know who’s going to win
if you “meet someone halfway”, you agree
to part of what they want (about 50%)
which goes on and on a negotiation; it’s he who pauses an ideal n
a perfect situation or thing
and may at last induce the longest.” Robert Court to end up phr vb
an opponent to babble the thing you “end up” with is the thing
you have at the end
and backtrack nervously.” to deserve vb
Lance Morrow “The following is a classic negotiation technique: count the good or bad things you “deserve” are
to 10. By then, the other person usually will start talking, the things you get because you’ve been
good or bad
and may very well make a higher offer.” Bill Coleman a compromise n
an agreement in which people accept
some of the things they wanted, but not all
of them
“The worst thing you can say is ‘I want $X for this job,’ leaving no opening prudent adj
for negotiation by the other side. Better language is ‘I hope to earn between a “prudent” person is careful
to strip vb
$X and $Y.’ That gives the other party more flexibility.” Bill Coleman if you “strip” A from B, you take A from B
a pause n
a short stop in the conversation in which
“The single and most dangerous word to “The thing about negotiations is no one speaks
to babble vb
be spoken in business is ‘no’. The second you can’t go too far in any direction. to speak unclearly
to backtrack vb
most dangerous word is ‘yes’. It is possible Refusing once is good, twice is if you “backtrack”, you go back to a
to avoid saying either.” Lois Wyse usually OK, but a third is risky. You previous decision
to refuse vb
never know when the third person if you “refuse” to do something, you say
will stop playing, and you end up that you won’t do that thing
risky adj
with nothing.” Sarah Dessen dangerous

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