Negotiation

Quotes



If you have to boil down your negotiating attitude to two things you can do a lot worse than 'question everything' and 'think big'.

McCormack on Negotiating (1995)
Anger can be an effective negotiating tool, but only as a calculated act, never as a reaction.

What They Don't Teach You at Harvard Business School (1984)
Make a suggestion or assumption and let them tell you you're wrong. People also have a need to feel smarter than you are.

What They Don't Teach You at Harvard Business School (1984)
Let us never negotiate out of fear. But let us never fear to negotiate.

Presidential inaugural speech (January 20, 1961)
Dealmaking beats working. Dealmaking is exciting and fun, and working is grubby.

Interview, Time (1990)
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