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)


On Anger: "For every minute you remain angry, you give up sixty seconds of peace of mind."
On Destiny: "Our destiny exercises its influence over us even when, as yet, we have not learned its nature: it is our future that lays down the law of our today."
Human, All Too Human
On Friendship: "A crowd is not company; and faces are but a gallery of pictures; and talk but a tinkling cymbal, where there is no love."