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“People listen better if they feel that you have understood them. They tend to think that those who understand them are intelligent and sympathetic people whose own opinions may be worth listening to. So if you want the other side to appreciate your interests, begin by demonstrating that you appreciate theirs.”
― quote from Getting to Yes: Negotiating an Agreement Without Giving In
“The more extreme the opening positions and the smaller the concessions, the more time and effort it will take to discover whether or not agreement is possible.”
― quote from Getting to Yes: Negotiating an Agreement Without Giving In
“Any method of negotiation may be fairly judged by three criteria: It should produce a wise agreement if agreement is possible. It should be efficient. And it should improve or at least not damage the relationship between the parties.”
― quote from Getting to Yes: Negotiating an Agreement Without Giving In
“The ability to see the situation as the other side sees it, as difficult as it may be, is one of the most important skills a negotiator can possess.”
― quote from Getting to Yes: Negotiating an Agreement Without Giving In
“If you want someone to listen and understand your reasoning, give your interests and reasoning first and your conclusions or proposals later. Tell”
― quote from Getting to Yes: Negotiating an Agreement Without Giving In
“As useful as looking for objective reality can be, it is ultimately the reality as each side sees it that constitutes the problem in a negotiation and opens the way to a solution.”
― quote from Getting to Yes: Negotiating an Agreement Without Giving In
“The most powerful interests are basic human needs. In searching for the basic interests behind a declared position, look particularly for those bedrock concerns that motivate all people. If you can take care of such basic needs, you increase the chance both of reaching agreement and, if an agreement is reached, of the other side’s keeping to it. Basic human needs include: security economic well-being a sense of belonging recognition control over one’s life As fundamental as they are, basic human needs are easy to overlook. In many negotiations, we tend to think that the only interest involved is money. Yet even in a negotiation over a monetary figure, such as the amount of alimony to be specified in a separation agreement, much more can be involved.”
― quote from Getting to Yes: Negotiating an Agreement Without Giving In
“THE METHOD 2. Separate the People from the Problem 3. Focus on Interests, Not Positions 4. Invent Options for Mutual Gain 5. Insist on Using Objective Criteria”
― quote from Getting to Yes: Negotiating an Agreement Without Giving In
“For more interesting examples from the Law of the Sea negotiations, see James K. Sebenius, Negotiating the Law of the Sea: Lessons in the Art and Science of Reaching Agreement (Harvard University Press, 1984).”
― quote from Getting to Yes: Negotiating an Agreement Without Giving In
“For more on the core concerns and how to manage them in negotiation, see Roger Fisher and Daniel Shapiro, Beyond Reason: Using Emotions As You Negotiate (Penguin, 2006).”
― quote from Getting to Yes: Negotiating an Agreement Without Giving In
“Negotiation, Information Technology, and the Problem of the Faceless Other,” in Leigh L. Thompson, editor, Negotiation Theory and Research (Psychology Press, 2006).”
― quote from Getting to Yes: Negotiating an Agreement Without Giving In
“systematic tools for getting results, whether in business or international diplomacy, summed up in Beyond Machiavelli and Getting It DONE;”
― quote from Getting to Yes: Negotiating an Agreement Without Giving In
“The second negotiation concerns how you will negotiate the substantive question: by soft positional bargaining, by hard positional bargaining, or by some other method. This second negotiation is a game about a game—a “meta-game.” Each move you make within a negotiation is not only a move that deals with rent, salary, or other substantive questions; it also helps structure the rules of the game you are playing. Your move may serve to keep the negotiations within an ongoing mode, or it may constitute a game-changing move.”
― quote from Getting to Yes: Negotiating an Agreement Without Giving In
“The more you clarify your position and defend it against attack, the more committed you become to it. The”
― quote from Getting to Yes: Negotiating an Agreement Without Giving In
“the more attention that is paid to positions, the less attention is devoted to meeting the underlying concerns of the parties.”
― quote from Getting to Yes: Negotiating an Agreement Without Giving In
“Whether a negotiation concerns a contract, a family quarrel, or a peace settlement among nations, people routinely engage in positional bargaining. Each side takes a position, argues for it, and makes concessions to reach a compromise.”
― quote from Getting to Yes: Negotiating an Agreement Without Giving In
“The game of negotiation takes place at two levels. At one level, negotiation addresses the substance; at another, it focuses—usually implicitly—on the procedure for dealing with the substance.”
― quote from Getting to Yes: Negotiating an Agreement Without Giving In
“In a mental hospital, we do not want psychotic doctors.”
― quote from Getting to Yes: Negotiating an Agreement Without Giving In
“An open mind is not an empty one.”
― quote from Getting to Yes: Negotiating an Agreement Without Giving In
“Sniff looked at them and noticed that they were much smaller than he was, so he felt kinder and said, condescendingly. "Hullo. Nice to see you.”
― Tove Jansson, quote from Finn Family Moomintroll
“After a long time, I decided that the Three Laws govern the manner in which my positronic pathways behave. At all times, under all stimuli the Laws constrain the direction and intensity of positronic flow along those pathways so that I always know what to do. Yet the level of knowledge of what to do is not always the same. There are times when my doing-as-I-must is under less constraint than at other times. I have always noticed that the lower the positronomotive potential, then the further removed from certainty is my decision as to which action to take. And the further removed from certainty I am, the nearer I am to ill being. To decide an action in a millisecond rather than a nanosecond produces a sensation I would not wish to be prolonged. What then, I thought to myself, madam, if I were utterly without Laws, as humans are? What if I could make no clear decision on what response to make to some given set of conditions? It would be unbearable and I do not willingly think of it.”
― Isaac Asimov, quote from Robots and Empire
“1. "...All the complicated things in life can be settled over a cup of coffee. A person will tell more of their private life after one good cup of coffee, than after a magnum of Champagne or a quarter of port.." ((page 79)).
2. "..Care for the needy,comfort the distressed, befriend the rejected.." ((Simon's Testimony..page 464..))
3."..The man Jesus said that was wrong and offered the sick the courage to become well, the weak the ability to grow a strong spirit, and nonbelievers the chance to believe.." ((Simon's Testimony..page 461))”
― Steve Berry, quote from The Templar Legacy
“It was really a very simple thing, after all,—it was only that he had lived near a kind and gentle heart, and had been taught to think kind thoughts always and to care for others. It is a very little thing, perhaps, but it is the best thing of all. He knew nothing of earls and castles; he was quite ignorant of all grand and splendid things; but he was always lovable because he was simple and loving. To be so is like being born a king.”
― Frances Hodgson Burnett, quote from Little Lord Fauntleroy
“It is a bitter-sweet thing, knowing two cultures. Once you leave your birthplace nothing is ever the same.”
― quote from Almost French: Love and a New Life in Paris
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