I'm gonna make him an offer he can't refuse.
Don't bargain over positions. Separate the people from the problem.
The reason you negotiate is to produce something better than the results you can obtain without negotiating.
Focus on interests, not positions.
Invent options for mutual gain.
He who has learned to disagree without being disagreeable has discovered the most valuable secret of negotiation.
Tactical empathy is understanding the feelings and mindset of another in the moment and also hearing what is behind those feelings.
No deal is better than a bad deal.
'No' is the start of the negotiation, not the end of it.
The truly gifted negotiator, then, is one whose initial position is exaggerated enough to allow for a series of reciprocal concessions that will yield a desirable final offer.
