George P. Shultz - Negotiations are a euphemism for...

The agent has as a goal some

It is clear that we require power. But the power we need is our own. The power exhibited in the winning argument may not be overtly powerful at all, for power may be experienced as gentleness, as compassion, as love, as humility, as sensitivity.

“In classic Steve fashion, he would agree to something, but it would never happen,” said Lack. “He would set you up and then pull it off the table. He’s pathological, which can be useful in negotiations. And he’s a genius.”

Une négociation commence quand l’Autre dit non. Avant, c’est une discussion.

What underlying problem are you trying to solve through negotiation?

Verbal camouflage reached new heights during General Alexander Haig’s tenure as President Reagan’s secretary of state. Before Haig nobody had thought of saying “at this juncture of maturization” to mean “now.” He told the American people that terrorism could be fought with “meaningful sanctionary teeth” and that intermediate nuclear missiles were “