Sublime

“He who has learned to disagree without being disagreeable has discovered the most valuable secret of negotiation.”

The other risk is that your first offer is too conservative, so you unknowingly give away a substantial piece of the ZOPA in your very first move.

The more you know and understand this person, the better your chances are of a successful negotiated outcome.

Identifying value-creating opportunities requires probing for the underlying interests of each side, rather than playing the traditional game of positional bargaining.

The method of principled negotiation developed at the Harvard Negotiation Project is to decide issues on their merits rather than through a haggling process focused on what each side says it will and won’t do. It suggests that you look for mutual gains whenever possible, and that where your interests conflict, you should insist that the result be b

Expert negotiators know that their greatest source of strength in negotiation is not bluster but knowledge. Expert negotiation requires you to understand yourself and someone else well enough to conduct a conversation that produces value for both parties. But most people don’t ask the right questions to acquire that knowledge.