Negotiation Quotes by Dr. Jim Hennig
These quotes are protected under copyright law ©2004 J.F.
Hennig Associates, Inc. but may be quoted when properly attributed to Jim
Hennig, Ph. D, with this web site address: www.jimhennig. com
Successful negotiators have formed the habit of doing those
things unsuccessful negotiators dislike doing and will not do.
Negotiation is like an athletic contest; Momentum is
paramount!!
Do not make a counter-offer to an unrealistic offer.
Selecting the appropriate negotiation strategy depends on
three factors:
1. Timing (the party with the least time pressure wins)
2. Risk (often the most powerful strategies carry the
greatest risk)
3. Needs (negotiation and personal) of all parties
When a negotiation stalls…CHANGE something:
· The Location
· The Timetable
· The Specifications
· The Shape of the Money
· The Negotiator or a Team Member
When you make concessions, make them:
Small,
Slowly, and
Progressively Smaller
The strongest counter to the "Good Guy/Bad Guy"
strategy is to point out it's use to the other team.
When all else fails, the "Humble and Helpless"
strategy often provides the best outcome.
Don't make the first concession on a major item.
Nothing moves a stalled negotiation like a little
appropriate humor!
Rarely accept the first offer. Most negotiators will concede
something!
Look for things to concede that have low value to you but
high value to the other party...
Look for things to ask for that have high value to you but
low value to the other party.
Great negotiators always find a way to help the other party
"save face."
FEELINGS are FACTS!
Treat them accordingly.
Then move on with the negotiation.
Negotiations Power Question;
"Do I know everything I should in this matter?"
FORBEARANCE is one of the strongest negotiation strategies.
The party with no deadlines has a tremendous advantage.
Great negotiators know when to call in "the
expert."
Do not underestimate the power of SILENCE in a negotiation.
Silence is a great tool of the skilled negotiator.
When the relationship is very strong, details rarely get in
the way.
Give yourself room to make concessions...
Opening offers (or positions) are a very decision in
negotiating.
One of the best answers to a question in a negotiation is to
ask a question:
Why do you ask?
How would you like me to answer that?
I don't understand?
HUH?
Ask to have an offer repeated. Often it will change for the
better.
When asked for a concession ask,
"In addition to that is there anything else that we
need to discuss before we…?
Knowing the counters to every strategy is as important as
knowing the strategy itself-
You may not use every strategy in a given year,
but I can assure you that every strategy will be used on
you.
Rarely issue an ultimatum…it backs either you or the other
party into a difficult corner.
Do not assume you know what the other party wants for a
concession-ASK!
More is given away in most negotiations than need be.
Good team negotiators assign different people different
tasks based on the individual strengths of the team members.
In a negotiation, never assume "their problem" is
"their problem….
It may become YOUR problem!
Never offer to split the difference…try to draw that offer
out of the other party.
Most negotiations are not "fixed pies."
Great negotiators look for ways to expand the pie, making a
better deal for all parties.
Asking to have a question repeated will often change the
question.
When negotiating on the phone, use body language to emphasis
the message:
· Stand, move, and gesture to bring more power to your voice
· Relax in the most comfortable chair if you want to appear
relaxed
· Smile if you want to appear happy
The APPARENT WALKOUT has all the power of the WALKOUT
without the risk…
Just make sure your re-entry plan after a walkout is logical
and natural. Come back for the right reasons.
When you can't get agreement on the issues, get agreement in
principle;
Any agreement builds momentum.
Knowing the other parties needs and wants as well as you
know your own.
Rarely respond to a hostile remark with a hostile remark.
Interact with the other party in a negotiation as if the
relationship will last forever.
It probably won't, but your relationship and outcome will
improve!
At an impasse, sharing otherwise confidential information
may help.
Use whatever power you have in a negotiation to build the
relationship.
If a negotiation stalls, introduce another issue.
Don't jump to conclusions.
It's a common mistake to think you know what the other party
is looking for.
Ask more questions, get more answers…Knowledge is power!
Great negotiators always have something in reserve to
sweeten the deal.
When the deal is close, the sweetener can make the
difference.
Never enter a negotiation without having determined your
BATNA (best alternative to negotiated agreement).
Know as much about the other parties BATNA (best alternative
to negotiated agreement) as you do about your own.
In most negotiations you can get a small item thrown in if
you ask for it
at the time you offer to close the deal (THE NIBBLE).
The counter to THE NIBBLE is realizing the small item
requested is probably not necessary to close the deal (if it is a true nibble).
Hold firm,
negotiate (reduce) the size of the nibble, or counteroffer.
Great negotiators see themselves as great negotiators.
LOWBALLING/HIGHBALLING is the most effective and least
effective strategy;
Most effective-when backed up by facts, figures, or logic…
Least effective-when they know you are using it as a
strategy.
GOOD GUY/BAD GUY works when the roles are natural;
GOOD BUY/BAD GUY doesn't work when they know what you are
doing.
GREAT negotiators:
ASK more and better questions…
LISTEN intently to the answers…
FIND AND SATISFY NEEDS!
Negotiation Quotes by Others
We have two ears and one tongue in order that we may hear
more and speak less.
~ Diogenes
Let us never negotiate out of fear, but let us never fear to
negotiate.
~ John F. Kennedy
The best negotiators know that negotiation is a
collaboration, not a confrontation. Remember what Abe Lincoln said, "If
you are going to fight, don't let them talk you into negotiating. But, if you
are going to negotiate, don't let them talk you into fighting.
~ John Patrick Dolan
No one can make you feel inferior without your consent.
~ Eleanor Roosevelt
Judge a man by his questions rather than by his answers.
~ Voltaire
Always get to know the other party. Never negotiate with a
stranger.
~ Somers White
If I listen, I have the advantage; if I speak, others have
it.
~ From The Arabic
You will never make more money than when you are
negotiating.
~ Roger Dawson
Have more than thou showest, Speak less than thou knowest.
~ Shakespeare
Always anticipate that the other side will use surprise as a
tactic. You will come across as cool and collected no matter what happens.
~ Jack Pachuta
As a rule, anything that is either shouted or whispered
isn't worth listening to.
~ Frederick Langbidge
Remember not only to say the right thing at the right time
in the right place, but far more difficult still, to leave unsaid the wrong
thing at the wrong moment.
~ Benjamin Franklin
Negotiations between conflicting parties is like crossing a
river by walking on slippery rocks...it's risky, but it's the only way to get
across.
~ Hubert Humphrey
You and I have a conflict of needs. I respect your needs,
but I must respect my own, too. I will not use my power over you so I win and
you lose, but I cannot give in and let you win at the expense of my losing. So,
let's agree to search together for a solution that would satisfy your needs and
also satisfy mine, so no one loses.
~ Thomas Gordon
Life cannot subsist in society but by reciprocal
concessions.
~ Letter to Boswell, 1776
All government--indeed, every human benefit and enjoyment,
every virtue and every prudent act--is founded on compromise and barter.
~ Edmunt Burke, "Speech on Conciliation with
America," March 22, 1775
A lean compromise is better than a fat lawsuit.
~ George Herbert, Jacula Prudentium, 1640
We often repent of what we have said, but never, never of
that which we have not.
~ Thomas Jefferson, "Writings" (c1800)
Mutual content is like a river which must have its banks on
either side.
~ Alain Le Sage, Gil Blas (1713-35)
The great thing, then, in all education is to make our
nervous system our ally instead of our enemy.
~ William James, 1914
To every thing there is a season...a time to keep silence, a
time to speak.
~ Ecclesiastes 3:1,7