Sylvia Mathews Burwell Quotes

We're all negotiators.

The first principle of contract negotiations is don't remind them of what you did in the past - tell them what you're going to do in the future.

The macro of any negotiation is that the only time you can cut a deal is when both sides are hurting. If either side is - is well and feeling happy, you can't get a deal. Then they go for victory. You need - if they're willing to settle for things the other side can live with, it's because they're hurting a little bit.

The whole concept of negotiating is intimidating to many people.

In any negotiation you have a wish list but then you proceed from where you can be.

Negotiating is an art—it is a real art.

When you negotiate a deal, you clearly know a lot about the other person.

During a negotiation, it would be wise not to take anything personally. If you leave personalities out of it, you will be able to see opportunities more objectively.

I'd like to add that negotiating is not something to be avoided or feared - it's an everyday part of life.

Negotiations are a euphemism for capitulation if the shadow of power is not cast across the bargaining table.

So much of life is a negotiation - so even if you're not in business, you have opportunities to practice all around you.

The only way to conduct an effective collaboration is to debate the things upon which you disagree. If one doesn't manage to bring the other around to his point of view, then whichever collaborator feels the most passionate about the thing being debated ought to get his way.

I do believe that in order to be a successful negotiator that as a diplomat, you have to be able to put yourself into the other person's shoes. Unless you can understand what is motivating them, you are never going to be able to figure out how to solve a particular problem.

It's learning how to negotiate to keep both sides happy - whether it's for a multi-million dollar contract or just which show to watch on TV, that determines the quality and enjoyment of our lives.

The capability of negotiating... is something that means you not only have to understand fully what you believe and what your national interests are but in order to be a really good negotiator, you have to try to figure out what the other person on the other side of the table has in mind.

Negotiation is not a policy. It's a technique. It's something you use when it's to your advantage, and something that you don't use when it's not to your advantage.

Unfortunately, in collective bargaining one party or the other too often tries to gain an advantage - a bargain, like buying something in a store for less than it is worth.

You cannot just dictate at negotiations. You must also listen.

In any negotiation, my goal is to be the most unreasonable person in the room.

The term negotiation implies compromise; painful concessions on the part of both parties.

You can never in negotiations be totally predictable. The minute you’re predictable, they’re going to figure out how to take advantage.

You have to negotiate with people who don’t trust you and vica versa. You have to be very careful but you can’t be paralyzed.

Why cannot we sit down together with a board of arbitration, honestly state our difficulties and try to work out a sane method of procedure?

Negotiation is not trading. Negotiation is creating new and original solutions.

Know what you want to achieve prior to starting to negotiate. It's the golden rule but the one most people fail to heed. Without a plan, you allow the opposing party to define your goals instead of the other way around.