Gerry Spence Quotes

You do not get what you want. You get what you negotiate.

A man never tells you anything until you contradict him.

Rhetoric is the counterpart of logic; since both are conversant with subjects of such a nature as it is the business of all to have a certain knowledge of, and which belong to no distinct science. Wherefore all men in some way participate of both; since all, to a certain extent, attempt, as well to sift, as to maintain an argument; as well to defend themselves, as to impeach.

Men resort to talking only when they haven't the power to enforce their convictions upon others.

Relationships are negotiated and if you deal with ultimatums and authority all the time, then you're not going to get anywhere.

We're all negotiators.

The key to successful leadership today is influence, not authority.

I was born to argue... I don't know why. I mean, from arguing with my teachers and, on occasions, my parents. I think I've mastered the art of argument at a fairly young age.

What is negotiation but the accumulation of small lies leading to advantage?

Most negotiators are trying to get their way.

Soft words and hard arguments.

Unless you’re prepared to use force, it’s very difficult to deal with a person who understands only force.

… adjudged not to him who had the truth on his side, but by the last word in the dispute.

Power comes through public persuasion.

In peace, as there is more time to spare, the leaders are expected to persuade the rank and file, instead of commanding them.

I embark upon discussion and argument with great ease and liberty

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

I got really good at negotiating from a place of weakness.

The sweetest two words in any negotiation are actually, 'That's right.' Before you convince them to see what you're trying to accomplish, you have to say the things to them that will get them to say, 'That's right.'

The secret to gaining the upper hand in a negotiation is to give the other side the illusion of control. Don't try to force your opponent to admit that you are right. Ask questions, that begin with 'How?' or 'What?' so your opponent uses mental energy to figure out the answer.

Speaking is the one trait in which woman is superior to man. Consider what happens when a couple argues. The man tries to talk to the woman. The stupid fool - he can never win.

You don't get what you deserve, you get what you negotiate.

There are a lot of things behind a negotiation process.

There are a lot of negotiators that really will give in on a deal because being understood is more important than getting what they want. And there's a particular type in particular, the assertive negotiator: being understood is actually more important to them than actually making the deal.

Since when was an emotional argument won by logic?