Carl von Clausewitz Quotes

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

International negotiation has a nasty tendency to remind its practitioners that the laws of gravity affect them, too, and that international life is a two-way street in which one may have to give in order to get.

That’s the trick in any negotiation. Getting to yes means getting the other party satisfied that its interest are being met sufficiently…. You both got to get something out of it that your prepared to fight for at home.

Fair play doesn't pertain in bargaining. What matters there is leverage.

Most negotiators are trying to get their way.

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.

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

We always find that taking a fairly hard-line position means our membership gets the best deal possible.

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

Anyone who has ever negotiated an agreement knows that in order to get it, you have to be willing to walk away from the table..

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

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.

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

Part of diplomacy, the hard work of diplomacy is trying to extract whatever concessions you can get, and giving something the other side wants. Of course you've got to try to make peace with, and work with those who are your adversaries, but you don't just rush in, open the door, and say, "Here I am. Let's talk and make a deal."

To get people to compromise, you have to give them stuff.

No issue can be negotiated unless you first have the clout to compel negotiation.

A peace deal requires agreements, and you don't make agreements with your friends, you make agreements with your enemies.

Intervention only works when the people concerned seem to be keen for peace.

That's what happens in the world. You get offered superior contracts.

Negotiation means getting the best of your opponent.

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

We're all negotiators.

The best way to make a good deal is to have the ability to walk away from it.

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

The whole concept of negotiating is intimidating to many people.