If your first objective in the negotiation, instead of making your argument, is to hear the other side out, that's the only way you can quiet the voice in the other guy's mind. But most people don't do that.
The real power of Jazz is that a group of people can come together and create improvised art and negotiate their agendas... and that negotiation is the art
I think each negotiation should be based on what's the best decision - taking everything into account, not taking one thing into account.
You can disagree with someone and still do business as a professional.
Typically to get toward a productive outcome in negotiation you have to make the initial move of genuinely exploring someone's model. If you don't, it is unlikely that they will be willing to explore yours. And if you genuinely explore and understand theirs - without judging it - they will be willing to explore yours. Once they reach that point, they are primed to explore the productive combination of both models and won't be as obsessed about trying to make sure their model prevails.
If you are negotiating you must do so in a spirit of reconciliation, not from the point of view of issuing ultimatums.
Helena Bonham-Carter and I sat down to talk about [Cinderella movie] and she said, 'I really want to do it but only one thing I insist on and that's wings.' She had to have wings and [costume designer] Sandy Powell didn't want wings to begin with but had to be talked around, but that was fun.
Each party should gain from the negotiation.
