Oftentimes, the best negotiations result in a deal that benefits both parties. There are times when you simply want to go for the jugular, but often, you want the other person to feel pleased with the outcome, even if you are the clear victor.
The politician says: "I will give you what you want." The statesman says: "What you think you want is this. What it is possible for you to get is that. What you really want, therefore, is the following.
Negotiation is often described as the art of letting the other side have your way. You have to give the other side a chance to put stuff on the table voluntarily.
Give your opponent an out. Look at the crises from his point of view.... Try to pick an option that achieves your purpose at minimal cost to him—military, political or otherwise.
Politicians are elected to reach compromise. We compromise all the time in our daily lives. Is there something dirty about that?
You cannot just dictate at negotiations. You must also listen.
The best move you can make in negotiation is to think of an incentive the other person hasn't even thought of - and then meet it.
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 art of politics is to design a solution that feels painless to all.
We are hugely and sometimes willfully ignorant about the arts of politics and governing, especially about the utter necessity of compromise.
Negotiation is not trading. Negotiation is creating new and original solutions.
The only sound approach to collective bargaining is to work out an agreement that clarifies the rights and responsibilities of the parties, establishes principles and operates to the advantage of all concerned.
In law school, we studied the famous book 'Getting to Yes,' co-written by the head of the Harvard Law School Negotiation Project.
