negotiation

“Negotiations with high integrity people are usually very easy. You're giving each other things to make sure the other person's happy enough that the deal survives, because unhappy deals get unwound, and they become short-term relationships which don't have any…”

“Teenagers have learned that once a parent says no, they're probably actually more persuadable. Because the act of saying no makes people feel safe.”

“And that's what happens with compromise. You get, you know, you put half measures in, and it destroys everybody's idea instead of finding out what's, what's the best course of action.”

“Real good negotiation is real good emotional intelligence, and I like taking a deep dive into people and connecting with them.”

“Make a list of the stuff you want to deny. And instead of denying it, cause denying things makes it worse. Just pull it out, you know, and say, look, you know, I know that my industry has a reputation for being fast talking salesman.”

“The commodity that's in each and every negotiation is time, not price, not money. Dollars are not always involved, but time always is.”

“You've got to get rid of the negative before you can go to the positive. Sometimes the negative getting rid of it will be so powerful that you don't even have to pitch the positive because the other side's going to go ahead and pitch it for you.”

“Never be mean to somebody who could hurt you by doing nothing. So the reality is that's probably true of everybody you interact with because you're interacting with them because you want them to do something.”

“The most dangerous negotiation is the one you don't know you're in. So first of all, anytime the word yes is in your, is in the air, somebody's trying to get a yes out of somebody or something, you're in a negotiation. Or if I want is in your brain you're in a…”

“The real issue with any deal is implementation. It's not agreement. Yes is nothing without how. I can give you fake yeses all day long, and you're never going to get what you wanted.”

“You're trying to teach them what we would call second position skills. Can you step into someone else's shoes and imagine what the world looks like to them and what they care about and what their priorities are? And not that you're supposed to guess accurately…”

“Teaching itself is a negotiation. You are negotiating for people's engagement and willingness to take risks and to admit mistakes and to see what they have to learn”

“The person who moves first in a negotiation has an advantage. Because it, the first number changes everybody's view of what is considered plausible. So it moves things in that direction.”

“That negotiation is not about trying to convince the other guy. It's about trying to understand them. So again, it's slowing yourself down, it's not doing what comes naturally, because trying to convince them is applying pressure. Arguments, promises, and thre…”

“Every single negotiation is a cooperation and a collaboration. But there's not a single time where I'm almost never, and really, you know, probably never, where the other person has to negotiate with you. They have some alternative. They can walk away, which m…”

“And if you don't have money right now, and you don't know how to make it, one of the best ways to start is just to learn to negotiate things that you don't want to”

“So, when I was teaching negotiations, I would say somebody does that to you, comes up with a number that's absurd. I would say, lose your temper. Make a scene. Say, I will not start the conversation from that number. It's an absurd number. I don't want to. Let…”

“The person who moves first in a negotiation has an advantage. Because it, the first number changes everybody's view of what is considered plausible. So it moves things in that direction.”