Clips from Negotiate to Win

• The wise negotiator frequently chooses not to negotiate.
• "It's my bottom line" is the biggest lie in negotiations.
• Only when the other side doesn't move any more can you be sure they're truly at their bottom line.
• Never say you're at your bottom line unless you are.
• Nobody likes having their first offer accepted.
• Schmoozing is the last refuge of the weak negotiator.
• It's better to bring things up now, when you've got some leverage, than later when you don't.
• Never shave a concession. Either make the whole concession that you've supposed to make, or don't make any concession at all.
• The krunch is the simplest and most frequently used tool in negotiating.
• A krunch is the only way to respond to an unreasonable offer.
• Every concession has a price, but krunches cost nothing.
• Only the final handshake seals the deal. Until then, all issues remain open.
• Never stick with an issue that's not working. Skip it and move on to something else.
• The nibble is negotiating's equivalent of a layup.
• Always persuade first. Negotiate only when persuasion fails.
• Face is humankind's third rail. Touch it and die.
• Win-win negotiating is mandatory because the other side survives the talks.
• Don't make a concession without seeking something in exchange.
• Try to avoid saying "no" to the other side. "Yes, if..." is better.
• If you ask for more (without reason) you'll get more.
• Your opening offer should be assertive but never ridiculous.
• Nibbling is part of doing a complete job as a negotiator.
• Sometimes people find satisfactions in strange places.
• Creativity is the most fickle and capricious tool in negotiating.
• The value of the concession to the other side is what matters.
• Setting your Envelopes is your most important homework task.
• Separate the people from the problem. Be hard on the problem but soft on the people.
• We make more concessions to friends.
• The quicker the deal, the greater the risk.
• The more authority you have, the more concessions you'll have.
• Always negotiate with the highest authority person you can get access to.
• Bosses give away the ranch.
• It's where you open, not when, that matters.
• Teams are inherently dangerous, and the bigger the team, the greater the risk.
• Being outnumbered means you're in a target-rich environment.