Negotiating for Success Quotes

“As noted by a Chinese proverb, even the palest ink is better than the best memory.”
― George J. Siedel, Negotiating for Success: Essential Strategies and Skills

“Life is negotiation!”
― George J. Siedel, Negotiating for Success: Essential Strategies and Skills

“la clave para el éxito en una negociación consiste más en hacer preguntas para obtener información, que en persuadir a la contraparte.”
― George J. Siedel, Negociar, ruta hacia el éxito: Estrategias y habilidades esenciales

“How to Be a Better Conversationalist,” Wall Street Journal, Aug. 12, 2013)”
― George J. Siedel, Negotiating for Success: Essential Strategies and Skills

“For example, when companies are sold, the parties typically spend millions of dollars during the negotiation process in due diligence. But when Warren Buffet decided to buy a $23 million company from Wal-Mart, the parties held a two-hour meeting that concluded with a handshake. Why? Wal-Mart had a solid reputation. In Buffet’s words, “We did no ‘due diligence.’ We knew everything would be exactly as Wal-Mart said it would be—and it was.” (Covey, The Speed of Trust)”
― George J. Siedel, Negotiating for Success: Essential Strategies and Skills

“research by my University of Michigan colleague Shirli Kopelman and others indicates that negotiators who make the first offer do better economically but are less satisfied with outcomes because they feel more anxiety. (“Resolving the First-Offer Dilemma,” Negotiation, July 2007)”
― George J. Siedel, Negotiating for Success: Essential Strategies and Skills

“We bring this sense of competition into negotiations by assuming that they are competitions for slices in a fixed pie in which one side wins and the other side loses. As Bazerman and Moore note, the fixed pie assumption is a fundamental bias that distorts negotiators’ behavior:”
― George J. Siedel, Negotiating for Success: Essential Strategies and Skills