Prepareby knowing your walk away [conditions] and by building the number ofvariables you can work with during the negotiation... you need to have a walkaway... a combination of price, terms, and deliverables that represents theleast you will accept. Witho

Neverforget the power of silence, that massively disconcerting pause which goes onand on and may at last induce an opponent to babble and backtrack nervously.

Nevercut what you can untie.

There are questions of real power and then there arequestions of phony authority. You have to break through the phony authorityto begin to fight the real questions of power.

It isgreed to do all the talking but not to want to listen at all.

Sometimeswe have the dream but we are not ourselves ready for the dream. We have togrow to meet it.

It wasimpossible to get a conversation going, everybody was talking too much.

One should never rub bottoms with a porcupine.

He who asks questions cannot avoid the answers.

Wisdomis what you get for a lifetime of listening when you'd have preferred totalk.

All thingsat first appear difficult.

A matter that becomes clear ceases to concern us.