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

We'reeyeball to eyeball and the other fellow just blinked.

Thework will teach you how to do it.

Livingwith integrity means: not settling for less than what you know you deserve inyour relationships. Asking for what you want and need from others. Speakingyour truth, even though it might create conflict or tension. Behaving in waysthat are in harmony

Thecorrect strategy for Americans negotiating with Japanese or other foreignclients is a Japanese strategy:ask questions. When you think you understand, ask more questions. Carefullyfeel for pressure points.If an impasse is reached, don't pressure. Sugges

Imagination is useful as long as it remains practical.

Whatlies behind you and what lies in front of you, pales in comparison to whatlies inside of you.

Politicians are the same all over. They promise to build a bridge even where there is no river.

Power is no blessing in itself, except when it is used toprotect the innocent.

Beholdthe turtle. He makes progress only when he sticks his neck out.

Alwaysforgive your enemies. Nothing annoys them so much.

A good listener is not someone with nothing to say. A good listener is a good talkerwith a sore throat.