If you want a sure-fire way to succeed at negotiations whether its with your partner over which TV programme to watch tonight, or with a business partner in some high-powered negotiations — then learn these 7 principles of negotiations expressed through 7 timeless quotes:
Principle 1: Negotiating is an essentially human way of interacting. It is the way we progress. Adam Smith, the Scottish economist who wrote The Wealth of Nations put it this way: Man is an animal that makes bargains. No other animal does this. One dog does not change a bone with another.
Principle 2: Negotiating is not about dividing up a limited cake in ways that are divisive. It is about making a bigger and better cake. David Ghitelman says that the key to making negotiations work isnt a scarcity mentality but an added value mentality: Negotiating is about creating value, not dividing wealth.
Principle 3: Conflict is at the heart of negotiation but only a positive view of conflict will result in a successful outcome. As Dean Tjosvold said: Co-operative conflict builds people up, strengthens their relationships and gets things done.
Principle 4: There is a time to speak and...
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