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All Cooperative Say Yes Persistence Push Back Surrender Walk Away Alternative Bargain Choice Fallback Loss Need Negotiation Plan B Say No Terms

Famous G. Richard Shell Quotes

“The more the other party needs what you can offer, the more they will feel the loss if you walk away. And the more likely they are to say yes to your terms.”

Loss Need Walk Away Terms Say Yes

Book:Bargaining for Advantage: Negotiation Strategies for Reasonable People

Source: Bargaining for Advantage: Negotiation Strategies for Reasonable People

“Gently push back, at least for one round. Cooperative people are programmed to say yes to the first reasonable proposal someone makes. To improve, you need to practice pushing back a little. A simple question that works well is: “Can you do better than that?” If the other side says no and you feel you can sustain the process for another round, ask for help understanding why that is the best they can do. If their answer makes no sense, share your confusion. You will get farther with a little polite persistence than you will by quick surrender.”

Surrender Persistence Say Yes Cooperative Push Back

Book:Bargaining for Advantage: Negotiation Strategies for Reasonable People

Source: Bargaining for Advantage: Negotiation Strategies for Reasonable People

“Gently push back, at least for one round. Cooperative people are programmed to say yes to the first reasonable proposal someone makes. To improve, you need to practice pushing back a little. A simple question that works well is: “Can you do better than that?”

Surrender Persistence Say Yes Cooperative Push Back

Book:Bargaining for Advantage: Negotiation Strategies for Reasonable People

Source: Bargaining for Advantage: Negotiation Strategies for Reasonable People