Ch4

p.90

Compromise is often a lazy, ineffective way to negotiate. At the very end, after other tool is used and there is only a short distance to bridge, it might be okay. But standards are much more effective.

 

p.94

Negotiation is very sensitive to the exact words used.

 

p.97

It is much more persuasive to let others make the decision, instead of telling them what the decision should be.

 

p.98

Framing and being incremental are two of the hardest things for people to learn. Most people want to rush ahead, and find it hard to break things up into smaller steps. Also, it takes time to get just the right framing; many people don’t have the patience. But great framing can immediately conclude a negotiation in your favor.