Need a quick mental reset or a surge of motivation before a tough talk? Sometimes, the right words from a seasoned negotiation expert can give you the boost you need to reinvigorate your approach.
We've got your back with negotiation quotes from legends across multiple industries so that their distilled wisdom can inspire, energize, and focus your strategy to help you secure the most successful outcome.
Brian Koslow highlights the importance of remaining objective during negotiation. This can be one of the most challenging aspects of negotiation, especially if the stakes are high or the other party is engaging in combative behavior.
Leaving your ego at the door keeps you remain laser-focused on the job at hand and strengthens your chance of an improved deal.
The importance of knowing how and when to say "no" cannot be overstated. Using "no" in ineffective moments could lead to a stalemate between parties or a substandard offer.
Having a solid understanding of your ZOPA (Zone of Possible Acceptance) and your BATNA (Best Alternatives to a Negotiated Agreement) gives you the optimum understanding of when to say "no," so you can make smart bargaining decisions.
This might be one of the best negotiation quotes yet. Victor Kiam understands that information is an essential tool in a negotiator's arsenal.
Knowledge is power. Taking the time to carry out comprehensive research before you head to the negotiating table puts you in a position of power so you can exert more control over the agreement.
Have a good understanding of:
Your must-haves, desires, and walk-away point
Your weaknesses and strengths
Your ZOPA and BATNA
Motivations, desires, and must-haves of the other party
Background information about the party (pricing, trends, competitors)
Consolidate this information in your action plan so that every point is justified by data.
Using anger effectively in negotiation means using it as a tool, not an impulsive response. Shouting or threatening the other party is rarely effective and demonstrates bad-faith negotiation.
Instead, use your anger to motivate your negotiation tactics and strategy more effectively. By being sparing with your anger, you increase the chances of powerfully asserting your points. Continuous anger can cause heightened stress responses, increasing the other party's defensiveness.
Dean Rusk was Secretary of State under Presidents John F. Kennedy and Lyndon B. Johnson. He was responsible for the foreign policy and was required to be an excellent negotiator who was culturally mindful of the parties he was engaging with.
He emphasizes the importance of listening as a persuasive tool, which requires you to go beyond simply hearing the other party but to engage with them through active listening.
Active listening looks like:
Use of eye contact and body language to show you are engaged
Observing and reading the other party's body language
Providing feedback by reflecting, paraphrasing, and questioning the other party's points
Responding assertively and politely
An active listener limits interruptions and gives the other party their undivided attention, which can make the other party feel valued and connected to the listener, building a better relationship and rapport.
Richard Nixon ushered in an "era of negotiation" by shifting away from the Cold War confrontation of his predecessors. His encouragement of dialogue and co-operation is a key tactic to remember for the negotiation process; no negotiation should end in a shouting match.
A commitment to listening, thorough research, and emotional regulation during negotiations is of paramount importance for reaching a successful outcome.
Similar to many negotiation quotes, Carrie Fisher reminds us that the negotiation process can be very challenging. Give yourself a solid foundation to work from by preparing thoroughly; having insight into the other party, as well as a wider context at your disposal, means your arguments will be more in-depth and better received.
Be sure to build rapport with the other party. This can help manage emotions on both sides of the table, which then reduces friction that may arise during the discussion.
You might think that negotiation practice is restricted to training sessions or organized negotiations, but as Kevin O'Leary points out, the opportunities to practice negotiation are endless. Whether it's haggling in a street market, arguing over the last biscuit, or negotiating salary for your new job offer, the average person experiences multiple opportunities to practice negotiation skills.
When taken, these opportunities compound your skills and aid you in sitting at the negotiating table with familiarity and confidence.
Maverick Carter acknowledges that oftentimes negotiation is the starting point of a working relationship. Recklessly burning bridges or engaging in combative behavior may lead to the result you want, but the suboptimal techniques used could cost you in the future.
This is where active listening, open communication, and a genuine empathy and curiosity for the perspectives of the other party can aid you in the long term. Try to approach the negotiation with a desire to reach a mutually beneficial outcome that sets up both sides for future partnership.
Thich Nhat Hanh isn't necessarily advocating for every negotiator to adopt Buddhism as their spiritual practice, but he is suggesting that some of the Buddhist techniques for negotiation are more appropriate and successful than combative techniques or confrontation.
Focusing on mindfulness, compassion, and detachment allows you to observe and listen without getting caught up in your own emotional reactions. This gives you the space to build rapport with the opposite party and opens your mind to new solutions.
Understanding that compromise is not just an option but a potential prerequisite for success is vital for successful negotiation. Entering into any discussion with the belief that you can secure all your demands is setting a trap for failure, as productive negotiation isn't a zero-sum game where one side wins and the other loses.
All parties involved in negotiation possess leverage, needs, and limits that must be respected. The aim is to secure the best possible outcome that the situation will allow. Knowing you may need to concede some points helps you to strategically prioritize your most critical needs.
With sentiment similar to Maverick Carter, J. Paul Getty reminds us that the work continues beyond the negotiation table. Setting inflexible negotiation practices could lead to a bad reputation, limiting the number of deals, partnerships, or collaborations available further down the road.
It's possible to be overwhelmed with tunnel vision during negotiations, believing there's one set outcome and that it must be reached at all costs. However, aiming for outcomes that also benefit the opposing party reduces the likelihood of bad faith negotiations and increases the chances of reaching an agreement that works for all sides.
Optimism is a great principal to take to the negotiating room. Believing that there is a mutually beneficial outcome to be found for both parties means you'll be naturally more inclined to problem-solve and consider solutions that you may not have previously considered.
Negotiation, when done correctly, produces an agreeable outcome for those involved. Carrying out thorough research beforehand ensures that you meet any challenges with the necessary context, demonstrating your willingness to work with the other party instead of against them.
Jacob Lew asks that negotiators step outside of their own heads and desires to connect with what the opposing party desires. This is far from counterproductive as it ensures you have a good understanding of what they could bring to the table and will influence their decision-making.
You're then also better placed to negotiate for suitable terms if you know what will closely align with the sides of the opposite party. Negotiating with a team or individual that you don't understand is much more challenging.
As the saying goes, if you don't ask, you don't get. All negotiations involve some form of compromise, and it's rare to walk away from a negotiation with all of the wins. However, heading into a negotiation knowing this and being willing to engage with the compromises and offers made to you gives you a strong starting point.
Harvey Mackay demonstrates that negotiation is rarely about receiving everything you had hoped for. Having realistic expectations, along with a solid ZOPA and BATNA, gives you more chance of leaving with a result that works for you.
Howard Baker's quote emphasizes the challenge of maintaining objectivity when high stakes and personal interests are involved. Emotion is a powerful force with the ability to cloud judgment; this can lead to irrational decisions that could end up undermining one's position.
When personal feelings bubble up in the negotiation process, negotiators can miss problem-solving opportunities or even yield to concessions out of frustration. Self-management is absolutely key; stepping back from the immediate feeling to apply a disciplined lens to the facts of a situation.
The negotiation process is never a violent one. Negotiation serves as the conduit through which two parties (or more) can reach beneficial outcomes without resorting to aggression or bullying to secure a particular deal.
Some even refer to negotiation as an art form. It relies on subtlety and strength of character far more than raised voices or combative principles. Conflict can arise as a natural part of the negotiation process, but a skilled negotiator will have the discipline to manage their emotions and remain present in the discussion.
Dale Carnegie's quote underscores the philosophy of integrative negotiation, also known as the 'win-win' approach.
A sustainable agreement should ensure that both parties leave the negotiation better off than before the discussion started. Mutual gains allow the interaction to move away from a competitive, fixed outcome and toward an exploration of how to create value.
When both parties feel their core interests have been addressed, they are much more likely to honor agreements and agree to future collaborations, as well as ensuring a durable outcome from the initial discussion.
This observation pinpoints a significant communication pattern where women can undermine their own position at the negotiating table. By softening their assertiveness—typically to appease expectations of how a woman should behave—women can unconsciously reduce the legitimacy of their needs and expectations.
Instead of focusing on softer, friendlier language, female negotiators should use the language of data and expectation, creating a firm understanding of where they stand and the research carried out to support their position.
While not directly involved in the business world, Andy Warhol's statement underpins the most important notion in successful negotiation: the process is a compromise between two or more parties, with an understanding that there are wishes outside of yours that deserve to be acknowledged and, if possible, directly addressed.
Social interaction is fundamental for negotiation; it involves learning and speaking with opposing parties. Navigating this interaction successfully will determine the outcomes of the negotiation.
Heading into the negotiation process without a clear understanding of your desired outcomes—what you will and won't settle for—can negatively affect your chances of successfully advocating your terms.
Before you begin negotiations, make sure you have done enough research into your desires. Ensure your contextual knowledge is up to scratch and that you have the data to justify any requests you might make.
Preparing your answers beforehand is another good tactic to cement your own certainty about what you're asking for and why.
Negotiation doesn't need to be conflict-heavy and confrontational. Both parties should make the appropriate effort to communicate what is outside the scope of negotiation so that the discussion is productive and doesn't waste time.
To provide yourself with an additional level of security, decide on a BATNA, which is commonly known as a "Plan B" for negotiations and represents the most valuable option you can take if a deal fails to be reached. Knowing your BATNA gives you leverage and confidence in negotiating, as your bottom line is already set.
We hope these negotiation quotes give you exactly what you need to enter your next negotiation with confidence. But remember, negotiation quotes can only go so far; it's how you utilize your skills and leverage your techniques that will push you further and towards the positive outcome that you so wish.
Get in touch with one of Scotwork's negotiation experts today, and we can help you find the perfect training or consultancy solution for you and your team.
