The most dangerous negotiation is the one you don't know you're in.
Interpretation
Being unaware of a negotiation puts you at a disadvantage and can lead to unfavorable outcomes.
This quote highlights the importance of recognizing the negotiations happening around us, often without our conscious awareness. It suggests that by failing to identify these situations, we leave ourselves vulnerable to manipulation and negative consequences, emphasizing the need for heightened awareness and proactive engagement in all interactions.
In practice
In a business meeting where terms are being discussed, reminding participants of this quote can encourage vigilance.
When you expect to get into a negotiation, you expect to be faced by a guy that's going to attack you, a guy or gal that's going to attack or that they're going to try to get the best of you. Two-thirds of us, that makes us very defensive.
Price doesn't make deals, and salary doesn't control your career.
There are three kinds of yeses. There's commitment, confirmation, and counterfeit. People are most used to giving the counterfeit yes because they've been trapped by the confirmation yes so many times. So the way you master no is understanding what really happens when somebody says 'no.' When yes is commitment, no is protection.
The sweetest two words in any negotiation are actually, 'That's right.' Before you convince them to see what you're trying to accomplish, you have to say the things to them that will get them to say, 'That's right.'
The secret to gaining the upper hand in a negotiation is to give the other side the illusion of control. Don't try to force your opponent to admit that you are right. Ask questions, that begin with 'How?' or 'What?' so your opponent uses mental energy to figure out the answer.
Very few negotiations are begun and concluded in the same sitting. It's really rare. In fact, If you sit down and actually complete your negotiation in one sitting, you left stuff on the table.
If you cry ''Forward'' you must be sure to make clear the direction in which to go. Don't you see that if you fail to do that and simply call out the word to a monk and a revolutionary, they will go in precisely opposite directions?
When I created Buffy, I wanted to create a female icon, but I also wanted to be very careful to surround her with men that not only have no problem with the idea of a female leader, but were in fact engaged and even attracted to the idea.
If you're a leader, a fellow that other fellows look to, you've got to keep going.
Supposing Catherine Lim was writing about me and not the prime minister... She would not dare, right? Because my posture, my response has been such that nobody doubts that if you take me on, I will put on knuckle-dusters and catch you in a cul de sac... Anybody who decides to take me on needs to put on knuckle dusters. If you think you can hurt me more than I can hurt you, try. There is no other way you can govern a Chinese society.
Showing your femininity should help your career and not go against your career. Dressing like a man, using the suit to look powerful - that was the '80s, and that didn't help women.
Standards should not be forced down from above but rather set by the production workers themselves.
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