Siedel – Negotiating for Success

Book page: siedel-negotiating-success

From: Quotes batch 23

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Concept

“Negotiation is not a battle; it is the concept of discovering interests to create value for both parties.” (p. 5)

Behavior

“The ‘Fixed-Pie Bias’ is a behavioral trap where we assume our gain must be the other person’s loss.” (p. 42)

Game Theory

“The BATNA (Best Alternative to a Negotiated Agreement) is your ultimate move in the game; it defines your power at the table.” (p. 112)

Cognition

“To succeed, you must overcome the ‘Cognitive Anchoring’ that occurs when the first number is put on the table.” (p. 89)

Memory

“A successful negotiator keeps a detailed ‘memory of the process,’ noting the concessions and body language of the opponent.” (p. 156)