The ability to see the situation as the other side sees it, as difficult as it may be, is one of the most important skills a negotiator can possess.Roger Fisher
Negotiation is not a contest of wills. It is a cooperative activity - an exercise in joint problem-solving.Roger Fisher
The more you soften your statements by using the word 'perhaps,' the harder your proposals hit home.Roger Fisher
No agreement at all might be better than an agreement that leads to resentment or disaster.Roger Fisher
The pursuit of a fair outcome, carefully calculated, is more likely to yield agreement than any other approach.Roger Fisher
The problem is to reconcile these apparently contradictory desires. How can you be both reasonable and firm?Roger Fisher
The best way to begin negotiating is to begin negotiating.Roger Fisher
Without a clear sense of your interests, you are not likely to get them satisfied. And, understanding the other side's interests greatly facilitates agreement.Roger Fisher
To invent creative options for mutual gain, you need to separate the act of inventing options from the act of judging them.Roger Fisher
When you are under the gun, mistakes are more likely. Avoid emotional reaction to momentary pressures. Buying time to think will usually pay off.Roger Fisher
People react to what has been said, not to what has been meant. So say only what you mean.Roger Fisher
The job of negotiating is too important to be left to chance. The key to successful negotiation is advance preparation.Roger Fisher