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Early on in a negotiation, I say, “I want you to feel like you are being treated fairly at all times. So please stop me at any time if you feel I’m being unfair, and we’ll address it.” It’s simple and clear and sets me up as an honest dealer. With that statement, I let people know it is okay to use that word with me if they use it honestly. As a negotiator, you should strive for a reputation of being fair. Your reputation precedes you. Let it precede you in a way that paves success.
Never Split the Difference
Chris Voss and Tahl Raz
If an organization is great in spirit, it is because the spirit of its top people is great. If it decays, it does so because the top rots; as the proverb has it, “Trees die from the top.” No one should ever be appointed to a senior position unless top management is willing to have his or her character serve as the model for subordinates.
The Peter Drucker Collection on Becoming an Effective Executive
Peter F. Drucker
There’s no way to win this argument, because in the end, there are no answers that will satisfy everyone. Laypeople want a definitive answer from the experts, but none can be had because there is not one answer but many, depending on circumstances.
The Death of Expertise
Tom Nichols
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