Les meilleures citations en negociation
« Negotiators separate the people from the problem and then be hard on the problem, soft on the people », Lewicki, Barry and Saunders
« Start high to end high, start low to end low. », Negotiation adage
« Negotiation is « the art of letting them have it your way »", Daniele Vare
« Making the first offer in a negotiation is advantageous to the negotiator making the offer », Lewicki, Barry and Saunders
« You need to cooperate when expanding the pie and then compete when dividing it », Barbara Boldt, as negotiation combines both integrative and distributive aspects
« …Sometimes a distributive approach will give you the best outcome », Barbara Boldt
« Not responding to a threat is often the best way of dealing with it », Lewicki, Barry and Saunders
« The dominant force for success (in negotiation) is in the planning that takes place prior to the dialogue », Barbara Boldt
« ..Devoting insufficient time to planning is one weakness that may cause negotiators to fail. », Lewicki, Barry and Saunders
« Negotiators must anticipate what goals they want to achieve in a negotiation and focus on how to achieve those goals. »
« Negotiating is a social process embedded in a much larger context. »
« Wishes are not goals, especially in negotiation », Lewicki, Barry and Saunders
« Perception (in negotiation) is 90% of the game », Barbara Boldt
« One’s ability to cope with very different styles of communication is the key to negotiating successfully accross cultures. », Barbara Boldt
« Smile is not real in negotiation » Barbara Boldt
« Half-truths may be dangerous…most satisfactory response would be « I’m not authorized to answer that question, but tell me what your concerns are and I’ll see if I can deal with your concerns. »", Barbara Boldt, it protects the negotiator’s integrity, but also tries to get the deal done.
« You should never disclose information just because the other side asks for it… », Barbara Boldt
« For a German and a Finn the truth is the truth. In Japan and Britain it’s alright if it doesn’t rock the boat. In China there is no absolute truth and in Italy the truth is negotiable. », Brabara Boldt
« Good reputations are easier to maintain than to restore once damaged », Barbara Boldt
« »Agreement at any cost » is not always necessary or desirable », Barbara Boldt
« It is important to be an attentive listener as well as a diligent questioner. », Barbara Boldt
« Negotiating is a social process embedded in a much larger context », Lewicki, Barry and Saunders
« Several factors suggest that negotiators should not make large modifications to their approach when negotiating cross-culturally », Lewicki, Barry and Saunders
« Negotiator’s expectations that their partner will deceive them are influenced by their own tendancy to deceive. », Todd Veldhuizen
« Ce qui est gratuit n’a pas de valeur. », Bruno Vanhove, co-fondateur de VB2S