"We cannot solve our problems with the same thinking we used when we created them." -- Albert Einstein.

The right answer to "I hate you" is, 'Tell me more." Get more info. Value them. Listen. #negotiation

Questions can be more powerful than statements. A statement commits you. A question doesn't. & gets info while focusing on them #negotiation

The attitude you bring to a #negotiation has a direct impact on the result. If you come expecting a war, you will get one, & get less.

Give the problem away. Instead of casting blame (which will make them stop listening) lay out the facts & ask, "What do you suggest?"

It saddens me to ask -- Why Must We Hate Ourselves So? via @HuffPostPol goo.gl/iifcj

The more a #negotiation feels like part of a relationship, the more the other party will treat it like one. Make them feel comfortable.

Collaborative people tend to be more creative, look for joint solutions, & find ways to expand the pie. They are effective problem solvers.

The 3 big questions of #negotiation: What are my goals? Who are they? What will it take to persuade them?

Be incremental in your suggestions. If you shoot for the moon all at once, it may seem extreme -- lead them there step by step.

You are the least important person in the #negotiation. Focus on THEM to meet your goals.

The #negotiation is over when you say it is, not before. Even if they say no 100 times, keep asking questions & stay focused on your goals.

You must get a commitment from them in the way THEY make commitments. It could be a handshake or a signed 50-page contract -- find out.

Very excited to speak at the @Necanet convention Oct. 1 at @MandalayBay in Las Vegas! bit.ly/TYSHmf

Getting More in #China! #negotiation

Insist on finding creative options. Ask, "Is this the ONLY way?" #negotiation

Show ppl how their actions don't meet their goals by helping them visualize the outcome. 'Painting them a picture' can be very persuasive.

Start with the easy things on which there is agreement, even the date of the next meeting. It will bind parties together more. #negotiation

People in conflict focus on blame, lashing out, & protecting themselves, instead of on creating value. Conflictive negotiators get less.

Collaborate! As John Nash said, four hunters individually can each only bag a rabbit, but together they can bring down a deer. #negotiation