“Negotiation is a process in which people learn to accept an available compromise as a satisfactory substitute for that they thought they really wanted.”
“You always have negotiation power, if you can force yourself to walk away from a deal, either temporarily or permanently.”
“... the right words spoken at the right time can turn an adversary into a partner.”
“Remember. People are not going to be truthful when it comes to telling you what their bottom line is. Many don’t really know what it is. And, those who claim to know are not always right.”
“Don’t believe everything someone write or say. Listed price is usually made to test the market. It is much higher than actual price.”
“Being a deal maker, Donald has learned to see a forest, and he lets his subordinates see the trees.”
“Anything that can go wrong will go wrong at the worst possible time.”
“You also need to be aware that when a negotiation fails, it is usually caused by people on your side, not the other side.”
“People are inclined to give you the benefit of the doubt until they have compelling proof to contradict that belief.”
“Actual and apparent knowledge add up to amazing insight.”
“If you listen well, and are open-minded in your discussion with the person on the other side, you will broaden your knowledge. Everyone can learn something from everyone else. And, you will definitely be smarter going into your next negotiation, and those that follows.”
“The frustrating and fascinating thing about negotiation is that there never is a right or wrong way to proceed.”
“If you nibbling enough, you can make a meal of peanuts.”
“If you think about it, how often have you heard about someone who losing out on a good deal and not being able to find another one shortly thereafter.”
“The telephone is probably the most treacherous device ever created, at least for negotiation.”
“If you want to drive somebody crazy in a telephone negotiation, don’t say anything for a few minutes. Before long, the other side will get frantic and say ‘Are you still there? Did we get disconnected? Can you hear me alright?’, or something akin to that.”
“Skilled negotiators are easy to deal with, but they get what they want.”
“You only achieve mutual satisfaction, and complete the biggest and best deal, when you build the relationship of trust and rapport with those with whom you become involve. ”
Book or Audiobooks?
Personally, I prefer audiobooks. It's fun, and I can listen when I'm doing something else. It also makes other activities (e.g., jogging) a lot more fun. For more detail about audiobooks, please read [this post].
There is one more reason that may encourage you to go for the audiobook version. You can get it now for FREE. Audible offers you a free trial for 14 days. Even if you get the book and cancel the subscription right away (so that you don't have to pay), you can keep the book. And, don't worry if you lost the audiobook file. Just log into audible.com. You can keep downloading the over and over again.
However, when the material is an audiobook, it is extremely hard to locate a specific part of content. Most likely you will have to listen to the entire audiobook once again.
This book summary will help solve the pain of having to go through the book all over again.
I am leaving out the details of the books. Most books have interesting examples and case studies, not included here. Reading the original book would be much more entertaining and enlightening. If you like the summary, you may want to get the original from the source below.