Learning from the following favorite words：
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Ideally, senior managers should be taught to identify potential discrepancies between their theories and their practice. But It’s a rare company that allocates sufficient resources to address the disconnect between what negotiators say and what they do.
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Quote from <Good for you, great for me>
Learning from the following favorite words：
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Even though a mutual-gains or a win-win approach to negotiation requires empathy and self-interested cooperation (to create value), winning at win-win negotiation also requires a commitment to assertiveness or claiming.
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Quote from <Good for you, great for me>
Learning from the following favorite words：
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On top of that, negotiators need a clear mandate indicating what they should say at the outset, what new options they can invent, and what package or trades they can support.
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Quote from <Good for you, great for me>
Vivian’s sharing：
Learning from the following favorite words：
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At least one scholar argues that crisis situations can confront negotiators with yet another, more confounding and fundamental, challenge: a conflict of worldviews( Docherty 2001). In such situations, a negotiator’s work goes well beyond strategies for lowering emotion, bringing order to chaotic situations and finding common ground. It can involve negotiating reality itself.
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Quote from <Rethinking Negotiation Teaching>
Learning from the following favorite words：
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The reason why we negotiate is, of course, not just to reach agreement but to get what we want. Gradually, over the decades of mediating in a variety of difficult conflicts, from family feuds and boardroom battles to labor strikes and civil wars, I have come to the conclusion that the greatest obstacle to getting what we really want in life is not the other party, as difficult as he or she can be. The biggest obstacle is actually ourselves. We get in our own way.
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Quote from <Getting to yes with yourself>
Learning from the following favorite words：
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One way to train yourself to observe without judgment is to reserve a period of time once a day- it could be as little as five or ten minutes- to sit quietly in a comfortable position, close your eyes, and simply watch your passing thoughts and feelings, almost as if the sky were observing the passing clouds. If you get caught up in a thought or feeling, or even if a harsh self-judgment shows up, treat it as perfectly fine. Simply notice that you were caught up and go back to observing.
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Quote from <Getting to yes with yourself>
Learning from the following favorite words：
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Observing ourselves so that we don’t react may seem easy, but it is often tough to do, particularly in the heat of a difficult conversation or negotiation. As one business executive recently said to me “I think of myself as a calm, cool person. And I am that way at work. But then sometimes, I find myself snapping at my wife. Why can’t I stay calm like I am at work?” like this husband, when our emotions get triggered, we all too often “fall off the balcony.” If we want to be able to consistently rely on self-observation to keep us from reacting, it helps greatly to exercise it like a muscle on a daily basis.
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Quote from <Getting to yes with yourself>
Learning from the following favorite words：
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Investigate the feelings and reactive patterns that are triggered in you by a problematic relationship at home or at work. Notice the anger, fear, and other disturbing emotions that arise in you as you interact with other person. See if you can spot your own crossroads, the moment in which you can choose between an impulsive reaction and a considered response that advances your true interests.
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Quote from <Getting to yes with yourself>
Learning from the following favorite words：
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It is all too easy to judge our thoughts and emotions, to see them as wrong or tight, bad or good. But in a psychological sense, there is nothing really wrong that we can feel or think. Actions can be wrong, but not thoughts or feelings. As inner scientists, we simply treat even the darker thoughts and emotions as interesting research material.
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Quote from <Getting to yes with yourself>
Learning from the following favorite words：
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To develop a habit of self-observation, it helps to cultivate your inner scientist. You are the investigator, and the subject of your investigation is yourself. Psychologists even have a name for this: they call it “me-research”. Approaching your thoughts and feelings with a spirit of inquiry- will help you keep your balance and calm.
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Quote from <Getting to yes with yourself>
