Learning from the following favorite words：
“
You should focus both on offense– how to build a winning coalition(i.e., how to get the other side’s back table or others around the table on your side)– and defense–how to organize a blocking coalition.
“
Quote from <Good for you, great for me>
Learning from the following favorite words：
“
Nothing is ever as simple as it seems, including most two-arty negotiations. They’re actually multiparty negotiations because, in addition to the people negotiating at the table, there are back table involved.
“
Quote from <Good for you, great for me>
Learning from the following favorite words：
“
Keeping track of the interests of multiple parties( including multiple back tables) and building a winning coalition can be difficult
You need a way to get others to see that your proposal is so much better for them than no agreement and that they can’t afford to turn you down.
“
Quote from <Good for you, great for me>
Learning from the following favorite words：
“THREE STEPS TO NAVIGATING YOUR WAY THROUGH HIGH-TECH NEGOTIATION:
1.Avoid communication errors and build trust
2. Manage complexity and uncertainty
3. Anticipate the difficulties of strategic alignment
“
Quote from <Good for you, great for me>
Learning from the following favorite words：
“
Merely insisting on or promising organizational change is unlikely to produce the desired results. When you’re altering systems, strategy, or values, resistance is almost inevitable
“
Quote from <Good for you, great for me>
Learning from the following favorite words：
“
In my research, I’ve discovered that those who can live with ambiguity a little longer are more likely to reap substantial benefits than are those who seek to quickly eliminate it.
“
Quote from <Good for you, great for me>
Learning from the following favorite words：
“
Whenever technical complexity threatens to impede communications, it’s important to emphasize trust-building measures. Quite simply, by saying what you mean and meaning what you say. Do’t sugarcoat bad news, and don’t make commitments that you’re not sure you can keep.
“
Quote from <Good for you, great for me>
Learning from the following favorite words：
“
Negotiators can avoid miscommunication about technology by agreeing on explicit procedural ground rules before getting down to substantive business.
“
Quote from <Good for you, great for me>
Learning from the following favorite words：
“
Submitting Multiple proposals early in the process is the best wawy to smoke out regulatoty concerns, Instead of asking for a reaction to a specific thchnology or a radically new disign, put forth several rough sketches and ask what;s necessary to win approval of such designs.
“
Quote from <Good for you, great for me>
Learning from the following favorite words：
“
I have identified three primary strategies that will help you sidestep them–avoiding communication errors and building trust, managing uncertainty using contingent agreement, and preparing for strategic realignment.
“
Quote from <Good for you, great for me>
