Learning from the following favorite words：
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Third, she will make note of stakeholder issues, and work with the parties to consider ways of obtaining their consensus-or at least defusing their opposition-before finalizing the agreement.
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Quote from <Rethinking Negotiation Teaching>
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The signal features of principled negotiation based on shared cultural values that distinguish it from distributive or integrative bargaining are the frame and tone of the initial session, continued throughout subsequent rounds of negotiation. A negotiator opens the session by framing it as a setting to share broad and specific concerns affecting the decisions to be made.
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Quote from <Rethinking Negotiation Teaching>
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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>
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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>
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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>
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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>
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Ideally, a negotiator needs to know what his or her country’s most important interests are (and which of many ways of meeting those interests might be acceptable).
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Quote from <Good for you, great for me>
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Many people are not conscious enough of timing. They intentionally open with an overly ambitious demand, intending to make gradual concessions until they reach a final point that is still above their minimally acceptable outcome. This is gist of hard bargaining.
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Quote from <Good for you, great for me>
Learning from the following favorite words：
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The most successful negotiators, on the other hand, revise their objectives and strategy based on what they learn by asking good questions. Most importantly, they have confidence in their ability to improvise.
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Quote from <Good for you, great for me>
