“The single most important thing for winning a negotiation is the ability to walk away from the table without a deal.” — Harvey Mackay

Comment: One reason people are often difficult to negotiate with is because they believe they don’t need to bargain; they think they can get what they want without your help.  If you can walk away without a deal you are in a powerful position.  

“My father said: ‘You must never try to make all the money that’s in a deal. Let the other fellow make some money too, because if you have a reputation for always making all the money, you won’t have many deals.’ ” — J. Paul Getty

Comment: Negotiations are very often as much about the future as they are about the deal at hand.  Relationships are important. Preserving relationships so that future deals can be made is a vital objective in negotiation.

“Failing to prepare is preparing to fail.” — John Wooden

Comment: Many people have probably said this same thing.  We all know that we sometimes “shoot from the hip” or “jump right in” when we are negotiating.  But a little preparation goes a long way.  Simple preparation might include writing a fews talking points so that you have a script to follow, asking colleagues about the person you are going to face in negotiation, or taking a few moments to think what you would do if you were in their shoes.

“If I had eight hours to chop down a tree, I’d spend six sharpening my axe.”  — Abraham Lincoln