Mike Temkin (@miketemkin)

Advice on how to #Negotiate: “Typically to get toward a productive outcome in negotiation you have to make the initial move of genuinely exploring someone's model. If you don't, it is unlikely that they will be willing to explore yours. And if you genuinely explore and understand theirs - without judging it - they will be willing to explore yours. Once they reach that point, they are primed to explore the productive combination of both models and won't be as obsessed about trying to make sure their model prevails.” Roger Martin – Canadian academic, author. “Negotiation is often described as the art of letting the other side have your way. You have to give the other side a chance to put stuff on the table voluntarily.” Christopher Voss - U.S. businessman, author, academic, former FBI hostage negotiator, CEO of The Black Swan Group. “Tell me again how much you agree with me.” Ashleigh Brilliant – U.K. born/U.S. author, cartoonist. ‘I think, with a negotiation, you have to go in knowing what you want, knowing what your bottom line is, and knowing what you might accept if you're absolutely pushed.” Jacob Rees-Mogg – U.K. politician, broadcaster. “In negotiations, everyone goes home with a slice of tactful compromise, but nobody gets to binge on the whole cake and leave selfish, greedy and unrealistic crumbs for the rest.” Stewart Stafford – U.S. author. “The most difficult thing in any negotiation, almost, is making sure that you strip it of the emotion and deal with the facts.” Howard Baker – U.S. politician. “True negotiation takes place when each side respects the other, and their point of view, and enters into the discussion positively. If you are determined that your solution, and your particular solution only, is the correct one - to be imposed on the other side if necessary - that is not negotiation; it is dictatorship.” Tony Buzan – U.K. author, educational consultant. “If you do not know where you are going, every road will get you nowhere.” Henry A. Kissinger – U.S. political scientist, diplomat. “If you don't know where you are going, you might wind up someplace else.” Yogi Berra – U.S. major league baseball player, manager. For more #ThoughtsAndObservations about #Negotiating go to https://www.linkedin.com/pulse/discipline-determination-effective-negotiation-michael-temkin-mdbnc/