The fellow who says he'll meet you halfway usually thinks he's standing on the dividing line.

Most people I ask little from. I try to give them much, and expect nothing in return and I do very well in the bargain.

It is a trick among the dishonest to offer sacrifices that are not needed, or not possible, to avoid making those that are required.

The correct strategy for Americans negotiating with Japanese or other foreign clients is a Japanese strategy: ask questions. When you think you understand, ask more questions. Carefully feel for pressure points. If an impasse is reached, don't pressure. Suggest a recess or another meeting.

Prepare by knowing your walk away [conditions] and by building the number of variables you can work with during the negotiation... you need to have a walk away... a combination of price, terms, and deliverables that represents the least you will accept. Without one, you have no negotiating road map.

If you are planning on doing business with someone again, don't be too tough in the negotiations. If you're going to skin a cat, don't keep it as a house cat.

Never forget the power of silence, that massively disconcerting pause which goes on and on and may at last induce an opponent to babble and backtrack nervously.

Buying is cheaper than asking.

The go-between wears out a thousand sandals.

We're eyeball to eyeball and the other fellow just blinked.