(a) "Negotiation is communicating with results"

(b) About "No"

• "No is a golden opportunity for you and counterparty to clarify what you really want by eliminating what you don't want"
• "No is the start of negotiation, not the end of it"
• "If you're afraid of no, you're not able to negotiate then you're a hostage of yes"
• No could mean: don't understand, not enough information, need to talk it over with someone else

(c) About "Yes"

• "Early yes is typically counterfeit"
• "Yes is nothing without a how"
• Three types of Yes: counterfeit (lying/wanting to end discussion); confirmatory (answer to black or white question) and committed (this is what you want!)

(d) "Agreement is nice, contract is better and cheque is the best"

(e) "Disagree without being disagreeable"

(f) "Don't treat others the way you want to be treated, treat them the way they need to be treated."

(g) "What we know should guide us and not blind us to what we don't know"

(h) "Use logic to reason ourselves to a decision, decision made using emotion"

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