Quotations by Roger Fisher

The method of principled negotiation is hard on the merits, soft on the people. It employs no tricks and no posturing. Principled negotiation shows you how to obtain what you are entitled to and still be decent. It enables you to be fair while protecting you against those who would take advantage of your fairness. [1991] - Roger Fisher

The four points of Principled Negotiation (Negotiation on the Merits): People: Separate the people from the problem. Interest: Focus on interest, not positions. Options: Generate a variety of possibilities before deciding what to do. Criteria: Insist that the result be based on some objective standard. [1991] - Roger Fisher

A note of sympathy, a statement of regret, a visit to cemetery, delivering a small present for a grandchild, shaking hands or embracing, eating together--all may be priceless opportunities to improve a hostile emotional situation at small cost. [1991] - Roger Fisher

Standard techniques of good listening are to pay close attention to what is said, to ask the other party to spell out carefully and clearly exactly what they mean, and to request that ideas be repeated if there is any ambiguity or uncertainty. [1991] - Roger Fisher

The more quickly you can turn a stranger into someone you know, the easier a negotiation is likely to become. The time to develop such a relationship is before the negotiation begins. Get to know them and find out about their likes and dislikes. Find ways to meet them informally. Try arriving early to chat before the negotiation is scheduled to start, and linger after it ends. [1991] - Roger Fisher

People facing each other tend to respond personally and engage in dialogue or argument; people sitting side by side in a semicircle of chairs facing a black-board tend to respond to the problem depicted there. [1991] - Roger Fisher

Invent several options all equally acceptable to you and ask the other side which one they prefer. You want to know what is preferable, not necessarily what is acceptable. You can then take that option, work with it some more, and again present two or more variants, asking which one they prefer. [1991] - Roger Fisher

In any negotiation there exist realities that are hard to change. [1991] - Roger Fisher

A good negotiator rarely makes an important decision on the spot. A little time and distance help separate the people from the problem. [1991] - Roger Fisher

Suggest some options, such as negotiating through third parties, sending letters, or encouraging private individuals like journalists to discuss the issues. [1991] - Roger Fisher

Usually, an offer should not come as a surprise. It should be a natural outgrowth of the discussion so far. It need not be a "take-it-or-leave-it" proposal. [1991] - Roger Fisher

A fundamental way to increase your negotiation power is by improving your walk-away alternative. [1991] - Roger Fisher