Negotiation Quotes January 31, 2013

New Insights On What Makes a Good Negotiator

     The question of selecting the right negotiator interested Sir Francis Bacon hundreds of years ago.   He advised those in authority to: “Use such persons as affect the business wherein they are employed; for that quickeneth much: and such as are fit for the matter; as bold men for expostulation, fair-spoken men for persuasion, and crafty men for inquiry and observation...

     The question of selecting the right negotiator interested Sir Francis Bacon hundreds of years ago.  He advised those in authority to:

“Use such persons as affect the business wherein they are employed; for that quickeneth much: and such as are fit for the matter; as bold men for expostulation, fair-spoken men for persuasion, and crafty men for inquiry and observation.  Use also such as have been lucky, and prevailed before in things wherein you have employed them;  for that breeds confidence, and they will strive to maintain their prescription.”

      Bacon’s prescription continues to be as valid today as it was in the 17th century.
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