Effective negotiators should focus on finding out whether a deal is viable or detrimental rather than trying to force a bad deal to work.

“So first of all, my first thing is I want to find out whether or not there's a deal at all or whether or not it's a bad deal. And then I'm going to walk away really fast because those are going to be a complete waste of time.”

It is more important to be respected than liked, and seeking respect begins with the individual.

“Yes, yes, yes, you may want everyone to like you, but in life, it is so much more important to be respected. And that respect begins with you.”

Effective negotiators focus on identifying and delivering what the other person needs rather than acting in a rigid or forceful manner.

“When we actually study people negotiating in practice in the real world, often the best negotiators are people who are just great communicators, people who have and are good at developing meaningful relationships, who figure out how to figure out what other people need and then figure out how to act”

Negotiation is defined as any conversation where a participant wants something.

“negotiation is just any conversation where someone in the conversation wants something. That's all that it is.”