Yasser Elmor

“But progress in the current negotiation is not the only potential victim of short-termism. A myopic approach to negotiating, even if a deal is reached, can exacerbate the likelihood of future conflict, or diminish our ability to resolve it.”
― Deepak Malhotra, Negotiating the Impossible: How to Break Deadlocks and Resolve Ugly Conflicts

“Do not force people to choose between doing what is smart and doing what helps them save face.”
― Deepak Malhotra, Negotiating the Impossible: How to Break Deadlocks and Resolve Ugly Conflicts

“But in my experience, there is one way to signal your commitment to process that all negotiations provide: Always keep your word, even when it is costly. The best deal makers and diplomats take very seriously the promises and commitments they have made to the other side on small things and big. This is not only the right thing to do; it is a tremendously powerful instrument in deal making. Especially in difficult, protracted conflicts where negotiating itself might be seen as risky or useless, often the only source of leverage you have for bringing the other side to the table is your credibility. And once you’re at the table, mistrust is often the biggest barrier to the give-and-take necessary for progress, because many of the concessions either side commits to are not deliverable right away—promises of equitable treatment, power sharing, future benefits, etc. are necessarily premised on trust. If you have not built up a reputation for credibility, you are ill-suited to negotiate such deals.”
― Deepak Malhotra, Negotiating the Impossible: How to Break Deadlocks and Resolve Ugly Conflicts

“Some of the key elements of an effective apology include: recognition of the emotional impact of the action on others, an expression of regret, and a commitment not to repeat the negative action. Saying, “I’m sorry that you feel hurt,” is not nearly as powerful as saying, “I’m sorry for my poor behavior and for the hurt it has caused you.”
― Roger Fisher, Beyond Reason: Using Emotions as You Negotiate