Written by Marijn Overvest | Reviewed by Sjoerd Goedhart
Fact Checked by Ruud Emonds | Our editorial policy

Negotiation Quotes — 25 Legendary Quotes Full of Wisdom

What are Negotiation Quotes?

  • Negotiation quotes refer to concise and insightful expressions of wisdom related to the negotiation process.
  • A negotiation quote is like a light that sparks ideas on negotiators.
  • These quotes are valued and seen by negotiators as a source of motivation and a reminder of their journey.

Do negotiation quotes still work in this age of modern science and technology? Are negotiators still taking these quotes to heart? We’ll find out with this article.

We are going to discuss what we believe are the 25 legendary negotiation quotes that every negotiator should remember to help guide them to a successful negotiation!

The 25 Legendary Negotiation Quotes

These legendary negotiation quotes can help you think about new ways on how to go about your negotiation styles, how to become more confident before the actual negotiations, or how to accept your failures and your victories and move on. 

1. “During a negotiation, it would be wise not to take anything personally. If you leave personalities out of it, you will be able to see opportunities more objectively.” – Brian Koslow

What Can You Learn From This Quote?

This quote emphasizes the importance of detachment in negotiations. When emotions or personal feelings get involved, it becomes challenging to view the situation objectively it clouds our judgment and prevents us from making logical decisions.

That’s why, it is important to focus on the problem instead of personal grievances to better identify mutually beneficial opportunities and solutions

 

2. “Negotiation in the classic diplomatic sense assumes parties are more anxious to agree than to disagree.” – Dean Acheson

What Can You Learn From This Quote?

Negotiations are often a search for common ground. Both parties typically want a resolution, even if they have different priorities. Recognizing this shared goal can make discussions more productive and less adversarial. 

Consider a labor union negotiation. While workers may demand better salary and employers may focus on cost control, both want to avoid a strike. This highlights the mutual desire for stability that leads to creative compromises, such as performance-based bonuses or flexible working hours.

3. “The most difficult thing in any negotiation, almost, is making sure that you strip it of the emotion and deal with the facts.” – Howard Baker

What Can You Learn From This Quote?

This quote emphasizes that need for rational thinking. Emotional reactions can derail negotiations. Focusing on facts ensures clarity and helps both parties stay objective, fostering a constructive dialogue.

For instance, in a sale negotiation, if a client offers you a low offer, instead of reacting negatively, present them proof that supports your pricing.

4. “This is a classic negotiation technique. It’s a gentle, soft indication of your disapproval and a great way to keep negotiating. Count to 10. By then, the other person usually will start talking and may very well make a higher offer.” – Bill Coleman

What Can You Learn From This Quote?

Coleman’s advice underlines the power of strategic silence. Silence is a powerful tool in negotiations. It creates psychological pressure, encouraging the other party to fill the void—often by making concessions or revealing valuable information. It is a psychological tactic that can shift the balance of power subtly. 

For instance, during a job offer discussion, if the employer states a salary that’s too low, remain silent for a few seconds. They might interpret this as dissatisfaction and reconsider their offer.

5. “Let us never negotiate out of fear. But let us never fear to negotiate.” – John F. Kennedy

What Can You Learn From This Quote?

Confidence is crucial in negotiations. While you shouldn’t let intimidation dictate terms, you should also embrace the opportunity to negotiate as a means to achieve your objectives.

When renegotiating a contract with a vendor, don’t accept unfavorable terms out of fear of conflict. Instead, approach the conversation confidently, armed with market research and a clear understanding of alternatives. 

6. “Don’t bargain yourself down before you get to the table.” – Carol Frohlinger

What Can You Learn From This Quote?

This quote teaches you how to value your worth and avoid self-sabotage. Offering too low a price or undervaluing yourself signals weakness and reduces your bargaining power.

Undervaluing is a common thing in job interviews or procurement negotiations where one party fears rejection. Instead of proposing a lower fee, state your ideal price or let the client propose the first number as  sometimes its often higher that you expect.

7. “He who has learned to disagree without being disagreeable has discovered the most valuable secret of a diplomat.” – Robert Estabrook

What Can You Learn From This Quote?

This emphasizes that disagreements are inevitable, but how you handle them determines the outcome.

In a negotiation, maintaining respect and professionalism keeps it productive and often leads to success.

 

8. “You must never try to make all the money that’s in a deal. Let the other fellow make some money too because if you have a reputation for always making all the money, you won’t have many deals.” – J. Paul Getty

 

What Can You Learn From This Quote?

Successful negotiations balance fairness with profitability. Greedy tactics may bear short-term gains but damage your reputation and future opportunities. 

9. “The most important trip you may take in life is meeting people halfway.” – Henry Boyle

 

What Can You Learn From This Quote?

This quote highlights the essence of compromise.

Compromise is essential in resolving conflicts. By finding a middle ground, you create solutions that satisfy all parties.

For example, in a team project, if you disagree on timelines, propose a middle ground that satisfies both parties’ priorities.

10. “The worst thing you can say is ‘I want $X for this job,’ leaving no opening for negotiation by the other side. Better language is ‘I hope to earn between $X and $X.’ That gives the other party more flexibility.” – Bill Coleman

 

What Can You Learn From This Quote?

In this quote, Coleman advises us on the use of flexible language. 

By giving a range rather than a fixed demand, you create room for discussions while setting clear expectations.

For instance, when discussing a consulting fee, say, “My typical range is $5,000 to $7,000.” This allows the client to feel involved in finalizing terms which can result to a more positive outcome. 

11. “If you come to a negotiation table saying you have the final truth, that you know nothing but the truth and that is final, you will get nothing.” – Harri Holkeri

What Can You Learn From This Quote?

Rigid thinking is a barrier to successful negotiations. Flexibility and openness to other perspectives create opportunities for agreement.

In a corporate merger discussion, insisting on your valuation without considering the other party’s metrics can halt progress. Instead, review their analysis and seek a compromise.

  1. “ The best move you can make in negotiation is to think of an incentive the other person hasn’t even thought of – and then meet it.” Eli Broad
What Can You Learn From This Quote?

Thinking creatively about the other party’s needs can unlock hidden value and foster agreement. Anticipating their desires demonstrates empathy and foresight.

For instance, offering an extended payment plan to a client struggling with upfront costs could seal the deal.

13. “ Successful negotiation is not about getting to ‘yes’; it’s about mastering ‘no’ and understanding what the path to an agreement is.” Christopher Voss

What Can You Learn From This Quote?

This means that understanding objections is as important as agreement. No is often an opportunity to uncover unmet needs or misconceptions.

For example, if a client rejects your initial offer, ask clarifying questions to understand their concerns. Use this insight to adjust your proposal with compromising your core objectives.

  1. Everything is a negotiation. Everything is a little bit of give and take.”Lamman Rucker
What Can You Learn From This Quote?

Negotiation is a universal skill applicable to everyday interactions. From asking for a raise to deciding on vacation plans, negotiation is everywhere. Hence, mastering negotiation is mastering life balance. 

  1. “Conflict is good in a negotiation process… it’s the clash of two ideas, which then, all being well, produces a third idea.”Luke Roberts
What Can You Learn From This Quote?

Constructive conflict encourages creativity. By exploring differing viewpoints, you can develop innovative solutions that neither side had initially considered.

  1. “Everything is negotiable. Whether or not the negotiation is easy is another thing.”Carrie Fisher
What Can You Learn From This Quote?

This quote teaches us that no situation or deal is entirely fixed—there’s always room for discussion or compromise. However, the ease of negotiation depends on the circumstances, parties involved, and their willingness to engage.

It reminds us to approach situations with a mindset of possibility, knowing that flexibility and persistence often unlock opportunities.

For example, even in rigid corporate policies, creative solutions can often be negotiated to meet unique needs.

  1. “Negotiation is empathy. It’s almost trite to say that if you can’t put yourself in the seat of the other person you’re speaking with, you’re not going to do well. It’s not about being a bully, not about making offers people can’t refuse.”Marc Randolph
What Can You Learn From This Quote?

This quote emphasizes the critical role of empathy in successful negotiations.

Understanding the other party’s perspective, needs, and constraints allows you to craft mutually beneficial outcomes. Instead of using force or pressure, effective negotiation involves creating offers that respect both sides.

For example, a job negotiation might succeed if you address not just salary but also the employer’s need for flexibility or long-term retention.

  1. “The most critical thing in a negotiation is to get inside your opponent’s head and figure out what he really wants.” – Jacob Lew
What Can You Learn From This Quote?

Understanding the other party’s true motivations is the foundation of effective negotiation. This insight helps you frame offers that align with their priorities while achieving your goals.

For example, if a supplier values consistent business over higher margins, offering a long-term contract instead of a one-time deal might secure a better price. It’s about uncovering deeper drivers to reach win-win solutions.

  1. “One of the best ways to persuade others is by listening to them.”  – Dean Rusk
What Can You Learn From This Quote?

This quote highlights the power of active listening in persuasion and negotiation. By truly hearing the other person, you demonstrate respect, build rapport, and gather valuable information.

Listening also uncovers underlying concerns or objections, enabling you to address them effectively.

For instance, in a sales pitch, listening to a client’s pain points allows you to tailor your solution to their specific needs, increasing the likelihood of success.

  1. “You do not get what you want. You get what you negotiate.”Harvey Mackay
What Can You Learn From This Quote?

This quote underscores the importance of skillful negotiation in achieving desired outcomes. Simply wanting something isn’t enough; you must actively advocate for it through preparation, strategy, and communication.

For instance, in salary discussions, presenting evidence of your value and market rates will yield better results than passively accepting the first offer. It’s a reminder to take control of your outcomes through negotiation.

21. “Never cut what you can untie.” – Joseph Joubert

What Can You Learn From This Quote?

This quote advises patience and thoughtfulness in resolving conflicts. Cutting ties is often an irreversible act, while untying represents a careful, deliberate effort to salvage relationships or agreements.

In negotiations, maintaining a collaborative attitude even during disagreements preserves goodwill for future interactions.

  1. “Information is a negotiator’s greatest weapon.” – Victor Kiam
What Can You Learn From This Quote?

Knowledge is power in negotiations. Being well-informed about the market, the other party’s position, and your own strengths equips you to make compelling arguments and anticipate challenges.

For example, knowing your competitor’s pricing gives you leverage to negotiate better terms with a vendor. Preparation and research are crucial tools for achieving favorable outcomes.

23. “So much of life is a negotiation – so even if you’re not in business, you have opportunities to practice all around you.” Kevin O’Leary

What Can You Learn From This Quote?

Negotiation skills are universal and apply to all areas of life, from resolving conflicts with loved ones to advocating for yourself in everyday interactions. Recognizing these opportunities helps you hone your abilities and approach situations with confidence.

For instance, negotiating chores with a roommate or planning a group vacation involves compromise and communication, just like business deals.

24. “Negotiation is like an athletic contest; Momentum is paramount!!” – Dr. Jim Hennig

What Can You Learn From This Quote?

Momentum keeps negotiations moving forward and prevents stagnation. Maintaining energy and progress helps build enthusiasm and encourages both sides to stay engaged.

For example, in a project contract negotiation, scheduling regular follow-ups and addressing concerns promptly can sustain momentum and lead to a timely agreement. It’s a reminder to stay proactive and focused.

Richard-Branson
  1. “You don’t learn to walk by following rules. You learn by doing, and by falling over” –  Richard Branson
What Can You Learn From This Quote?

This quote teaches us that negotiation, like any skill, is developed through practice and experience—not just by merely following strict frameworks or theories. 

Negotiation mistakes are opportunities to learn and improve. 

Negotiation Quotes Still Work!

Despite how most negotiators look at negotiations right now as a science, negotiation quotes make the whole experience more interesting. It’s because negotiations are often a by-product of age and experience. Meaning the more negotiations you’ve handled, the more experienced you are in handling how discussions come and go.

An experienced negotiator often handles negotiations as if they are conductors in a concert. And we’re not talking about negotiators who’ve handled hundreds of negotiations in his/her lifetime. We are talking about a negotiator who knows his/her stuff, just like most of the graduates who finished our Negotiation Course For Procurement Professionals.

But sometimes, a negotiator can also look back at a certain quote that can help them feel nostalgic and excited. It could be a quote that helped a negotiator in dealing with a difficult procurement process or a motivational negotiation quote that helped lift up their spirits during a hectic negotiation discussion. 

Whatever the reason may be, it’s no doubt that negotiation quotes still have their charm!

Procurement Expert’s Insights on Negotiation Quotes

For this article, we asked an experienced procurement expert to share her insights to help answer common questions about the phases of negotiation.

Hilce Vallenilla Procurement Manager, Sanofi LinkedIn Profile: linkedin.com/in/hilce-vallenilla 1. What negotiation quote struck you the most when you read it?

“Everything is negotiable. Whether or not the negotiation is easy is another thing.” – Carrie Fisher 2. Can you give us an example of your own quote and explain what you meant about it?

“In a negotiation, do not be the first to speak, think quickly, speak slowly, but the most important thing is to listen carefully.”

This means that if you connect with the other party using empathy, it is more than likely that the negotiation will be successful for both of you.

Conclusion

In conclusion, negotiation quotes continue to hold relevance in the modern age of science and technology. While negotiations are increasingly viewed as a science, the wisdom encapsulated in these legendary quotes serves as a timeless source of guidance and inspiration for negotiators.

Experienced negotiators often draw upon these quotes as a source of motivation and a reminder of the art and skill involved in successful negotiation. These quotes can provide valuable insights, whether it’s in shaping negotiation strategies, building confidence, or navigating through the complexities of procurement processes.

I have created a free-to-download negotiation preparation toolkit template. It’s a PowerPoint file that can help you ace your next negotiation. I even created a video where I’ll explain how you can use this template.

Frequentlyasked questions

What are negotiation quotes?

Negotiation quotes are concise and insightful expressions of wisdom related to the negotiation process.

Are negotiation quotes only for experienced negotiators?

Negotiation quotes are valuable for negotiators at all levels of experience.

Where can I find reliable negotiation quotes?

You can find valuable negotiation quotes in books, articles, speeches, and negotiation websites.

About the author

My name is Marijn Overvest, I’m the founder of Procurement Tactics. I have a deep passion for procurement, and I’ve upskilled over 200 procurement teams from all over the world. When I’m not working, I love running and cycling.

Marijn Overvest Procurement Tactics