Quotes by Graham, John L.

The correct strategy for Americans negotiating with Japanese or other >>

Quotations about Negotiation

Most people I ask little from. I try to give them much, and expect not >>

Negotiating in the classic diplomatic sense assumes parties more anxio >>

Grant graciously what you cannot refuse safely and conciliate those yo >>

The correct strategy for Americans negotiating with Japanese or other foreign clients is a Japanese strategy: ask questions. When you think you understand, ask more questions. Carefully feel for pressure points. If an impasse is reached, don't pressure. Suggest a recess or another meeting.

Graham, John L.