John F. Kennedy Rule of Thumb

Let us never negotiate out of fear ... but let us never fear to negotiate.

Scott Love Rule of Thumb

In the world of selling and negotiating, whoever talks first loses ... let them bring up the questions and issues after you present it to them; if they don't say anything, then just let them mull it over ... they'll ask you questions when they are ready; don't appear too anxious to be the first one to speak.

Richard Larrick Rule of Thumb

If you are the buyer, offer the salesperson 15 percent to 20 percent less than what you can really afford ... for instance, if you absolutely can't spend more than $6,000 on a used car advertised at $7,000, try offering $5,100 (15 percent less than $6,000) ... of course you'll need to get comfortable with haggling to apply this rule, but if the seller is using the same rule in reverse for pricing the item, you almost have to haggle if you're going to get a reasonable price.

Ludwig Erhard Rule of Thumb

A compromise is the art of dividing a cake in such a way that everyone believes he has the biggest piece.

Laurence J. Peter Rule of Thumb

The person who says they are willing to meet you halfway is usually a poor judge of distance.

Mark McCormack Rule of Thumb

If you don't like what you're hearing, respond with a question, even if it's just "Why are you saying that?"

This is a pretty good trick! Don't get mad, make the other person work! Keep those questions coming ... you might even learn a thing or two!

William N. Yeomans Rule of Thumb

Discuss issues on which you're pretty sure you'll agree first.

Cordell Hunt Rule of Thumb

Never insult an alligator until after you've crossed the river.