“If I am a cooperative negotiator and I lay out my facts, and if you are cooperative, and you lay out your facts, then the two of us, as objective, fair-minded adults, can solve any problem … But aggressive negotiators do not see themselves primarily as problem solvers … they are warriors. Their strategy assumes the other side is an enemy to be attacked and defeated and their strategy is well adapted to that end … The question is not: Which strategy should I invariably use? but rather: How can I develop sufficiently as a negotiator that I can appropriately invoke one or the other, depending on the requirements of the situation?”
~G R Williams, “Style and Effectiveness in Negotiation” in L Hall, Negotiation: Strategies for Mutual Gain (Newbury Park, CA: Sage, 1993) at 156-69, reprinted in Ruth MacFarlane, Dispute Resolution: Readings and Case Studies, 3d ed (Toronto, ON: Emond Montgomery Publications, 2011).
