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Roger Fisher, William Ury, and Bruce Patton
Turnbull is a principled negotiator whose negotiation strategies the authors cite as examples of effective negotiation jujitsu. While moving, Turnbull learns that his landlord, Mrs. Jones, has been illegally charging him $1,200 a month for rent, even though the legal maximum on his rent-controlled apartment is $968. When he calls her, Mrs. Jones initially turns the dispute into a personal argument and refuses to talk in terms of principles. But Turnbull manages to control his anger, show Mrs. Jones that he understands her perspective, and direct the conversation back to the principles of fair pricing set out by the Rent Control Board. Ultimately, he shows Mrs. Jones that it is in everyone’s best interests for her to simply return the excess rent payments and for him to move out as soon as possible.
Frank Turnbull Quotes in Getting to Yes
The Getting to Yes quotes below are all either spoken by Frank Turnbull or refer to Frank Turnbull. For each quote, you can also see the other characters and themes related to it (each theme is indicated by its own dot and icon, like this one:
).
Chapter 7
Quotes
I must not be making myself clear. Of course it would be nice if Paul and I got some money. Of course we could try and stay here in the apartment until you got us evicted. But that’s not the point, Mrs. Jones.
More important to us than making a few dollars here or there is the feeling of being treated fairly. No one likes to feel cheated. And if we made this a matter of who’s got the power and refused to move, we'd have to go to court, waste a lot of time and money, and end up with a big headache. You would too. Who wants that?
No, Mrs. Jones, we want to handle this problem fairly on the basis of some independent standard, rather than who can do what to whom.
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Frank Turnbull Quotes in Getting to Yes
The Getting to Yes quotes below are all either spoken by Frank Turnbull or refer to Frank Turnbull. For each quote, you can also see the other characters and themes related to it (each theme is indicated by its own dot and icon, like this one:
).
Chapter 7
Quotes
I must not be making myself clear. Of course it would be nice if Paul and I got some money. Of course we could try and stay here in the apartment until you got us evicted. But that’s not the point, Mrs. Jones.
More important to us than making a few dollars here or there is the feeling of being treated fairly. No one likes to feel cheated. And if we made this a matter of who’s got the power and refused to move, we'd have to go to court, waste a lot of time and money, and end up with a big headache. You would too. Who wants that?
No, Mrs. Jones, we want to handle this problem fairly on the basis of some independent standard, rather than who can do what to whom.
Related Characters:
Related Themes:
Page Number and Citation:
Explanation and Analysis:
