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Buffalo Bill is important to me as the symbol of the growth of our nation, for his life spanned the settlement of the Great Plains, the Indian Wars, the Gold Rush, the Pony Express, the building of the transcontinental railroad, and the enduring romance of the American frontier-especially the Great Plains. Consider what he witnessed in his lifetime: the invention of the telephone, the transatlantic cable, the automobile, the airplane, and the introduction of modem warfare, with great armies massed against each other, with tanks, armored cars, flame-throwers, and poison gas-a far cry from the days when Cody and the troopers of the Fifth Cavalry rode hell-for-leather across the prairie in pursuit of hostile Indians. Nor, though it is not usually considered a milestone in American history, should we forget Joseph F. Glidden's 1874 invention of barbed wire, which, more than the rifle or the plow, transformed Buffalo Bill's Great Plains by insuring the survival of thousands of family farms, and making possible the growth of enormous-and enormously profitable-cattle ranches. In addition, I feel a personal connection. In April 1855 my great-granduncle Alexander Carter Jr. and his younger brother, Thomas Marion Carter, left their home in Scioto County, Ohio, and headed west. Starting by steamboat, the two brothers floated down the Ohio River until it joined the Mississippi and then traveled upstream to St. Louis. In St. Louis they found little transportation west, so they walked, hitched rides, and rode horseback to reach St. Joseph, Missouri. There they caught a stagecoach to Council Bluffs, Iowa, riding on top of the stage, with seventeen men and women-a three-day ordeal. On May 14, nineteen days after leaving St. Louis, the brothers crossed the Missouri River and landed on the town site of Omaha, then a community of cotton tents and shanties, where lots were being offered to anyone willing to build on them. They refused this offer and pressed on to their final destination, DeSoto, Washington County, Nebraska Territory, where

It is common for one party to a transaction to have better information than another party. In the parlance of economists, such a case is known as an information asymmetry. We accept as a verity of capitalism that someone (usually an expert) knows more than someone else (usually a consumer). But information asymmetries everywhere have in fact been gravely wounded by the Internet. Information is the currency of the Internet. As a medium, the Internet is brilliantly efficient at shifting information from the hands of those who have it into the hands of those who do not. Often, as in the case of term life insurance prices, the information existed but in a woefully scattered way. (In such instances, the Internet acts like a gigantic horseshoe magnet waved over an endless sea of haystacks, plucking the needle out of each one.) The Internet has accomplished what even the most fervent consumer advocates usually cannot: it has vastly shrunk the gap between the experts and the public. The Internet has proven particularly fruitful for situations in which a face-to-face encounter with an expert might actually exacerbate the problem of asymmetrical information—situations in which an expert uses his informational advantage to make us feel stupid or rushed or cheap or ignoble. Consider a scenario in which your loved one has just died and now the funeral director (who knows that you know next to nothing about his business and are under emotional duress to boot) steers you to the $8,000 mahogany casket. Or consider the automobile dealership: a salesman does his best to obscure the car’s base price under a mountain of add-ons and incentives. Later, however, in the cool-headed calm of your home, you can use the Internet to find out exactly how much the dealer paid the manufacturer for that car. Or you might just log on to TributeDirect.com and buy that mahogany casket yourself for only $3,595, delivered overnight.

Jeff Dahl, a lawyer who worked personal injury claims in Florida for more than a decade, illustrates the ways that stagecraft—while manipulative—can be in everyone’s best interest. Florida, like many other states, likes to see lawsuits handled through mediation rather than cluttering up the court system. One time Dahl was serving as mediator between a thirty-year-old plaintiff, who had been injured in an automobile accident, and an insurance company. Dahl put the plaintiff and his lawyer in one room, and the insurance representative across the hall in another room. Both rooms had glass walls and afforded a full view of the opposing party. Dahl spent the better part of the next two hours moving from one room to the other, patiently hearing out each side and validating their concerns. The insurance company agreed to pay seventy thousand dollars, which Dahl knew was exactly the figure the plaintiff wanted, so Dahl expected to conclude the deal. Unfortunately, when the plaintiff received the offer he became temporarily intoxicated by the prospect of money and indicated that he wanted to hold out for more. Dahl knew that the insurance representative was not authorized to pay additional money. Fearing that the mediation would devolve into a bitter lawsuit, Dahl opted to engage in a little drama. Dahl marched into the room where the insurance rep sat waiting to hear that the plaintiff had accepted his offer. Instead of relaying the fact that the plaintiff now wanted even more money, Dahl said, “I need to know you are serious about this seventy thousand dollars and that it’s your best offer. If this is truly the case, you can communicate that to me in earnest by packing up your briefcase and leaving. After all, there is nothing more for us to do here.” At Dahl’s suggestion, the rep began packing to leave. Dahl used this opportunity to rush, panicked, to the plaintiff across the hall. “Oh no!” Dahl warned, “The rep is leaving and taking his offer with him! You’d better agree to the deal quickly, so that everyone can go home happy.” Minutes later, the parties got together to sign the papers. It’s important to remember that while what Dahl did was manipulative in the purest sense of the word, it was also intended to benefit all parties equally—and it succeeded in doing so.