Negotiating Importance Quotes

The most important thing a man has to tell you is what he’s not telling you,” he said. “The most important thing he has to say is what he’s trying not to say.

The ability to see the situation as the other side sees it, as difficult as it may be, is one of the most important skills a negotiator can possess.

Unfortunately, much of the important information Ambassador Grew sent to Washington was largely overlooked or ignored, and dialogue between Washington and Tokyo was strained. This state of affairs is indicated by Grew’s cable on July 10, 1941, in which he pointed out that he had to go to the British ambassador in Tokyo, Sir Robert Craigie, to find out about discussions between the State Department and the Japanese ambassador in Washington. This occurred because the State Department kept the British ambassador in Washington abreast of events, who promptly informed the foreign secretary in London, who in turn informed their ambassador in Tokyo. Sir Robert then kindly passed the information to Ambassador Grew.

If you haven't said 'I love you' to someone today, do it. You won't always be happy, but you should try to be. Don't be too afraid of germs. Those people have no fun. Remember to look around sometimes. You might see something you haven't seen before or at the very least avoid being hit by a flying object. Speaking of flying objects, don't spend your life looking for extraterrestrial life, unless you work for NASA. Remember that you always have to cooperate with someone. Life is an endless negotiation. Play fair. Stay out of jail. Don't live in the past. Eat breakfast. It really is the most important meal of the day. Try to make new friends, even when you think you're too old to do that. ...And finally, remember this" 'Yes' is always a better work than 'no'. Unless, of course, someone has just asked you to commit a felony.

According to Free Trait Theory, we are born and culturally endowed with certain personality traits—introversion, for example—but we can and do act out of character in the service of “core personal projects.” In other words, introverts are capable of acting like extroverts for the sake of work they consider important, people they love, or anything they value highly. Free Trait Theory explains why an introvert might throw his extroverted wife a surprise party or join the PTA at his daughter’s school. It explains how it’s possible for an extroverted scientist to behave with reserve in her laboratory, for an agreeable person to act hard-nosed during a business negotiation, and for a cantankerous uncle to treat his niece tenderly when he takes her out for ice cream.

If Tehran insists on combining the Persian imperial tradition with contemporary Islamic fervor, then a collision with America — and, indeed, with its negotiating partners of the Six — is unavoidable. Iran simply cannot be permitted to fulfill a dream of imperial rule in a region of such importance to the rest of the world.

During the cold war, the anticommunist ideological framework could transform any data about existing communist societies into hostile evidence. If the Soviets refused to negotiate a point, they were intransigent and belligerent; if they appeared willing to make concessions, this was but a skillful ploy to put us off our guard. By opposing arms limitations, they would have demonstrated their aggressive intent; but when in fact they supported most armament treaties, it was because they were mendacious and manipulative. If the churches in the USSR were empty, this demonstrated that religion was suppressed; but if the churches were full, this meant the people were rejecting the regime's atheistic ideology. If the workers went on strike (as happened on infrequent occasions), this was evidence of their alienation from the collectivist system; if they didn't go on strike, this was because they were intimidated and lacked freedom. A scarcity of consumer goods demonstrated the failure of the economic system; an improvement in consumer supplies meant only that the leaders were attempting to placate a restive population and so maintain a firmer hold over them. If communists in the United States played an important role struggling for the rights of workers, the poor, African-Americans, women, and others, this was only their guileful way of gathering support among disfranchised groups and gaining power for themselves. How one gained power by fighting for the rights of powerless groups was never explained. What we are dealing with is a nonfalsifiable orthodoxy, so assiduously marketed by the ruling interests that it affected people across the entire political spectrum.

At last, Sturmhond straightened the lapels of his teal frock coat and said, “Well, Brekker, it’s obvious you only deal in half-truths and outright lies, so you’re clearly the man for the job.” “There’s just one thing,” said Kaz, studying the privateer’s broken nose and ruddy hair. “Before we join hands and jump off a cliff together, I want to know exactly who I’m running with.” Sturmhond lifted a brow. “We haven’t been on a road trip or exchanged clothes, but I think our introductions were civilized enough.” “Who are you really, privateer?” “Is this an existential question?” “No proper thief talks the way you do.” “How narrow-minded of you.” “I know the look of a rich man’s son, and I don’t believe a king would send an ordinary privateer to handle business this sensitive.” “Ordinary,” scoffed Sturmhond. “Are you so schooled in politics?” “I know my way around a deal. Who are you? We get the truth or my crew walks.” “Are you so sure that would be possible, Brekker? I know your plans now. I’m accompanied by two of the world’s most legendary Grisha, and I’m not too bad in a fight either.” “And I’m the canal rat who brought Kuwei Yul-Bo out of the Ice Court alive. Let me know how you like your chances.” His crew didn’t have clothes or titles to rival the Ravkans, but Kaz knew where he’d put his money if he had any left. Sturmhond clasped his hands behind his back, and Kaz saw the barest shift in his demeanor. His eyes lost their bemused gleam and took on a surprising weight. No ordinary privateer at all. “Let us say,” said Sturmhond, gaze trained on the Ketterdam street below, “hypothetically, of course, that the Ravkan king has intelligence networks that reach deep within Kerch, Fjerda, and the Shu Han, and that he knows exactly how important Kuwei Yul-Bo could be to the future of his country. Let us say that king would trust no one to negotiate such matters but himself, but that he also knows just how dangerous it is to travel under his own name when his country is in turmoil, when he has no heir and the Lantsov succession is in no way secured.” “So hypothetically,” Kaz said, “you might be addressed as Your Highness.

Once Smith had you, he would most likely have tried to negotiate for the lamp." Everything inside her warmed gently. "You'd give up the lamp if you thought my life depended on it?" "Without a second thought." "Oh, Griffin, I'm truly touched. I know how important the lamp is to you." "And then I'd slit the bastard's throat." She groaned and rested her forehead on her knees. "Two birds with one lamp. Who says a crime lord can't be a romantic at heart?

The most important thing to understand is that while we courted, Americans dated, a pragmatic custom whereby a male and a female set a mutually agreeable time to meet, as if to negotiate a potentially profitable business venture. Americans understood dating to be about investments and gains, short or long term , but we saw romance and courtship as being about losses. After all, the only worthwhile courtship involved persuading a woman who could not be persuaded, not a woman already predisposed to examine her calendar for her availability.

DRAMA: Be careful about being baited into the personal battles and confusion of others. If you want to help someone out emotionally, be certain he or she has made a commitment to the sacrifice before you intervene for his or her success. If you don’t, you’re likely to be drained of all your healthy energy with his or her selfish petty, pitiful pretending and negotiating. Be encouraged but more importantly if you can’t make it better, whatever you do don’t make it worse, for them and especially yourself

Consider how challenging it is to negotiate or compromise with a man who operates on the following tenets (whether or not he ever says them aloud): 1. “An argument should only last as long as my patience does. Once I’ve had enough, the discussion is over and it’s time for you to shut up.” 2. “If the issue we’re struggling over is important to me, I should get what I want. If you don’t back off, you’re wronging me.” 3. “I know what is best for you and for our relationship. If you continue disagreeing with me after I’ve made it clear which path is the right one, you’re acting stupid.” 4. “If my control and authority seem to be slipping, I have the right to take steps to reestablish the rule of my will, including abuse if necessary.” The last item on this list is the one that most distinguishes the abuser from other people: Perhaps any of us can slip into having feelings like the ones in numbers one through three, but the abuser gives himself permission to take action on the basis of his beliefs. With him, the foregoing statements aren’t feelings; they are closely held convictions that he uses to guide his actions. That is why they lead to so much bullying behavior.

Most important of all, Mandela stated that the way to a negotiated solution lay in a simple-sounding formula: reconciling white fears with black aspirations.

The Romantic vision of marriage stresses the importance of finding the “right” person, which is taken to mean someone in sympathy with the raft of our interests and values. There is no such person over the long term. We are too varied and peculiar. There cannot be lasting congruence. The partner truly best suited to us is not the one who miraculously happens to share every taste but the one who can negotiate differences in taste with intelligence and good grace. Rather than some notional idea of perfect complementarity, it is the capacity to tolerate dissimilarity that is the true marker of the “right” person. Compatibility is an achievement of love; it shouldn’t be its precondition.

You never saw them; you never met them; you were never touched by their suffering except on the evening news or at the occasional fundraiser. They were what they were because they were uncivilized, unteachable, underprivileged and unsalvageable. They were the underclasses, and you found a use for them, because without their cheap labor and their primitive wars, your own world of mirrored towers and imported luxuries and megabuck negotiations could never exist.

it was very important business. Negotiations for a cease-fire between warring parties." David rolled his eyes. "You could just say makeup sex.

This is perhaps why Dante chooses the poet Virgil to be his guide in the Inferno; in visiting a strange location, it's always best to go with someone who's been there before, and – most important of all on a sightseeing tour of Hell – who might also know how to get you out again.

That’s why the power of routine, something we’ll look at in detail later, is so important. When you create a routine, embrace that routine, and see the results of that routine, you stop negotiating with yourself. You see your routine as a task, in the best possible way: Your routine isn’t something you choose to do; it’s just what you do. And you stop making choices that don’t support your goals.

I like looking for myself in the whitest of pages. I like finding evidence of myself there, after being told my footprints did not exist on that sand. I think the work of the great white writers is important, but I think it's most important when it's negotiating me and my people, because I am as arrogant and selfish a reader as any other.

the ongoing relationship is far more important than the outcome of any particular negotiation.

Yes, it struck her now that this whole business of the bull was like a life; the important birth, the fair chance, the tentative, then assured, then half-dispairing circulations of the ring, an obstacle negotiated - a feat improperly recognized - boredom, resignation, collapse: then another, more convulsive birth, a new start; the circumspect endeavours to obtain one's bearings in a world now frankly hostile, the apparent but deceptive encouragement of one's judges, half of whom were asleep, the swervings into the beginnings of disaster because of that same negligible obstacle one had surely taken before at a stride, the final enmeshment in the toils of enemies one was never quite certain weren't friends more clumsy than actively ill-disposed, followed by disaster, capitulation, disintegration.

Never Underestimate. Just as in any other negotiation, watching before acting is as important as listening before speaking. It's doubly important in China, however, where customs are time-honored and breaches of protocol not so quickly forgiven.

Prepare for every negotiation... 1) Focus on Outcomes. What is it that you want to walk away with? Being as specific as possible also increases the likelihood of negotiation success. 2) Support your desired outcome with data that points to its reasonableness. 3) Writing down your key points in advance - and practicing them - enables you to stay focused on what's most important and avoid going off on tangents. 4) Err on the side of asking for more, rather than less [of what you really want]. 5) Be willing to walk away.

When you are moving toward an objective,” said Petrus, “it is very important to pay attention to the road. It is the road that teaches us the best way to get there, and the road enriches us as we walk its length. You can compare it to a sexual relationship: the caresses of foreplay determine the intensity of the orgasm. Everyone knows that. “And it is the same thing when you have an objective in your life. It will turn out to be better or worse depending on the route you choose to reach it and the way you negotiate that route.

There is something indescribably important about having that one person in your life who you absolutely bond with. You have an understanding of who they are and they have an understanding of who you are in a way that no-one can match. They are capable of providing a reality check, and just simply being non-negotiably there. There really is no substitute and if there's one thing I would wish for younger people that would upgrade the quality of their lives and make them more secure and more capable it would be that they find a person with whom they can build such a relationship, and build it.

We learned that negotiation was coaxing, not overcoming; co-opting, not defeating. Most important, we learned that successful negotiation involved getting your counterpart to do the work for you and suggest your solution himself. It involved giving him the illusion of control while you, in fact, were the one defining the conversation.

Our sex need not primarily define who we are, what we are capable of, or what we can be expected to enjoy or engage in. In other words, the boy with the Barbie doll does not have a problem with identity. He simply has a Barbie doll. The full-time working mother and full-time stay-at-home father have not given up something essential to their identities by taking on those roles: they have negotiated their lives as it works for them. Likewise, a stay-at-home mum is not anti-feminist any more than a stay-at-home dad is. Other characteristics, such as individual ability, personal relationships, personal choice, past experience and education, are far more important than that box you tick defining yourself as M or F.

It seems like __________ is important. It seems you feel like my company is in a unique position to __________. It seems like you are worried that __________.

No matter how many people are involved in a negotiation, important decisions are typically made when no more than two people are in the room.

being right is very important to most of us. It is a powerful need, and like all needs, it must be overcome.

views the importance of time differently (time = preparation; time = relationship; time = money).

What about this is important to you?         ■    How can I help to make this better for us?         ■    How would you like me to proceed?         ■    What is it that brought us into this situation?         ■    How can we solve this problem?         ■    What’s the objective? / What are we trying to accomplish here?         ■    How am I supposed to do that?

A government always finds itself obliged to resort to inflationary measures when it cannot negotiate loans and dare not levy taxes, because it has reason to fear that it will forfeit approval of the policy it is following if it reveals too soon the financial and general economic consequences of that policy. Thus inflation becomes the most important psychological resource of any economic policy whose consequences have to be concealed; and so in this sense it can be called an instrument of unpopular, i.e. of anti-democratic, policy, since by misleading public opinion it makes possible the continued existence of a system of government that would have no hope of the consent of the people if the circumstances were clearly laid before them. That is the political function of inflation. It explains why inflation has always been an important resource of policies of war and revolution and why we also find it in the service of socialism.

Once out of the mailroom, I began to learn more about fear. As soon as fear begins to ascend, anatomically, from the pit of the stomach to the throat and brain, from fear of violence to the more nameless kind, you come to believe you are part of a horrible experiment. I learned to distrust those superiors who encouraged independent thinking. When you gave it to them, they returned it in the form of terror, for they knew that ideas, only that, could hasten their obsolescence. Management asked for new ideas all the time; memos circulated down the echelons, requesting bold and challenging concepts. But I learned that new ideas could finish you unless you wrapped them in a plastic bag. I learned that most of the secretaries were more intelligent than most of the executives and that the executive secretaries were to be feared more than anyone. I learned what closed doors meant and that friendship was not negotiable currency and how important it was to lie even when there was no need to lie. Words and meanings were at odds. Words did not say what was being said nor even its reverse. I learned to speak a new language and soon mastered the special elements of that tongue.

Here are some other great standbys that I use in almost every negotiation, depending on the situation: ■​What about this is important to you? ■​How can I help to make this better for us? ■​How would you like me to proceed? ■​What is it that brought us into this situation? ■​How can we solve this problem? ■​What’s the objective? / What are we trying to accomplish here? ■​How am I supposed to do that?

[A]n important takeaway from our study for corporate executives is that communications with investors, and probably other critical managerial decisions and negotiations, should be conducted earlier in the day.”11

Effective negotiators look for pieces of information, often obliquely revealed, that show what is important to their counterpart: Who is their audience? What signifies status and reputation to them? What most worries them? To find this information, one method is to go outside the negotiating table and speak to a third party that knows your counterpart. The most effective method is to gather it from interactions with your counterpart.

You: “So we’re agreed?” Them: “Yes . . .” You: “I heard you say, ‘Yes,’ but it seemed like there was hesitation in your voice.” Them: “Oh, it’s nothing really.” You: “No, this is important, let’s make sure we get this right.

Switches among identities occur in response to changes in emotional state or to environmental demands, resulting in another identity emerging to assume control. Because different identities have different roles, experiences, emotions, memories, and beliefs, the therapist is constantly contending with their competing points of view. Helping the identities to be aware of one another as legitimate parts of the self and to negotiate and resolve their conflicts is at the very core of the therapeutic process. It is countertherapeutic for the therapist to treat any alternate identity as if it were more “real” or more important than any other. Guidelines for Treating Dissociative Identity Disorder in Adults, Third Revision

The complexities of national deficits, trade failures, budget gaps, negotiations to end the nuclear arms race, the crises of the Middle East, all these cannot be understood by giving the facts alone. The public needs appropriate historical background and clarification. People who are not taught much geography, history, economics, and physics simply cannot reach reasonable conclusions without help from specialists. This is not elitism, it is something far more important; it is called education.

First things first: Always go to class! The importance of this rule cannot be overmphasized. It doesn't matter if your class meets at 6:00 A.M., at the top of the steepest hill on campus, on saturday mornings—wake up, get dressed, and go to the lecture on time. As Lydia, a straight-A student from Dartmouth, explains, if you skip class, "it'll take twice as long studying to make up for what you missed." This is why class attendance is so important. Not because learning is power, or it's what your parents would want you do, but because it saves you time. if you attend class regularly, you will significantly cut down on the amount of studying required to score high grades. Don't make this negotiable. Even if you're tired, hung over, or extremely busy, find a way to make it there.

I had to negotiate the world from THAT place: the loss, the pain, and being plunged into the depths of perpetual darkness, thinking I’d never return. More importantly, I didn’t want to return, having felt like I’d been thrown into the flames, submerged underwater AND been buried alive all at the same time. But guess what? I didn’t burn. I didn’t drown. I didn’t suffocate. I DID die though. I died to who and what I no longer was. But with EVERY initiation, I was also reborn a little bit more powerful then the time before.

Nick Sinclair will not be present today," he informed the thunderous-looking group. "He asked me to express his regrets and to explain that he was called away on an urgent matter." In unison, six outraged faces turned to glare with impotent hostility at the vacant chair of their missing member. "Last time it was a labor relations problem. What the hell is Sinclair's problem this time?" a jowly man demanded unsympathetically. "A merger," the chairman answered. "He said he is going to try to negotiate the most important merger of his life.

SPARK THEIR INTEREST IN YOUR SUCCESS AND GAIN AN UNOFFICIAL MENTOR Remember the idea of figuring what the other side is really buying? Well, when you are selling yourself to a manager, sell yourself as more than a body for a job; sell yourself, and your success, as a way they can validate their own intelligence and broadcast it to the rest of the company. Make sure they know you’ll act as a flesh-and-blood argument for their importance. Once you’ve bent their reality to include you as their ambassador, they’ll have a stake in your success.

What about this is important to you? ■​How can I help to make this better for us? ■​How would you like me to proceed? ■​What is it that brought us into this situation? ■​How can we solve this problem? ■​What’s the objective? / What are we trying to accomplish here? ■​How am I supposed to do that?

More important, however, Henry’s book found its mark in Rome. He had long resented the pope’s gift of glorious titles to the kings of Spain (“the Catholic King”) and France (“the Most Christian King”), while England was left out. Now, finally and after some negotiation, Henry got his prize and became “Defender of the Faith.

So stark were the results that the authors do something rare in academic papers: They offer specific, practical advice. “[A]n important takeaway from our study for corporate executives is that communications with investors, and probably other critical managerial decisions and negotiations, should be conducted earlier in the day.

If nothing else, all these years as a spy had taught her something important--regimes changed. Ideals changed. There was no such thing as an agency or government or political party that had only the good of the people in mind. You gave your loyalty to the right people at the right time to achieve your goal, and the rest was up for negotiation.

Underlying all this activity—in the customhouses, on the wharves, in every place of business—were numbers. Merchants measured out their wares and negotiated prices; customs officers calculated taxes to be levied on imports; scribes and stewards prepared ships’ manifests, recording the values in long columns using Roman numerals. They would have put their writing implements to one side and used either their fingers or a physical abacus to perform the additions, then picked up pen and parchment once again to enter the subtotals from each page on a final page at the end. With no record of the computation itself, if anyone questioned the answer, the entire process would have to be repeated.

A Narrow Value Range. The myth of a narrow value range is a subtle one. It is important to understand that the range of value can be quite wide. A seller may receive offers of $3 million, $6 million, or $11 million for the same company. The variations in price reflect the fact that different buyers will find different levels of strategic value. Revenue

In other words, introverts are capable of acting like extroverts for the sake of work they consider important, people they love, or anything they value highly. Free Trait Theory explains why an introvert might throw his extroverted wife a surprise party or join the PTA at his daughter’s school. It explains how it’s possible for an extroverted scientist to behave with reserve in her laboratory, for an agreeable person to act hard-nosed during a business negotiation, and for a cantankerous uncle to treat his niece tenderly when he takes her out for ice cream. As these examples suggest, Free Trait Theory applies in many different contexts, but it’s especially relevant for introverts living under the Extrovert Ideal.

I want to emphasize how important it is to maintain a collaborative relationship even when you’re setting boundaries. Your response must always be expressed in the form of strong, yet empathic, limit-setting boundaries—that is, tough love—not as hatred or violence. Anger and other strong emotions can on rare occasions be effective. But only as calculated acts, never a personal attack.

try to force your opponent to admit that you are right. Aggressive confrontation is the enemy of constructive negotiation.         ■    Avoid questions that can be answered with “Yes” or tiny pieces of information. These require little thought and inspire the human need for reciprocity; you will be expected to give something back.         ■    Ask calibrated questions that start with the words “How” or “What.” By implicitly asking the other party for help, these questions will give your counterpart an illusion of control and will inspire them to speak at length, revealing important information.         ■    Don’t ask questions that start with “Why” unless you want your counterpart to defend a goal that serves you. “Why” is always an accusation, in any language.         ■    Calibrate your questions to point your counterpart toward solving your problem. This will encourage them to expend their energy on devising a solution.         ■    Bite your tongue. When you’re attacked in a negotiation, pause and avoid angry emotional reactions. Instead, ask your counterpart a calibrated question.         ■    There is always a team on the other side. If you are not influencing those behind the table, you are vulnerable.

The most important specialized skills are sales and marketing. The ability to sell—to communicate to another human being, be it a customer, employee, boss, spouse, or child—is the base skill of personal success. Communication skills such as writing, speaking, and negotiating are crucial to a life of success. These are skills I work on constantly, attending courses or buying educational resources to expand my knowledge.

Let us consider some of the most important Anarchist acts within the last two decades. Strange as it may seem, one of the most significant deeds of political violence occurred here in America, in connection with the Homestead strike of 1892. During that memorable time the Carnegie Steel Company organized a conspiracy to crush the Amalgamated Association of Iron and Steel Workers. Henry Clay Frick, then Chairman of the Company, was intrusted with that democratic task. He lost no time in carrying out the policy of breaking the Union, the policy which he had so successfully practiced during his reign of terror in the coke regions. Secretly, and while peace negotiations were being purposely prolonged, Frick supervised the military preparations, the fortification of the Homestead Steel Works, the erection of a high board fence, capped with barbed wire and provided with loopholes for sharpshooters. And then, in the dead of night, he attempted to smuggle his army of hired Pinkerton thugs into Homestead, which act precipitated the terrible carnage of the steel workers. Not content with the death of eleven victims, killed in the Pinkerton skirmish, Henry Clay Frick, good Christian and free American, straightway began the hounding down of the helpless wives and orphans, by ordering them out of the wretched Company houses.

One of the easiest ways to bend your counterpart’s reality to your point of view is by pivoting to nonmonetary terms. After you’ve anchored them high, you can make your offer seem reasonable by offering things that aren’t important to you but could be important to them. Or if their offer is low you could ask for things that matter more to you than them. Since this is sometimes difficult, what we often do is throw out examples to start the brainstorming process.

Let’s pause for a minute here, because there’s one vitally important thing you have to remember when you enter a negotiation armed with your list of calibrated questions. That is, all of this is great, but there’s a rub: without self-control and emotional regulation, it doesn’t work. The very first thing I talk about when I’m training new negotiators is the critical importance of self-control. If you can’t control your own emotions, how can you expect to influence the emotions of another party?

Yes, in the same way we are not supposed to hedge our language, but research has found that hedging can offset the likability penalty women face when they do negotiate. One script that negotiation expert Hannah Riley Bowles suggests: "I don't know how typical it is for people at my level to negotiate, but I'm hopeful that you'll see my skill at negotiating as something important that I can bring to the job." Basically, you've reframed your greedy, unfeminine need for money as a professional asset.

Would you like the rhythm of your heart to be calm? Would you like the music of your soul towards harmony and fulfillment? Deal with any conflict constructively to reduce stress, tension and other unwanted collateral effects. Sharing you strategies on how to deal with a conflict: - take care of yourself and know well yourself - clarify what personal needs threatened by the conflict - identify a safe place and appropriate time for negotiation - seek first to understand than be understood, listening skills is very important.

The greatest danger the world faces in the twenty-first century is an Iranian nuclear arsenal. Accordingly, the critical question about the agreement recently negotiated with Iran is whether it makes it more likely or less likely that Iran will develop nuclear weapons in the foreseeable future. That is why this nuclear deal may be the most important—and dangerous—policy decision of the twenty-first century, and why all people who seek peace and security must focus on the agreement and what it portends for the future of the world.

Andrew Murray, a nineteenth-century South African writer, said that “the power of prayer depends almost entirely upon our apprehension of who it is with whom we speak.”1 When we are scared and hurting, when life feels chaotic and out of control, it is more important than ever to anchor ourselves in the absolute and eternal truth that we are dearly loved and deeply held by the most powerful being in the universe. Let this be the great non-negotiable in our lives, the platform for all our other thoughts, and the plumbline for our prayers.

Underneath all this was a sub layer of fear: the atomic bomb had exploded, the Cold War was on, Joe McCarthy had begun his Red-bashing; it was important to look as normal, as ordinary, as non-Communist as possible. It occurred to me that my parents, once the measure of sanity and reasonableness, might be viewed by others as eccentric; perhaps no worse than harmless loonies, but possibly atheists, or unsound in some other way. I did try to be like everyone else, though I didn't have much idea what 'everyone else' was supposed to be like.

For the better part of my adult life I’d been making deadlines and chasing the next deal. It had been so long since I had stopped to reflect, I wasn’t sure what was important any longer. Things were moving so fast that there was no time to look below the surface. Everyone around me seemed to be operating on the same level, and it just fed on itself. We were all caught up in a whirlwind of important meetings and expensive lunches, do-or-die negotiations, lucrative deals conducted in fancy hotels with warmed towel racks and monogrammed robes.

Rayna does not get sick on planes. Also, Rayna does not stop talking on planes. By the time we land at Okaloosa Regional Airport, I’m wondering if I’ve spoken as many words in my entire life as she did on the plane. With no layovers, it was the longest forty-five minutes of my whole freaking existence. I can tell Rachel’s nerves are also fringed. She orders an SUV limo-Rachel never does anything small-to pick us up and insists that Rayna try the complimentary champagne. I’m fairly certain it’s the first alcoholic beverage Rayna’s ever had, and by the time we reach the hotel on the beach, I’m all the way certain. As Rayna snores in the seat across from me, Rachel checks us into the hotel and has our bags taken to our room. “Do you want to head over to the Gulfarium now?” she asks. “Or, uh, rest up a bit and wait for Rayna to wake up?” This is an important decision. Personally, I’m not tired at all and would love to see a liquored-up Rayna negotiate the stairs at the Gulfarium. But I’d feel a certain guilt if she hit her hard head on a wooden rail or something and then we’d have to pay the Gulfarium for the damages her thick skull would surely cause. Plus, I’d have to suffer a reproving look from Dr. Milligan, which might actually hurt my feelings because he reminds me a bit of my dad. So I decide to do the right thing. “Let’s rest for a while and let her snap out of it. I’ll call Dr. Milligan and let him know we’ve checked in.” Two hours later, Sleeping Beast wakes up and we head to see Dr. Milligan. Rayna is particularly grouchy when hungover-can you even get hungover from drinking champagne?-so she’s not terribly inclined to be nice to the security guard who lets us in. She mutters something under her breath-thank God she doesn’t have a real voice-and pushes past him like the spoiled Royalty she is. I’m just about aggravated beyond redemption-until we see Dr. Milligan in a new exhibit of stingrays. He coos and murmurs as if they’re a litter of puppies in the tank begging to play with him. When he notices our arrival he smiles, and it feels like a coconut slushy on a sweltering day and it almost makes up for the crap I’ve been put through these past few days.

And yet, despite the horror it caused, the plague turned out to be the catalyst for social and economic change that was so profound that far from marking the death of Europe, it served as its making. The transformation provided an important pillar in the rise—and the triumph—of the west. It did so in several phases. First was the top-to-bottom reconfiguration of how social structures functioned. Chronic depopulation in the wake of the Black Death had the effect of sharply increasing wages because of the accentuated value of labour. So many died before the plague finally began to peter out in the early 1350s that one source noted a “shortage of servants, craftsmen, and workmen, and agricultural workers and labourers.” This gave considerable negotiating powers to those who had previously been at the lower end of the social and economic spectrum. Some simply “turned their noses up at employment, and could scarcely be persuaded to serve the eminent unless for triple wages.”66 This was hardly an exaggeration: empirical data shows that urban wages rose dramatically in the decades after the Black Death.

We did so by beginning the negotiations with three important concessions. First, we took the military option off the table by publicly declaring that we were not militarily capable of permanently ending Iran’s nuclear weapons program. Second, we took the current tough sanction regimen off the table by acknowledging that if we did not accept a deal, many of our most important partners would begin to reduce or even eliminate sanctions. Third, and most important, we took off the table the option of rejecting the deal by publicly acknowledging that if we do so, we will be worse off than if we accept even a questionable deal.

The Wiccan Rede You can do whatever you want so long as you do not harm anyone. This is a belief that true practitioners take to heart and is one of the underlying, non-negotiable beliefs common to all schools of Wicca.  The Rule of Three This is quite a simple principle - whatever you do to others will come back to you three times over. Thus, if you choose to send out negative energy into the world, or choose to do wicked things, you are only hurting yourself. We are all Connected Wiccans believe that everyone and everything is spiritually connected and so it is important to work to improve the world, for the good of all.

The main management skills needed for success are: 1) Management of cash flow, 2) Management of systems, and 3) Management of people. And the most important specialized skills are sales and marketing. Communication skills such as writing, speaking, and negotiating are crucial to a life of success. These are skills Robert works on constantly, attending courses or buying educational resources to expand his knowledge. The skills of selling and marketing are difficult for most people, primarily due to their fear of rejection. The better you are at communicating, negotiating, and handling your fear of rejection, the easier life is.

parent who recognizes an upstairs tantrum is left with one clear response: never negotiate with a terrorist. An upstairs tantrum calls for firm boundaries and a clear discussion about appropriate and inappropriate behavior. A good response in this situation would be to calmly explain, “I understand that you’re excited about the slippers, but I don’t like the way you’re acting. If you don’t stop now, you won’t get the slippers, and I’ll need to cancel your playdate this afternoon, because you’re showing me that you’re not able to handle yourself well.” Then it’s important to follow through on those consequences if the behavior doesn’t stop.

Now: I am an affectionate man but I have much trouble showing it. When I was younger I used to worry so much about being alone - of being unlovable or incapable of love. As the years went on, my worries changed. I worried that I had become incapable of having a relationship, of offering intimacy. I felt as though the world lived inside a warm house at night and I was outside, and I couldn't be seen - because I was out there in the night. But now I am inside that house and it feels just the same. Being alone here now, all of my old fears are erupting - the fears I thought I had buried forever by getting married: fear of loneliness; fear that being in and out of love too many times itself makes you harder to love; fear that I would never experience real love; fear that someone would fall in love with me, get extremely close, learn everything about me and then pull the plug; fear that love is only important up until a certain point after which everything is negotiable. For so many years I lived a life of solitude and I thought life was fine. But I knew that unless I explored intimacy and shared intimacy with someone else then life would never progress beyond a certain point. I remember thinking that unless I knew what was going on inside of someone else's head other than my own I was going to explode.

Roosevelt fought hard for the United States to host the opening session [of the United Nations]; it seemed a magnanimous gesture to most of the delegates. But the real reason was to better enable the United States to eavesdrop on its guests. Coded messages between the foreign delegations and their distant capitals passed through U.S. telegraph lines in San Francisco. With wartime censorship laws still in effect, Western Union and the other commercial telegraph companies were required to pass on both coded and uncoded telegrams to U.S. Army codebreakers. Once the signals were captured, a specially designed time-delay device activated to allow recorders to be switched on. Devices were also developed to divert a single signal to several receivers. The intercepts were then forwarded to Arlington Hall, headquarters of the Army codebreakers, over forty-six special secure teletype lines. By the summer of 1945 the average number of daily messages had grown to 289,802, from only 46,865 in February 1943. The same soldiers who only a few weeks earlier had been deciphering German battle plans were now unraveling the codes and ciphers wound tightly around Argentine negotiating points. During the San Francisco Conference, for example, American codebreakers were reading messages sent to and from the French delegation, which was using the Hagelin M-209, a complex six-wheel cipher machine broken by the Army Security Agency during the war. The decrypts revealed how desperate France had become to maintain its image as a major world power after the war. On April 29, for example, Fouques Duparc, the secretary general of the French delegation, complained in an encrypted note to General Charles de Gaulle in Paris that France was not chosen to be one of the "inviting powers" to the conference. "Our inclusion among the sponsoring powers," he wrote, "would have signified, in the eyes of all, our return to our traditional place in the world." In charge of the San Francisco eavesdropping and codebreaking operation was Lieutenant Colonel Frank B. Rowlett, the protégé of William F. Friedman. Rowlett was relieved when the conference finally ended, and he considered it a great success. "Pressure of work due to the San Francisco Conference has at last abated," he wrote, "and the 24-hour day has been shortened. The feeling in the Branch is that the success of the Conference may owe a great deal to its contribution." The San Francisco Conference served as an important demonstration of the usefulness of peacetime signals intelligence. Impressive was not just the volume of messages intercepted but also the wide range of countries whose secrets could be read. Messages from Colombia provided details on quiet disagreements between Russia and its satellite nations as well as on "Russia's prejudice toward the Latin American countries." Spanish decrypts indicated that their diplomats in San Francisco were warned to oppose a number of Russian moves: "Red maneuver . . . must be stopped at once," said one. A Czechoslovakian message indicated that nation's opposition to the admission of Argentina to the UN. From the very moment of its birth, the United Nations was a microcosm of East-West spying. Just as with the founding conference, the United States pushed hard to locate the organization on American soil, largely to accommodate the eavesdroppers and codebreakers of NSA and its predecessors.

FUND-RAISER: Hello, can I speak with Mr. Smith? MR. SMITH: Yes, this is he. FUND-RAISER: I’m calling from the XYZ Committee, and I wanted to ask you a few important questions about your views on our economy today. Do you feel that if things stay the way they are, America’s best days are ahead of it? MR. SMITH: No, things will only get worse. FUND-RAISER: Are you going to sit and watch President Obama take the White House in November without putting up a fight? MR. SMITH: No, I’m going to do anything I can to make sure that doesn’t happen. FUND-RAISER: If you want do something today to make sure that doesn’t happen, you can give to XYZ Committee, which is working hard to fight for you.

What is the most beautiful place you’ve ever seen?” Dragging his gaze from the beauty of the gardens, Ian looked down at the beauty beside him. “Any place,” he said huskily, “were you are.” He saw the becoming flush of embarrassed pleasure that pinkened her cheeks, but when she spoke her voice was rueful. “You don’t have to say such things to me, you know-I’ll keep our bargain.” “I know you will,” he said, trying not to overwhelm her with avowals of love she wouldn’t yet believe. With a grin he added, “Besides, as it turned out after our bargaining session, I’m the one who’s governed by all the conditions, not you.” Her sideways glance was filled with laughter. “You were much too lenient at times, you know. Toward the end I was asking for concessions just to see how far you’d go.” Ian, who had been multiplying his fortune for the last four years by buying shipping and import-export companies, as well as sundry others, was regarded as an extremely tough negotiator. He heard her announcement with a smile of genuine surprise. “You gave me the impression that every single concession was of paramount importance to you, and that if I didn’t agree, you might call the whole thing off.” She nodded with satisfaction. “I rather thought that was how I ought to do it. Why are you laughing?” “Because,” he admitted, chuckling, “obviously I was not in my best form yesterday. In addition to completely misreading your feelings, I managed to buy a house on Promenade Street for which I will undoubtedly pay five times its worth.” “Oh, I don’t think so,” she said, and, as if she was embarrassed and needed a way to avoid meeting his gaze, she reached up and pulled a leaf off an overhanging branch. In a voice of careful nonchalance, she explained, “In matters of bargaining, I believe in being reasonable, but my uncle would assuredly have tried to cheat you. He’s perfectly dreadful about money.” Ian nodded, remembering the fortune Julius Cameron had gouged out of him in order to sign the betrothal agreement. “And so,” she admitted, uneasily studying the azure-blue sky with feigned absorption, “I sent him a note after you left itemizing all the repairs that were needed at the house. I told him it was in poor condition and absolutely in need of complete redecoration.” “And?” “And I told him you would consider paying a fair price for the house, but not one shilling more, because it needed all that.” “And?” Ian prodded. “He has agreed to sell it for that figure.” Ian’s mirth exploded in shouts of laughter. Snatching her into his arms, he waited until he could finally catch his breath, then he tipped her face up to his. “Elizabeth,” he said tenderly, “if you change your mind about marrying me, promise me you’ll never represent the opposition at the bargaining table. I swear to God, I’d be lost.” The temptation to kiss her was almost overwhelming, but the Townsende coach with its ducal crest was in the drive, and he had no idea where their chaperones might be. Elizabeth noticed the coach, too, and started toward the house. "About the gowns," she said, stopping suddenly and looking up at him with an intensely earnest expression on her beautiful face. "I meant to thank you for your generosity as soon as you arrived, but I was so happy to-that is-" She realized she'd been about to blurt out that she was happy to see him, and she was so flustered by having admitted aloud what she hadn't admitted to herself that she completely lost her thought. "Go on," Ian invited in a husky voice. "You were so happy to see me that you-" "I forgot," she admitted lamely.

Hitler decided upon the most astonishing political volte-face of the twentieth century.16 In total contravention to everything he had always said about his loathing of Bolshevism, he sent his new Foreign Minister, Joachim von Ribbentrop, to Moscow to negotiate with Josef Stalin’s new Foreign Minister, Vyacheslav Molotov. Placed beside the imperative for Stalin to encourage a war between Germany and the West, and the equal imperative for Hitler to fight a war on only one front rather than two as in the Great War, their Communist and Fascist ideologies subsided in relative importance, and in the early hours of 24 August 1939 a comprehensive Nazi–Soviet non-aggression pact was signed. ‘All the isms have become wasms,’ quipped a British official.

As I watched and observed, day after day, week after week, month after month, even year after year, one day I had an epiphany: “Oh my gosh! Adults believe what they think! That’s why they suffer! That’s why they get into conflict. That’s why they behave strangely, in ways that I don’t understand, because they actually believe the thoughts in their head.” What I realized was that adults spent a lot of time thinking, and more important than that—and more odd, it seemed to me—they actually believed what they were thinking. They believed the thoughts in their head. All of a sudden, I had an understanding of what was happening when adults communicated with one another; that what people were in fact communicating were their thoughts, and that each person believed that what they thought was actually true. The problem was that all of the different adults had different ideas about what they thought the truth was, and so when they communicated there was this unspoken negotiation, this attempt to win each other over and to defend one’s thinking and beliefs.

That trust takes time. But when you love each other, it shouldn't be scary to be vulnerable and it shouldn't be hard to compromise. I'd like to share with you what we like to call SACRED HEALING. We use it every day of our marriage, and it hasn't failed us yet! When you have something you need to communicate, those words are SACRED: 1. STOP when you register something's wrong. 2. ADMIT that you have an issue to discuss. 3. CALMLY express your feelings. 4. REFLECT on why you're feeling this way. 5. ENGAGE with your partner to actively fix the issue. 6. DEVOTE time after conflict to returning to a loving state. And when your partner is saying something SACRED, it's your job to get the leader of the HEALING: 1. HEAR your partner's words. 2. ENGAGE with your questions for clarification and understanding. 3. ACKNOWLEDGE that what they're saying is important. 4. LOOK BACK on your own role in the conflict. 5. INITIATE discussion without anger or defense. 6. NEGOTIATE a solution with pure intentions. 7. GROW as partners and individuals by fixing the problem as a team.

I discovered that the predominant effects produced by the drugs discussed in this book are positive. It didn’t matter whether the drug in question was cannabis, cocaine, heroin, methamphetamine, or psilocybin. Overwhelmingly, consumers expressed feeling more altruistic, empathetic, euphoric, focused, grateful, and tranquil. They also experienced enhanced social interactions, a greater sense of purpose and meaning, and increased sexual intimacy and performance. This constellation of findings challenged my original beliefs about drugs and their effects. I had been indoctrinated to be biased toward the negative effects of drug use. But over the past two-plus decades, I had gained a deeper, more nuanced understanding. Sure, negative effects were also possible outcomes. But they represented a minority of effects; they were predictable and readily mitigated. For example, the type of drug use described in this book should be limited to healthy, responsible adults. These individuals fulfill their responsibilities as citizens, parents, partners, and professionals. They eat healthy, exercise regularly, and get sufficient amounts of sleep. They take steps to alleviate chronic excessive stress levels. These practices ensure physical fitness and considerably reduce the likelihood of experiencing adverse effects. Equally important, I learned that people undergoing acute crises and those afflicted with psychiatric illnesses should probably avoid drug use because they may be at greater risk of experiencing unwanted effects. The vast amount of predictably favorable drug effects intrigued me, so much so that I expanded my own drug use to take advantage of the wide array of beneficial outcomes specific drugs can offer. To put this in personal terms, my position as department chairman (from 2016 to 2019) was far more detrimental to my health than my drug use ever was. Frequently, the demands of the job led to irregular exercise and poor eating and sleeping habits, which contributed to pathological stress levels. This wasn’t good for my mental or physical health. My drug use, however, has never been as disruptive or as problematic. It has, in fact, been largely protective against the negative health consequences of negotiating pathology-producing environments.

QUESTIONS TO USE TO UNEARTH THE DEAL-KILLING ISSUES What are we up against here? What is the biggest challenge you face? How does making a deal with us affect things? What happens if you do nothing? What does doing nothing cost you? How does making this deal resonate with what your company prides itself on? It’s often very effective to ask these in groups of two or three as they are similar enough that they help your counterpart think about the same thing from different angles. Every situation is unique, of course, but choosing the right mix of these questions will lead your counterpart to reveal information about what they want and need—and simultaneously push them to see things from your point of view. Be ready to execute follow-up labels to their answers to your calibrated questions. Having labels prepared will allow you to quickly turn your counterpart’s responses back to them, which will keep them feeding you new and expanding information. Again, these are fill-in-the-blank labels that you can use quickly without tons of thought: It seems like __________ is important. It seems you feel like my company is in a unique position to __________. It seems like you are worried that __________.

Allowing the utmost latitude to the love of power which any reasonable man can require, I confess I am at a loss to discover what temptation the persons intrusted with the administration of the general government could ever feel to divest the States of the authorities of that description. The regulation of the mere domestic police of a State appears to me to hold out slender allurements to ambition. Commerce, finance, negotiation, and war seem to comprehend all the objects which have charms for minds governed by that passion; and all the powers necessary to those objects ought, in the first instance, to be lodged in the national depository. The administration of private justice between the citizens of the same State, the supervision of agriculture and of other concerns of a similar nature, all those things, in short, which are proper to be provided for by local legislation, can never be desirable cares of a general jurisdiction. It is therefore improbable that there should exist a disposition in the federal councils to usurp the powers with which they are connected; because the attempt to exercise those powers would be as troublesome as it would be nugatory; and the possession of them, for that reason, would contribute nothing to the dignity, to the importance, or to the splendor of the national government.

Here are four more strategies to help you stack the deck in your favor when seeking a raise or a promotion: ✓ DO YOUR RESEARCH: Understand your market value and, more important, your value to the company. Be prepared to explain, candidly and concretely, what you feel you’re doing that you’re not being compensated for. Have confidence in your own worth. ✓ ASK TO BE PAID FOR THE JOB YOU’RE ACTUALLY DOING: If your responsibilities have increased but you haven’t been recognized since, say, you’ve taken over for the manager who left several months earlier, approach your new boss and say, “I’ve been effectively doing this person’s job since she departed and I’d like to formally assume her position.” Have a conversation. Express that you feel confident you can grow in this role and create value for the organization. ✓ PROVE YOUR WORTH: To earn an increase in salary, you need to be increasing your responsibilities and performing at a higher level than when you were hired. ✓ DON’T NEGOTIATE IF YOUR BOSS SAYS NO: Typically no means no when it comes to this type of discussion. If your boss says no, you have two choices: you either accept the rationale, think about it, and grow based on the feedback, or you leave. This is a good time to be reflective. Ask why you haven’t earned the increase. You may not walk away with a new title or more money, but hopefully you’ll learn something that will help you correct your course moving forward.

...the Constitution is an invitation for the president and Congress to struggle for the privilege of directing foreign policy. Although the president is the principal foreign policy actor, the Constitution delegates more specific foreign policy powers to Congress than to the executive. It designates the president as commander-in-chief and head of the executive branch, whereas it gives Congress the power to declare war and the power of the purse. The president can negotiate treaties and nominate foreign policy officials, but the Senate must approve them. Congress is also granted the power to raise and support armies, establish rules on naturalization, regulate foreign commerce, and define and punish offenses on the high seas. Although the president is the chief foreign policy maker, Congress has a responsibility to be both an informed critic and constructive partner of the president. The ideal established by the founders is neither for one branch to dominate nor for there to be an identity of views between them. Rather, the founders wisely sought to encourage a creative tension between the president and Congress that would produce policies that advance national interests and reflect the views of the American people. Sustained consultation between the president and Congress is the most important mechanism for fostering an effective foreign policy with broad support at home and respect and punch overseas. In a world of both danger and opportunity, we need such a foreign policy to advance our interests and values around the globe.

Hey." Her host grabbed her by the back of the jacket and hauled her upright. "I'm not fishing you out again if you fall overboard." Their eyes met. He wasn't kidding. "Not exactly a people person, are you?" she said. He grimaced and released her. Tally turned back to the rail, oddly disconcerted by his touch, even through the jacket. She didn't lean as far out this time, but she strained to see in the growing darkness. Tally suspected Arnaud's boat was probably Trevor Church's boat, and if that was the case, her father was not only going to be absolutely livid about the loss of property, he was also going to blow his stack if she didn't at least make an attempt to find Bouchard. Damn it. "I'll pay you to help me find him," Tally said briskly, turning to face him. An eyebrow rose. "Yeah? How much?" "A thousand dollars." He didn't so much as blink at the offer. "Are you for real? Okay, two thousand." "Only two? He couldn't've been very important to you." She considered Bouchard a slimy turd, a necessary evil. On the other hand, the pirate wasn't going to risk his life and boat if he knew she felt that way. "Five? Ten? Twenty thousand? How much will it take?" "How much you got on you?" She held her arms out. "Not a whole hell of a lot. But I have traveler's checks back at-I'll buy your boat from you." She narrowed her eyes when he didn't answer. This was nuts. She was standing out here in the middle of a typhoon negotiating with a pirate to save the life of a man she'd just as soon drown herself. "You rat. Okay. I'll pay you to captain it. And I'll pay you to help me find Arnaud." He folded his arms across his massive, hairy chest. "Hmmm." "Is that a yes?" He paused for so long, she thought he'd gone into a coma with his eyes-eye-open.

The work of PME-ART is highly collaborative and is also very much about collaboration, about people working together, trying to negotiate what is meaningful to them, where and how they disagree, and how such agreements and disagreements might be evocatively conveyed. Collaboration is definitely not easy. As a teenager in Toronto I would see many one-person shows and think the reason there is only one person onstage has little to do with art and much to do with economics. I would see many shows where the people onstage felt like employees primarily doing what they had been told. Instead I wanted to see people onstage doing what they wanted to do, and felt that this wanting should include active, alive ways of working together. However, looking back over the past twenty years, I also have to admit that I’m not completely sure collaboration is the place for me. It seems I am temperamentally ill-suited for it. Twenty years of doing something I’m ill-suited for and justifying it to myself through compelling artistic results. (This book is in many ways the story of this struggle.) Because though collaboration has never felt good, I still believe in it. Perhaps I believe in it even more because I find it so difficult. Perhaps I believe in it too much. We are all here on this planet, in our various societies and communities, and like it or not we must find ways to work together. The fact that it is often not easy makes it all that much more necessary. I sometimes wonder if over the years I have over-relied on the metaphor of the collaborative process as microcosm for various global-political realities. It must be a way for me to feel that what I’m doing is more important than it actually is. I think this might be true of all art. Art is a place where the artist feels what they are doing is more important than it actually is. I sincerely wonder if we’ll make it another twenty years.

We had a second date that night, then a third, and then a fourth. And after each date, my new romance novel protagonist called me, just to seal the date with a sweet word. For date five, he invited me to his house on the ranch. We were clearly on some kind of a roll, and now he wanted me to see where he lived. I was in no position to say no. Since I knew his ranch was somewhat remote and likely didn’t have many restaurants nearby, I offered to bring groceries and cook him dinner. I agonized for hours over what I could possibly cook for this strapping new man in my life; clearly, no mediocre cuisine would do. I reviewed all the dishes in my sophisticated, city-girl arsenal, many of which I’d picked up during my years in Los Angeles. I finally settled on a non-vegetarian winner: Linguine with Clam Sauce--a favorite from our family vacations in Hilton Head. I made the delicious, aromatic masterpiece of butter, garlic, clams, lemon, wine, and cream in Marlboro Man’s kitchen in the country, which was lined with old pine cabinetry. And as I stood there, sipping some of the leftover white wine and admiring the fruits of my culinary labor, I was utterly confident it would be a hit. I had no idea who I was dealing with. I had no idea that this fourth-generation cattle rancher doesn’t eat minced-up little clams, let alone minced-up little clams bathed in wine and cream and tossed with long, unwieldy noodles that are difficult to negotiate. Still, he ate it. And lucky for him, his phone rang when he was more than halfway through our meal together. He’d been expecting an important call, he said, and excused himself for a good ten minutes. I didn’t want him to go away hungry--big, strong rancher and all--so when I sensed he was close to getting off the phone, I took his plate to the stove and heaped another steaming pile of fishy noodles onto his plate. And when Marlboro Man returned to the table he smiled politely, sat down, and polished off over half of his second helping before finally pushing away from the table and announcing, “Boy, am I stuffed!” I didn’t realize at the time just how romantic a gesture that had been.

In a typical crash, for example, the weather is poor—not terrible, necessarily, but bad enough that the pilot feels a little bit more stressed than usual. In an overwhelming number of crashes, the plane is behind schedule, so the pilots are hurrying. In 52 percent of crashes, the pilot at the time of the accident has been awake for twelve hours or more, meaning that he is tired and not thinking sharply. And 44 percent of the time, the two pilots have never flown together before, so they’re not comfortable with each other. Then the errors start—and it’s not just one error. The typical accident involves seven consecutive human errors. One of the pilots does something wrong that by itself is not a problem. Then one of them makes another error on top of that, which combined with the first error still does not amount to catastrophe. But then they make a third error on top of that, and then another and another and another and another, and it is the combination of all those errors that leads to disaster. These seven errors, furthermore, are rarely problems of knowledge or flying skill. It’s not that the pilot has to negotiate some critical technical maneuver and fails. The kinds of errors that cause plane crashes are invariably errors of teamwork and communication. One pilot knows something important and somehow doesn’t tell the other pilot. One pilot does something wrong, and the other pilot doesn’t catch the error. A tricky situation needs to be resolved through a complex series of steps—and somehow the pilots fail to coordinate and miss one of them. “The whole flight-deck design is intended to be operated by two people, and that operation works best when you have one person checking the other, or both people willing to participate,” says Earl Weener, who was for many years chief engineer for safety at Boeing. “Airplanes are very unforgiving if you don’t do things right. And for a long time it’s been clear that if you have two people operating the airplane cooperatively, you will have a safer operation than if you have a single pilot flying the plane and another person who is simply there to take over if the pilot is incapacitated.

These are things to have under your belt in order to make and strengthen boundaries: Educate them. To be blunt, narcissists aren’t exactly in tune with their interpersonal or communication skills. Try using incentives or other motivators to get them to pay attention to how their behavior affects others. They may not empathize or seem to get what you’re saying, but at least you can say you tried to look at it from your point of view. Understand your personal rights. In order to demand being treated fairly and with respect, it’s important to know what your rights are. You’re allowed to say no, you have a right to your feelings, you are allowed privacy—and there are no wedding or relationship vows that say you are at the beck and call of your partner. When a person has been abused for a long time, they may lack the confidence or self-esteem to take a stand on their rights. The more power they take back, though, the less the abuser has. Be assertive. This is something that depends on confidence, and will take practice, but it’s worth it. Being assertive means standing up for yourself and exuding pride in who you are. Put your strategies into play. After the information you’ve absorbed so far, you have an advantage in that you are aware of your wants, what the narcissist demands, what you are able to do and those secret tiny areas you may have power over. Tap into these areas to put together your own strategies. Re-set your boundaries. A boundary is an unseen line in the sand. It determines the point you won’t allow others to cross over or they’ll hurt you. These are non-negotiable and others must be aware of them and respect them. But you have to know what those lines are before making them clear to others. Have consequences. As an extension of the above point, if a person tries ignoring your boundaries, make sure you give a consequence. There doesn't need to be a threat, but more saying, “If you ________, we can’t hang out/date/talk/etc.” You’re just saying that crossing the boundary hurts you so if they choose to disregard it, you choose not to accept that treatment. The narcissist will not tolerate you standing up for yourself, but it’s still important. The act of advocating for yourself will increase your self-confidence, self-esteem and self-worth. Then you’ll be ready to recover and heal.

When the day of the meeting arrived, Anna opened by acknowledging ABC’s biggest gripes. “We understand that we brought you on board with the shared goal of having you lead this work,” she said. “You may feel like we have treated you unfairly, and that we changed the deal significantly since then. We acknowledge that you believe you were promised this work.” This received an emphatic nod from the ABC representatives, so Anna continued by outlining the situation in a way that encouraged the ABC reps to see the firms as teammates, peppering her statements with open-ended questions that showed she was listening: “What else is there you feel is important to add to this?” By labeling the fears and asking for input, Anna was able to elicit an important fact about ABC’s fears, namely that ABC was expecting this to be a high-profit contract because it thought Anna’s firm was doing quite well from the deal. This provided an entry point for Mark, who explained that the client’s new demands had turned his firm’s profits into losses, meaning that he and Anna needed to cut ABC’s pay further, to three people. Angela, one of ABC’s representatives, gasped. “It sounds like you think we are the big, bad prime contractor trying to push out the small business,” Anna said, heading off the accusation before it could be made. “No, no, we don’t think that,” Angela said, conditioned by the acknowledgment to look for common ground. With the negatives labeled and the worst accusations laid bare, Anna and Mark were able to turn the conversation to the contract. Watch what they do closely, as it’s brilliant: they acknowledge ABC’s situation while simultaneously shifting the onus of offering a solution to the smaller company. “It sounds like you have a great handle on how the government contract should work,” Anna said, labeling Angela’s expertise. “Yes—but I know that’s not how it always goes,” Angela answered, proud to have her experience acknowledged. Anna then asked Angela how she would amend the contract so that everyone made some money, which pushed Angela to admit that she saw no way to do so without cutting ABC’s worker count. Several weeks later, the contract was tweaked to cut ABC’s payout, which brought Anna’s company $1 million that put the contract into the black. But it was Angela’s reaction at the end of the meeting that most surprised Anna. After Anna had acknowledged that she had given Angela some bad news and that she understood how angry she must feel, Angela said:

Less is more. “A few extremely well-chosen objectives,” Grove wrote, “impart a clear message about what we say ‘yes’ to and what we say ‘no’ to.” A limit of three to five OKRs per cycle leads companies, teams, and individuals to choose what matters most. In general, each objective should be tied to five or fewer key results. (See chapter 4, “Superpower #1: Focus and Commit to Priorities.”) Set goals from the bottom up. To promote engagement, teams and individuals should be encouraged to create roughly half of their own OKRs, in consultation with managers. When all goals are set top-down, motivation is corroded. (See chapter 7, “Superpower #2: Align and Connect for Teamwork.”) No dictating. OKRs are a cooperative social contract to establish priorities and define how progress will be measured. Even after company objectives are closed to debate, their key results continue to be negotiated. Collective agreement is essential to maximum goal achievement. (See chapter 7, “Superpower #2: Align and Connect for Teamwork.”) Stay flexible. If the climate has changed and an objective no longer seems practical or relevant as written, key results can be modified or even discarded mid-cycle. (See chapter 10, “Superpower #3: Track for Accountability.”) Dare to fail. “Output will tend to be greater,” Grove wrote, “when everybody strives for a level of achievement beyond [their] immediate grasp. . . . Such goal-setting is extremely important if what you want is peak performance from yourself and your subordinates.” While certain operational objectives must be met in full, aspirational OKRs should be uncomfortable and possibly unattainable. “Stretched goals,” as Grove called them, push organizations to new heights. (See chapter 12, “Superpower #4: Stretch for Amazing.”) A tool, not a weapon. The OKR system, Grove wrote, “is meant to pace a person—to put a stopwatch in his own hand so he can gauge his own performance. It is not a legal document upon which to base a performance review.” To encourage risk taking and prevent sandbagging, OKRs and bonuses are best kept separate. (See chapter 15, “Continuous Performance Management: OKRs and CFRs.”) Be patient; be resolute. Every process requires trial and error. As Grove told his iOPEC students, Intel “stumbled a lot of times” after adopting OKRs: “We didn’t fully understand the principal purpose of it. And we are kind of doing better with it as time goes on.” An organization may need up to four or five quarterly cycles to fully embrace the system, and even more than that to build mature goal muscle.

ASSERTIVE The Assertive type believes time is money; every wasted minute is a wasted dollar. Their self-image is linked to how many things they can get accomplished in a period of time. For them, getting the solution perfect isn’t as important as getting it done. Assertives are fiery people who love winning above all else, often at the expense of others. Their colleagues and counterparts never question where they stand because they are always direct and candid. They have an aggressive communication style and they don’t worry about future interactions. Their view of business relationships is based on respect, nothing more and nothing less. Most of all, the Assertive wants to be heard. And not only do they want to be heard, but they don’t actually have the ability to listen to you until they know that you’ve heard them. They focus on their own goals rather than people. And they tell rather than ask. When you’re dealing with Assertive types, it’s best to focus on what they have to say, because once they are convinced you understand them, then and only then will they listen for your point of view. To an Assertive, every silence is an opportunity to speak more. Mirrors are a wonderful tool with this type. So are calibrated questions, labels, and summaries. The most important thing to get from an Assertive will be a “that’s right” that may come in the form of a “that’s it exactly” or “you hit it on the head.” When it comes to reciprocity, this type is of the “give an inch/take a mile” mentality. They will have figured they deserve whatever you have given them so they will be oblivious to expectations of owing something in return. They will actually simply be looking for the opportunity to receive more. If they have given some kind of concession, they are surely counting the seconds until they get something in return. If you are an Assertive, be particularly conscious of your tone. You will not intend to be overly harsh but you will often come off that way. Intentionally soften your tone and work to make it more pleasant. Use calibrated questions and labels with your counterpart since that will also make you more approachable and increase the chances for collaboration. We’ve seen how each of these groups views the importance of time differently (time = preparation; time = relationship; time = money). They also have completely different interpretations of silence. I’m definitely an Assertive, and at a conference this Accommodator type told me that he blew up a deal. I thought, What did you do, scream at the other guy and leave? Because that’s me blowing up a deal. But it turned out that he went silent; for an Accommodator type, silence is anger. For Analysts, though, silence means they want to think. And Assertive types interpret your silence as either you don’t have anything to say or you want them to talk. I’m one, so I know: the only time I’m silent is when I’ve run out of things to say. The funny thing is when these cross over. When an Analyst pauses to think, their Accommodator counterpart gets nervous and an Assertive one starts talking, thereby annoying the Analyst, who thinks to herself, Every time I try to think you take that as an opportunity to talk some more. Won’t you ever shut up?

Although Truman and his advisers still hoped to ameliorate gathering tensions, they made only half-hearted efforts to accommodate the Soviets, or even to negotiate seriously with them. In the third phase, clear by February 1947, the administration hit on a more consistent, clearly articulated policy: containment. The essential stance of the United States for the next forty years, the quest for containment entailed high expectations. It was the most important legacy of the Truman administration.

Don’t try to force your opponent to admit that you are right. Aggressive confrontation is the enemy of constructive negotiation. ■​Avoid questions that can be answered with “Yes” or tiny pieces of information. These require little thought and inspire the human need for reciprocity; you will be expected to give something back. ■​Ask calibrated questions that start with the words “How” or “What.” By implicitly asking the other party for help, these questions will give your counterpart an illusion of control and will inspire them to speak at length, revealing important information. ■​Don’t ask questions that start with “Why” unless you want your counterpart to defend a goal that serves you. “Why” is always an accusation, in any language. ■​Calibrate your questions to point your counterpart toward solving your problem. This will encourage them to expend their energy on devising a solution. ■​Bite your tongue. When you’re attacked in a negotiation, pause and avoid angry emotional reactions. Instead, ask your counterpart a calibrated question. ■​There is always a team on the other side. If you are not influencing those behind the table, you are vulnerable.

Here are some other great standbys that I use in almost every negotiation, depending on the situation: What about this is important to you? How can I help to make this better for us? How would you like me to proceed? What is it that brought us into this situation? How can we solve this problem? What’s the objective? / What are we trying to accomplish here? How am I supposed to do that?

Do not say that, David Ash! Do not say that, do not think that! There is nothing, nothing more important than living. It is its own purpose. For without life nothing else is possible. Anything you wish to do, anything you want to achieve starts with your being alive. You are not dead yet, so think, or fight, debate, negotiate, threaten or compel, do whatever it takes to survive.

became a useful thing for him to do. Helping others is certainly admirable, but you can also take on too many problems, internalize them, and become depressed yourself. In relationships, the conflict avoider is at a high risk of becoming involved with a needy person. He thinks that because he is needed he is important to the other person. He is also at a high risk of being used. He fears rejection and will do anything to keep conflict out of his relationships. He pretends there are no problems and believes it is his responsibility to take care of them when they do occur. The greatest problem for this silent son is his own internal conflict. He is not about to acknowledge it and consistently tells himself he is not angry. Nothing is resolved. He tries to pretend his conflict does not exist by preoccupying himself with everyone else’s problems, but it doesn’t work. In the end, the conflict avoider is avoiding himself. His own problems are his greatest fear. The positive and negative personality characteristics of the silent son conflict avoider are: Positive He is willing to help others. He is good in a crisis. He is a good negotiator. He is a problem solver. He is persistent. He is sensitive to others. He thinks of alternatives. He is a good communicator. Negative He has an unrealistic view of arguments. He is constantly placating others. He feels powerless. He suffers from depression. He is in denial. He takes on too many problems. He is seldom happy. He is easily intimidated. He lacks the ability to receive support from others. He is used in relationships. Transitions Needed Recognize and focus on your own problems. Quit taking on the problems of others. Learn to accept positive attention. Learn the difference between helping someone and feeling responsible for their problems and solutions. Be willing to receive help from others.

Zero Line Spender, Saver, Wealth Creator Your financial personality type determines your financial position in life. Let’s say there is a zero financial line that represents a position where you owe nothing and have nothing. Perhaps you can remember those days getting started on your own. So, let us assume you just graduated from college and you’re one of the lucky few who graduated at the zero line, you owe nothing. Pretty amazing considering that in 2013, the debt on student loans exceeded all credit card debt owed in America. But fortunately, you made it out free and clear to the zero line. You’re a “Spender” so you go to the showroom and pick one out. With your job and the car as collateral, you get a car loan and you drop below the zero line. You lifestyle gets more and more expensive and since you are a ‘Spender” you probably take on credit card debt to help finance your lifestyle desires. You are constantly working your way back to becoming a zero, financially speaking. Then, you get married and now there are two in debt working their way back to zero. Eventually, children come along, and the odds of being able to put away enough money to pay your debt and interest and live on the top side of the zero line are becoming virtually impossible. Unfortunately, many Americans live in this position with little or no chance of ever living debt free. When something comes along that requires their savings, they must deplete their funds in order to avoid paying interest and then they must start saving again for their next expense. They are constantly returning to the zero line. The money they have accumulated is compounding interest, giving them uninterrupted growth. Having access to capital allows them to negotiate more favorable loans by collateralizing against their accounts rather than depleting them. They make payments to the lending institution with dollars from their current cash flow, protecting the growth of the money they have saved and invested for their future. Saving and investing with uninterrupted compounding is an important wealth concept for moving further and further away from the zero line.

If a country consumers more than it produces, it must import more than it exports. That's not a rip-off that's arithmetic. If we manage to negotiate a reduction in the Chinese trade surplus with the United States, we will have increased trade deficits with some other country. Federal deficit spending, a massive and continuing act of dissavings, is the culprit. Control that spending and you will control the trade deficit.

But Moscow has not changed course because Russia is not trying to preserve today’s “normal life,” and diplomatic prestige is not as important as nuclear supremacy. The sum of diplomatic approval from militarily ineffectual countries is of no value. Temporary economic losses are meaningless. If strategic nuclear supremacy is acquired, the world can beg for negotiations as Gen. Krebs begged General Chuikov. But negotiations will not take place. Only surrender will take place.

price is only one part of any deal. It is equally important to build a personal relationship as part of the negotiation process because you need the other side’s help

Hillary served as a U.S. senator from New York but did not propose a single important piece of legislation; her record is literally a blank slate. Liberal blogger Markos Moulitsas admits that she “doesn’t have a single memorable policy or legislative accomplishment to her name.”2 Despite traveling millions of miles as secretary of state, Hillary negotiated no treaties, secured no agreements, prevented no conflicts—in short, she accomplished nothing. Lack of accomplishment is one thing; deceit is quite another. Everyone who has followed her career knows that Hillary is dishonest to the core, a “congenital liar” as columnist William Safire once put it. The writer Christopher Hitchens titled his book about the Clintons No One Left to Lie To. Even Hollywood mogul David Geffen, an avid progressive, said a few years ago of the Clintons, “Everybody in politics lies but they do it with such ease, it’s troubling.”3 She said her mother named her after the famed climber Sir Edmund Hillary, until someone pointed out that Hillary was born in 1947 and her “namesake” only became famous in 1953. On the campaign trail in 2008, Hillary said she had attempted as a young woman to have applied to join the Marines but they wouldn’t take her because she was a woman and wore glasses. In fact, Hillary at this stage of life detested the Marines and would never have wanted to join. She also said a senior professor at Harvard Law School discouraged her from going there by saying, “We don’t need any more women.”4 If this incident actually occurred one might expect Hillary to have identified the professor. Certainly it would be interesting to get his side of the story. But she never has, suggesting it’s another made-up episode.

First, it is important to understand that after the transaction has been completed, both customers and employees will be better off. The company will be on stronger footing. It will have greater resources behind it and will be a more stable firm. The company will usually have greater access to capital. There will be less risk. This outcome benefits both employees and customers. Informing