Negotiating Money Quotes

...some men aren't looking for anything logical, like money. They can't be bought, bullied, reasoned, or negotiated with. Some men just want to watch the world burn.

Disagreements over money are the biggest cause of divorce." She waved her hand. "Absolutely no problem. Your money is our money. My money is my money." She wrote away. "I should make you negotiate with Phoebe.

Donald’s ego has been and is a fragile and inadequate barrier between him and the real world, which, thanks to his father’s money and power, he never had to negotiate by himself.

Rafe asks him, could the king's freedom be obtained, sir, with more economy of means? Less bloodshed? Look, he says: once you have exhausted the process of negotiation and compromise, one you have fixed on the destruction of an enemy, that destruction must be swift and it must be perfect. Before you even glance in his direction, you should have his name on a warrant, the ports blocked, his wife and friends bought, his heir under your protection, his money in your strong room and his dog running to your whistle. Before he wakes in the morning, you should have the axe in your hand.

Explain the value and justify the cost - People don’t mind paying; they just don’t like to overpay.

I hope this book will end the practice of referring to Donald’s “strategies” or “agendas,” as if he operates according to any organizing principles. He doesn’t. Donald’s ego has been and is a fragile and inadequate barrier between him and the real world, which, thanks to his father’s money and power, he never had to negotiate by himself. Donald has always needed to perpetuate the fiction my grandfather started that he is strong, smart, and otherwise extraordinary, because facing the truth—that he is none of those things—is too terrifying for him to contemplate.

Some men aren't looking for anything logical, like money. They can't be bought, bullied, reasoned, or negotiated with. Some men just want to watch the world burn.

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.

Get up in the morning on a mission to save prospective clients from the shabby, ill-fitting, overpriced and worthless alternatives that those charlatans - who are your competition - are trying to get away with flogging them.

We all need salespeople who help people with the same enthusiasm shown by a small child describing the best Christmas present EVER

Don’t tell me you’re passionate about your job – show me that you’re passionate about helping people like me.

A reputation for money is almost as negotiable as money itself.

Treat your clients with high professionalism and they will no more negotiate with you.

They had managed to convert their wealth, which had originally been in the form of factories or stores or other demanding enterprises, into a form so liquid and abstract, negotiable representations of money on paper, that there were few reminders coming from anywhere that they might be responsible for anyone outside their own circle of friends and relatives.

We all need salespeople who deliver value that wasn’t there before they arrived.

The salesperson you’d ideally like to be and the salesperson you’d like to encounter as a customer should roughly be the same, shouldn’t they?

Some men and women aren't looking for money. They can't be bought, bullied, reasoned, or negotiated with. They simply want to watch the world burn.

We all need salespeople with humility, honesty, integrity, empathy and an old-fashioned work ethic that ensures the job gets done.

When he resigned his boss thought he was asking for more money. 'No,' he said. 'I'm just going to try to be a full-time writer.' Oh, his boss said, you want a lot more money. 'No, really,' he said. 'This isn't a negotiation. I'm just giving you my thirty days' notice. Thirty-one days from now, I won't be coming in.' Hmm, his boss replied. I don't think we can give you as much money as that.

It seems to me that one ought to rejoice in the fact of death--ought to decide, indeed, to earn one's death by confronting with passion the conundrum of life. One is responsible to life: It is the small beacon in that terrifying darkness from which we come and to which we shall return. One must negotiate this passage as nobly as possible....It is the responsibility of free men to trust and to celebrate what is constant--birth, struggle, and death are constant, and so is love, though we may not always think so--and to apprehend the nature of change, to be able and willing to change. I speak of change not on the surface but in the depths--change in the sense of renewal. But renewal becomes impossible if one supposes things to be constant that are not--safety, for example, or money, or power. One clings then to chimeras, by which one can only be betrayed, and the entire hope--the entire possibility of freedom disappears.

•    Finding a good deal, the right business, the right people, the right investors, or whatever is just like dating. You must go to the market and talk to a lot of people, make a lot of offers, counteroffers, negotiate, reject, and accept.

If you don’t earn their trust at the beginning, they sure as hell won’t trust you with their money at the end.

When your pipeline is full – with business coming out of your ears – the notion of people asking for a discount will sound hilarious, because you’ll already be at capacity

Salespeople who think that it’s all about price aren’t required: If it can be sold on the internet at the lowest price, you can take the huge cost of a sales team out of the equation.

Maybe speech and communication have been corrupted. They're thoroughly permeated by money - and not by accident but by their very nature. We've got to hijack speech. Creating has always been something different from communicating. The key thing may be to create vacuoles on noncommunication, circuit breakers, so that we can elude control.

These coins are not very valuable. Jack went out to get a napoleon changed, so as to have money suited to the general cheapness of things, and came back and said he had "swamped the bank, had bought eleven quarts of coin, and the head of the firm had gone on the street to negotiate for the balance of the change." I bought nearly half a pint of their money for a shilling myself. I am not proud on account of having so much money, though. I care nothing for wealth.

As they walked, Tehol spoke. ‘…the assumption is the foundation stone of Letherii society, perhaps all societies the world over. The notion of inequity, my friends. For from inequity derives the concept of value, whether measured by money or the countless other means of gauging human worth. Simply put, there resides in all of us the unchallenged belief that the poor and the starving are in some way deserving of their fate. In other words, there will always be poor people. A truism to grant structure to the continual task of comparison, the establishment through observation of not our mutual similarities, but our essential differences. ‘I know what you’re thinking, to which I have no choice but to challenge you both. Like this. Imagine walking down this street, doling out coins by the thousands. Until everyone here is in possession of vast wealth. A solution? No, you say, because among these suddenly rich folk there will be perhaps a majority who will prove wasteful, profligate and foolish, and before long they will be poor once again. Besides, if wealth were distributed in such a fashion, the coins themselves would lose all value—they would cease being useful. And without such utility, the entire social structure we love so dearly would collapse. ‘Ah, but to that I say, so what? There are other ways of measuring self-worth. To which you both heatedly reply: with no value applicable to labour, all sense of worth vanishes! And in answer to that I simply smile and shake my head. Labour and its product become the negotiable commodities. But wait, you object, then value sneaks in after all! Because a man who makes bricks cannot be equated with, say, a man who paints portraits. Material is inherently value-laden, on the basis of our need to assert comparison—but ah, was I not challenging the very assumption that one must proceed with such intricate structures of value? ‘And so you ask, what’s your point, Tehol? To which I reply with a shrug. Did I say my discourse was a valuable means of using this time? I did not. No, you assumed it was. Thus proving my point!’ ‘I’m sorry, master,’ Bugg said, ‘but what was that point again?’ ‘I forget. But we’ve arrived. Behold, gentlemen, the poor.

One hundred fifty K might,” he said, unblinking. Does he need a hearing aid? His eyes were so dark blue they sparkled like rare sapphires. He thought it was a negotiation. He was wrong. “It’s not about the money, Vicious.” I felt my teeth grinding together. “Do you want it in another language? I can write it down for you or even communicate it in the form of a dance.

It is unsettling to find how little it takes to defeat success in medicine. You come as a professional equipped with expertise and technology. You do not imagine that a mere matter of etiquette could foil you. But the social dimension turns out to be as essential as the scientific--matters of how casual you should be, how formal, how reticent, how forthright. Also: how apologetic, how self-confident, how money-minded. In this work against sickness, we begin not with genetic or cellular interactions, but with human ones. They are what make medicine so complex and fascinating. How each interaction is negotiated can determine whether a doctor is trusted, whether a patient is heard, whether the right diagnosis is made, the right treatment given. But in this realm there are no perfect formulas.

You talk about piling up treasure - money, property, culture, knowledge, and so on and so on. In going ahead with the Jesus Prayer - just let me finish, now please - in going ahead with the Jesus Prayer, aren't you trying to lay up some kind of treasure? Something that's every goddam bit as negotiable as all those other, more material things? Or does the fact that it's a prayer make all the difference? . . . There's something about the way you're going at this prayer that gives me the willies . . . but I would like you to clear up for me just what the hell your motives are for saying it . . . As a matter of simple logic, there's no difference at all, that I can see, between the man who's greedy for material treasure - or even intellectual treasure - and the man who's greedy for spiritual treasure. As you say, treasure's treasure, God damn it, and it seems to me that ninety per cent of all the world-hating saints in history were just as acquisitive and unattractive, basically, as the rest of us are." Don't you think I have sense enough to worry about my motives for saying the prayer? That's exactly what's bothering me so. Just because I'm choosy about what I want - in this case, enlightenment, or peace, instead of money or prestige or fame or any of those things - doesn't mean I'm not as egotistical and self-seeking as everybody else. If anything, I'm more so!

The fact is that most women accept whatever salary they are offered, without saying a peep. Sixty percent of women never negotiate for higher pay, never ever, not even once in their entire career.1 If you are serious about building wealth, you must stop leaving money on the table.

Dead men don’t pay for baths, haircuts, meals, or beds. Dead men don’t buy new clothes, or ammunition, or saddles. Dead men don’t desire fancy Coffeyville boots with Texas stars laid into the shank. They don’t gamble, and they don’t spend money on liquor or whores. And that was why, when the Texans got to Dodge, there was really only one rule to remember. Don’t kill the customers. All other ordinances were, customarily, negotiable.

Do you even feel anything, Chad? Will you for once stop walking around, all in control and f'ing calm? Do you have any idea what you all have done. I lost everything, Chad. Everything, when Kyle died. I lost myself. I had finally begun to build a new life with new friends. With people I thought cared about me. I have started to be just a little bit happy again. Was it too much to ask? Did I ask for too much by just wanting to have a little bit of a life again? Now, it’s all screwed up again and you walk around here like you don’t feel anything about what’s happened.” Chad spun around, and for only the second time since she’d known him, she saw the flash of anger so fierce her breath caught in her throat and she took an involuntary step back, away from him. Jennie knew Chad would never hurt her on purpose, but the anger rolling off of him was palpable. It seemed to force her backwards as if it had a life of its own, a power of its own. “Not feel anything, Jennie? Are you f'ing kidding me? I walk around here every day and I ache every f'ing minute I’m with you. I’m so twisted up with loving you and hating you, I can’t breathe. I can’t keep my hands off you, but I can’t let myself kiss you because I might lose myself in you. I can’t make love to you because I’m afraid you’ll pretend I’m him. I know you want his arms around you, not mine. I know you want it to be his baby inside you, not mine. And I know you can’t love me back, no matter what I do, because you’re still so in love with your husband, you can’t even begin to see me.” Chad didn’t stop and Jennie didn’t try to stop him. “And every day, I have to sit here and wonder how I’ll be a part of my baby’s life. I wonder if you’ll let me be in the delivery room, if you’ll let me help you name the baby. I wonder how much money I’d have to offer the people who live across the street from you to get them to sell me their house, just so I can see my child grow up. If you’ll let me...” Chad stopped as if he’d run out of steam. They stood in uneasy silence for a long time before Chad spoke again. He sounded worn out and bitter and angry, mirroring Jennie’s chaos of emotions. “Am I feeling anything? Yeah. I’m feeling some f'ing sh**, Jen.

In 1973, Jan Erik Olsson walked into a small bank in Stockholm, Sweden, brandishing a gun, wounding a police officer, and taking three women and one man hostage. During negotiations, Olsson demanded money, a getaway vehicle, and that his friend Clark Olofsson, a man with a long criminal history, be brought to the bank. The police allowed Olofsson to join his friend and together they held the four hostages captive in a bank vault for six days. During their captivity, the hostages at times were attached to snare traps around their necks, likely to kill them in the event that the police attempted to storm the bank. The hostages grew increasingly afraid and hostile toward the authorities trying to win their release and even actively resisted various rescue attempts. Afterward they refused to testify against their captors, and several continued to stay in contact with the hostage takers, who were sent to prison. Their resistance to outside help and their loyalty toward their captors was puzzling, and psychologists began to study the phenomenon in this and other hostage situations. The expression of positive feelings toward the captor and negative feelings toward those on the outside trying to win their release became known as Stockholm syndrome.

Look, he says: once you have exhausted the process of negotiation and compromise, once you have fixed on the destruction of an enemy, that destruction must be swift and it must be perfect. Before you even glance in his direction, you should have his name on a warrant, the ports blocked, his wife and friends bought, his heir under your protection, his money in your strong room and his dog running to your whistle. Before he wakes in the morning, you should have the axe in your hand.

In my research, I was surprised to discover that some experts believe many people possess an instinct or a natural aptitude for making money, others for healing, creating art, organizing, or negotiating. I’m convinced our instincts emerge out of and alongside our gifting, so it makes sense that our instincts would reflect our talents and abilities.

We all need salespeople who understand the problem and can deliver a solution that works brilliantly for both sides.

Remember: when you walk into a DIY store to buy a drill, you don’t want the drill. Your end goal is to make a hole and, in order to achieve this, you have to buy the drill.

If what you sell doesn’t help me then why are you knocking on my door?

22% of current business-to-business salespeople will be replaced by search engines within the next five years.

It's hard to argue over money when a girl flashes you her pussy.

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

We all desperately need brilliant sales professionals far more than ever before – to help us, guide us, keep us informed and stop us from making diabolically stupid buying decisions.

First, if you’re so good they can’t ignore you, you can negotiate a premium for your services. And second, an excellent way to boost your income is to generate multiple income streams.

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.

Some men and women aren't looking for money. They can't be bought, bullied, reasoned, or negotiated with. They simply want to watch the world burn. Michael Caine’s character ‘Alfred’ in the Batman movie, “The Dark Knight

Tom looked at St. Vincent. “I assume the editor at the Chronicle refused to divulge the writer’s identity?” St. Vincent looked rueful. “Categorically. I’ll have to find a way to pry it out of him without bringing the entire British press to his defense.” “Yes,” Tom mused, tapping his lower lip with a fingertip, “they tend to be so touchy about protecting their sources.” “Trenear,” Lord Ripon said through gritted teeth, “will you kindly throw him out?” “I’ll see myself out,” Tom said casually. He turned as if to leave, and paused as if something had just occurred to him. “Although … as your friend, Trenear, I find it disappointing that you haven’t asked about my day. It makes me feel as if you don’t care.” Before Devon could respond, Pandora jumped in. “I will,” she volunteered eagerly. “How was your day, Mr. Severin?” Tom sent her a brief grin. “Busy. After six tedious hours of business negotiations, I paid a call to the chief editor of the London Chronicle.” St. Vincent lifted his brows. “After I’d already met with him?” Trying to look repentant, Tom replied, “I know you said not to. But I had a bit of leverage you didn’t.” “Oh?” “I told him the paper’s owner would dismiss him and toss him out on the pavement if he didn’t name the anonymous writer.” St. Vincent stared at him quizzically. “You bluffed?” “No, that is what the business negotiations were about. I’m the new owner. And while the chief editor happens to be a staunch advocate for freedom of the press, he’s also a staunch supporter of not losing his job.” “You just bought the London Chronicle,” Devon said slowly, to make certain he hadn’t misheard. “Today.” “No one could do that in less than a day,” Ripon sneered. Winterborne smiled slightly. “He could,” he said, with a nod toward Tom. “I did,” Tom confirmed, picking idly at a bit of lint on his cuff. “All it took was a preliminary purchase agreement and some earnest money.

Investors think independently, anticipate things that haven’t happened yet, and put real money at stake with their bets. Policymakers come from environments that nurture consensus, not dissent, that train them to react to things that have already occurred, and that prepare them for negotiations, not placing bets. Because they don’t benefit from the constant feedback about the quality of their decisions that investors get, it’s not clear who the good and bad decision makers among them are.

The most powerful interests are basic human needs. In searching for the basic interests behind a declared position, look particularly for those bedrock concerns that motivate all people. If you can take care of such basic needs, you increase the chance both of reaching agreement and, if an agreement is reached, of the other side’s keeping to it. Basic human needs include: security economic well-being a sense of belonging recognition control over one’s life As fundamental as they are, basic human needs are easy to overlook. In many negotiations, we tend to think that the only interest involved is money. Yet even in a negotiation over a monetary figure, such as the amount of alimony to be specified in a separation agreement, much more can be involved.

every conversation about money is also about values. Allowance is also about patience. Giving is about generosity. Work is about perseverance. Negotiating their wants and needs and the difference between the two has a lot to do with thrift and prudence.

Overall, on average, happier people earn more money, get higher performance ratings, make better decisions, negotiate sweeter deals, and contribute more to their organizations. Happiness alone accounts for about 10 percent of the variation between employees and job performance.

After the opposition had failed to negotiate us into a compromise, it turned to subtler means for blocking the protest; namely, to conquer by dividing. False rumors were spread concerning the leaders of the movement. Negro workers were told by their white employers that their leaders were only concerned with making money out of the movement. Others were told that the Negro leaders rode big cars while they walked. During this period the rumor was spread that I had purchased a brand new Cadillac for myself and a Buick station wagon for my wife. Of course none of this was true.

Negotiation scholars have observed this phenomenon so often we have a name for it: “escalation of commitment.” People lose sight of their real goals in competitive situations and pay far too much money, spend too much time, or sacrifice too many other interests for the privilege of saying they have won.

An IOU which remains for ever a contract between just two parties is nothing more than a loan. It is credit, but it is not money. It is when that IOU can be passed on to a third party—when it is able to be “negotiated” or “endorsed,” in the financial jargon—that credit comes to life and starts to serve as money. Money, in other words, is not just credit—but transferable credit.

Mnookin, predictably, started fumbling because the frame of the conversation had shifted from how I’d respond to the threat of my son’s murder to how the professor would deal with the logistical issues involved in getting the money. How he would solve my problems. To every threat and demand he made, I continued to ask how I was supposed to pay him and how was I supposed to know that my son was alive.

I really am sorry, but how can I get you any money right now, much less one million dollars, if I don’t even know he’s alive?” It was quite a sight to see such a brilliant man flustered by what must have seemed unsophisticated foolishness. On the contrary, though, my move was anything but foolish. I was employing what had become one of the FBI’s most potent negotiating tools: the open-ended question.

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.

What Warden Matsumoto had said about people like them was accurate. They had managed to convert their wealth, which had originally been in the form of factories or stores or other demanding enterprises, into a form so liquid and abstract, negotiable representations of money on paper, that there were few reminders coming from anywhere that they might be responsible for anyone outside their own circle of friends and relatives.

With his eyes shut tight he said: “Oh, God, we have asked Thee this morning to bring comfort to those who have lost a husband, a father, a son, especially our sister in the Lord Mrs. Evans, and we pray that the bereaved will open their hearts to receive Thy benison.” This had been said by others. Billy paused, then went on: “And now, Lord, we ask for one more gift: the blessing of understanding. We need to know, Lord, why this explosion have took place down the pit. All things are in Thy power, so why didst Thou allow firedamp to fill the Main Level, and why didst Thou permit it to catch alight? How come, Lord, that men are set over us, directors of Celtic Minerals, who in their greed for money become careless of the lives of Thy people? How can the deaths of good men, and the mangling of the bodies Thou didst create, serve Thy holy purpose?” He paused again. He knew it was wrong to make demands of God, as if negotiating with the management, so he added: “We know that the suffering of the people of Aberowen must play a part in Thy eternal plan.” He thought he should probably leave it there, but he could not refrain from adding: “But, Lord, we can’t see how, so please explain it to us.” He finished: “In the name of the Lord Jesus Christ.” The congregation said: “Amen.

In the 1990s, the Clinton administration followed the same pattern, leading the world in relaxing sanctions against North Korea; as a result, billions of dollars flowed into that country, and they used that money to develop nuclear weapons. Ironically, the Obama administration recruited the very same person—Wendy Sherman—who had led the failed North Korea talks to become our lead negotiator with Iran. But here the results are likely to be far worse.

Questions for Self-Examination 1.  How do you define creativity? Do you consider yourself a creative person? Do you follow through on your creative ideas? 2.  How often do you direct your creative energies into negative paths of expression? Do you exaggerate or embellish “facts” to support your point of view? 3.  Are you comfortable with your sexuality? If not, are you able to work toward healing your sexual imbalances? Do you use people for sexual pleasure, or have you felt used? Are you strong enough to honor your sexual boundaries? 4.  Do you keep your word? What is your personal code of honor? of ethics? Do you negotiate your ethics depending upon your circumstances? 5.  Do you have an impression of God as a force that exerts justice in your life? 6.  Are you a controlling person? Do you engage in power plays in your relationships? Are you able to see yourself clearly in circumstances related to power and money? 7.  Does money have authority over you? Do you make compromises that violate your inner self for the sake of financial security? 8. How often do survival fears dictate your choices? 9.  Are you strong enough to master your fears concerning finances and physical survival, or do they control you and your attitudes? 10.  What goals do you have for yourself that you have yet to pursue? What stands in the way of your acting upon those goals?

When he spoke again, the kidnapper seemed shell-shocked. But he went on. His next offer was lower, $10,000. Then we had the nephew answer with a strange number that seemed to come from deep calculation of what his aunt’s life was worth: $4,751. His new price? $7,500. In response, we had the cousin “spontaneously” say he’d throw in a new portable CD stereo and repeated the $4,751. The kidnappers, who didn’t really want the CD stereo felt there was no more money to be had, said yes.

Look, he says: once you have exhausted the process of negotiation and compromise, once you have fixed on the destruction of an enemy, that destruction must be swift and it must be perfect. Before you even glance in his direction, you should have his name on a warrant, the ports blocked, his wife and friends bought, his heir under your protection, his money in your strong room and his dog running to your whistle. Before he wakes in the morning, you should have the axe in your hand.   When

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.

Both political parties were trying to grab the public high ground while in the background extracting what they could. Senator Harry Reid criticized Republican senators for holding “backroom negotiations” with Wall Street executives over the Dodd-Frank financial reform bill. But when he made the charge, Reid had only recently himself held a fund-raiser in New York City organized by Goldman Sachs president Gary Cohn.36 Republicans, on the other hand, criticized Democrats for extorting Wall Street, while playing a similar game themselves.

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.

■    All negotiations are defined by a network of subterranean desires and needs. Don’t let yourself be fooled by the surface. Once you know that the Haitian kidnappers just want party money, you will be miles better prepared.         ■    Splitting the difference is wearing one black and one brown shoe, so don’t compromise. Meeting halfway often leads to bad deals for both sides.         ■    Approaching deadlines entice people to rush the negotiating process and do impulsive things that are against their best interests.         ■    The F-word—“Fair”—is an emotional term people usually exploit to put the other side on the defensive and gain concessions. When your counterpart drops the F-bomb, don’t get suckered into a concession. Instead, ask them to explain how you’re mistreating them.         ■    You can bend your counterpart’s reality by anchoring his starting point. Before you make an offer, emotionally anchor them by saying how bad it will be. When you get to numbers, set an extreme anchor to make your “real” offer seem reasonable, or use a range to seem less aggressive. The real value of anything depends on what vantage point you’re looking at it from.         ■    People will take more risks to avoid a loss than to realize a gain. Make sure your counterpart sees that there is something to lose by inaction.

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.

At some point the Indian Act system will go. But that will be the result of a broad conversation involving Aboriginals and non-Aboriginals over how to settle the outstanding treaty, land and other issues. This won’t necessarily require a protracted debate. What it will require is that Canadians engage in the conversation instead of sitting back as if it doesn’t concern them. We have to be involved because what is needed is a serious transfer of responsibility and money, the exact opposite of dragging out treaty negotiations one by one. We need to do more than empower our governments to act. We need to push them. We need to make this a make-or-break issue. We need to elect or defeat them with these indigenous issues in mind.

I told the Icelandic prime minister that it appeared that large sums of money had been taken out of the UK from the Kaupthing branches, which was a serious breach of FSA regulations. The FSA had to find out by the end of the afternoon whether or not that breach had taken place. If it had, they would close the bank. He asked whether the money was needed today and how much it was. I said it was about £600 million, small beer for us but a huge amount for him. It was urgent, I said, that he look into it immediately. His response rang alarm bells. He asked if there was any chance that the amount could be negotiated down. I said there was no chance and that the money had to be returned before the end of the weekend. I suspected we would end up having to close the banks the following week.

homeowner, and come away with $20,000 or $30,000 cash in pocket. Success in real estate required skills that Rob believed were some of his strongest: the work ethic to locate those homes, the social skills to negotiate with people ranging from rich lenders to working-class contractors to poor renters, and the desire to make money in crafty but fundamentally honest ways. And, at least in Rob’s idealized vision, he would be making a positive mark in the world. Because a house meant shelter. It meant heat. It meant security. Above all, it meant family. Some friends who knew about Skeet’s passing felt that something equally powerful drove him: Rob had lost not only his father but also the goal of releasing his father in which he’d invested so much work since high school. He’d achieved almost every objective he’d ever laid out

During the year we interviewed him, Dr. South spent more than $70,000 for his most recent motor vehicle purchase, related sales tax, and insurance. Yet for the same period, how much did he place in his pension plan? About $5,700! In other words, only about $1 in every $125 of his income was set aside for retirement. The amount of time Dr. South took to find the best deal on his car was also counterproductive. We estimated that it took him more than sixty hours to study, negotiate, and purchase his Porsche. How much time and effort does it take someone to place money in a pension plan? A small fraction of this time and energy. It is easy for Dr. South to say he wants to accumulate wealth, but his actions speak much louder than his words. Perhaps that explains why he has lost a considerable amount of wealth through imprudent investing. Investing when one has little or no intellectual basis for one’s decisions often translates into major losses. T

Government Standing next to my old friend I sense that his soldiers have retreated. And mine? They’re resting their guns on their shoulders talking quietly. I’m hungry, one says. Cheeseburger, says another, and they all decide to go and find some dinner. But the next day, negotiating the too narrow aisles of The Health and Harmony Food Store—when I say, Excuse me, to the woman and her cart of organic chicken and green grapes she pulls the cart not quite far back enough for me to pass, and a small mob in me begins picking up the fruit to throw. So many kingdoms, and in each kingdom, so many people: the disinherited son, the corrupt counselor, the courtesan, the fool. And so many gods—arguing among themselves, over toast, through the lunch salad and on into the long hours of the mild spring afternoon—I’m the god. No, I’m the god. No, I’m the god. I can hardly hear myself over their muttering. How can I discipline my army? They’re exhausted and want more money. How can I disarm when my enemy seems so intent?

QUESTIONS TO IDENTIFY AND DIFFUSE DEAL-KILLING ISSUES Internal negotiating influence often sits with the people who are most comfortable with things as they are. Change may make them look as if they haven’t been doing their job. Your dilemma in such a negotiation is how to make them look good in the face of that change. You’ll be tempted to concentrate on money, but put that aside for now. A surprisingly high percentage of negotiations hinge on something outside dollars and cents. Often they have more to do with self-esteem, status, autonomy, and other nonfinancial needs. Think about their perceived losses. Never forget that a loss stings at least twice as much as an equivalent gain. For example, the guy across the table may be hesitating to install the new accounting system he needs (and you are selling) because he doesn’t want to screw anything up before his annual review in four months’ time. Instead of lowering your price, you can offer to help impress his boss, and do it safely, by promising to finish the installation in ninety days, guaranteed.

Anyone familiar with the darker side of life understands that a man who has lost his shadow is like a woman with a dark past who marries: no one is more loyal, because she knows how much is at stake. Whispered words like moans sliding over naked skin. It was in such places that you learned the philosophy of the different races: the melancholy Italians, suspicious Jews, Brutal Germans, and stubborn Spaniards, intoxicated with envy and murderous pride. The spiteful resentment that we women often resort to when we are in pain. Elegance could be acquired through money, education, hard work and intelligence. Doubt is what keeps people young. Certainty is like a malignant virus that infects us as we get older. Spain: that sad, embittered country, reeking of the sacristy and run by black marketeers and mediocre ruffians. The paradise of envy, barbarity and treachery. One of those men who use others as a pretext to talk about themselves. How flimsy the ties are that prevent human beings from lying or betraying. Women are the only worthwhile temptation. Everything else is negotiable. After all, like the rest of womankind, she only needed persuading.

Did you hook up with your girlfriend yet?" "No. But I have high hopes for that. Assuming I can stay alive." "High hopes for what?" "Our relationship." "Why?" she asks. "What's changed between then and now?" This is one of these utterly simple and obvious questions that is irritating because Hiro's not sure of the answer. "Well, I think I figured out what she was doing -- why she came here." Another simple and obvious question. "So, I feel like I understand her now." "You do?" "Yeah, well, sort of." "And is that supposed to be a good thing?" "Well, sure." "Hiro, you are such a geek. She's a woman, you're a dude. You're not supposed to understand her. That's not what she's after." "Well, what is she after, do you suppose -- keeping in mind that you've never actually met the woman, and that you're going out with Raven?" "She doesn't want you to understand her. She knows that's impossible. She just wants you to understand yourself. Everything else is negotiable." "You figure?" "Yeah. Definitely." "What makes you think I don't understand myself?" "It's just obvious. You're a really smart hacker and the greatest sword fighter in the world -- and you're delivering pizzas and promoting concerts that you don't make any money off of. How do you expect her to --

All negotiations are defined by a network of subterranean desires and needs. Don’t let yourself be fooled by the surface. Once you know that the Haitian kidnappers just want party money, you will be miles better prepared. ■​Splitting the difference is wearing one black and one brown shoe, so don’t compromise. Meeting halfway often leads to bad deals for both sides. ■​Approaching deadlines entice people to rush the negotiating process and do impulsive things that are against their best interests. ■​The F-word—“Fair”—is an emotional term people usually exploit to put the other side on the defensive and gain concessions. When your counterpart drops the F-bomb, don’t get suckered into a concession. Instead, ask them to explain how you’re mistreating them. ■​You can bend your counterpart’s reality by anchoring his starting point. Before you make an offer, emotionally anchor them by saying how bad it will be. When you get to numbers, set an extreme anchor to make your “real” offer seem reasonable, or use a range to seem less aggressive. The real value of anything depends on what vantage point you’re looking at it from. ■​People will take more risks to avoid a loss than to realize a gain. Make sure your counterpart sees that there is something to lose by inaction.

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.

As a candidate, Trump’s praise of Putin had been a steady theme. In the White House, his fidelity to Russia’s president had continued, even as he lambasted other world leaders, turned on aides and allies, fired the head of the FBI, bawled out his attorney general, and defenestrated his chief ideologue, Steve Bannon. It was Steele’s dossier that offered a compelling explanation for Trump’s unusual constancy vis-à-vis Russia. First, there was Moscow’s kompromat operation against Trump going back three decades, to the Kryuchkov era. If Trump had indulged in compromising behavior, Putin knew of it. Second, there was the money: the cash from Russia that had gone into Trump’s real estate ventures. The prospect of a lucrative deal in Moscow to build a hotel and tower, a project that was still being negotiated as candidate Trump addressed adoring crowds. And then there were the loans. These had helped rescue Trump after 2008. They had come from a bank that was simultaneously laundering billions of dollars of Russian money. Finally, there was the possibility that the president had other financial connections to Moscow, as yet undisclosed, but perhaps hinted at by his missing tax returns. Together, these factors appeared to place Trump under some sort of obligation. One possible manifestation of this was the president’s courting of Putin in Hamburg. Another was the composition of his campaign team and government, especially in its first iteration. Wherever you looked there was a Russian trace.

Sensing the potential donor’s growing frustration, and wanting to end on a positive note so that they might be able to meet again, my student used another label. “It seems that you are really passionate about this gift and want to find the right project reflecting the opportunities and life-changing experiences the Girl Scouts gave you.” And with that, this “difficult” woman signed a check without even picking a specific project. “You understand me,” she said as she got up to leave. “I trust you’ll find the right project.” Fear of her money being misappropriated was the presenting dynamic that the first label uncovered. But the second label uncovered the underlying dynamic—her very presence in the office was driven by very specific memories of being a little Girl Scout and how it changed her life. The obstacle here wasn’t finding the right match for the woman. It wasn’t that she was this highly finicky, hard-to-please donor. The real obstacle was that this woman needed to feel that she was understood, that the person handling her money knew why she was in that office and understood the memories that were driving her actions. That’s why labels are so powerful and so potentially transformative to the state of any conversation. By digging beneath what seems like a mountain of quibbles, details, and logistics, labels help to uncover and identify the primary emotion driving almost all of your counterpart’s behavior, the emotion that, once acknowledged, seems to miraculously solve everything else.

To be precise, you and I pay government lawyers to fight as hard as they can to get as much Aboriginal land as possible and to give as little as possible in return. They act like rapacious divorce lawyers. Why? We must ask ourselves why they are doing this for us. First, our governments seem to be arguing that these negotiations are all about saving the taxpayer money. This is lunacy. You don’t save money by dragging out complex legal negotiations for twenty-five years. Protracted legal battles are the equivalent of throwing taxpayers’ money away. And you force Canadian citizens – Aboriginals – to waste their own money and their lives on unnecessary battles. Second, our governments more or less argue that a few thousand or a few hundred Aboriginals shouldn’t have control over land that might have great timber or mineral or energy value. They argue as if it were all about the interests of a few thousand Aboriginals versus that of millions of Canadians. As if the Aboriginals were invaders come to steal our land. The question we should be asking is quite different. If there is value in these territories, don’t you want it controlled by Canadians who feel strongly that this is their land? By people who want to live there and want their children and grandchildren to live there? Surely they are the people most likely to do a good long-term job at managing the land. And why shouldn’t they profit from it? Wouldn’t that be a good thing? Is there any reason why Canadians living in the interior and in the north should profit less than urban Canadians do in the south? And if those Canadians are Aboriginal, is there some reason why they should profit less than non-Aboriginals?

When Robert Livingston, one of the American plenipotentiaries, asked the French negotiators precisely where the Purchase territories extended north-westwards, since very few Europeans, let alone cartographers, had ever set foot there, he was told that they included whatever France had bought off Spain in 1800, but beyond that they simply didn’t know. ‘If an obscurity did not already exist,’ Napoleon advised, ‘it would perhaps be a good policy to put one there.’98 The deal was done after nearly three weeks of tough haggling in Paris with Livingston and his fellow negotiator James Monroe, all conducted against the backdrop of the deteriorating situation over Amiens, and was concluded only days before the resumption of war. The financing was arranged via the Anglo-Dutch merchant banks Barings Brothers and Hopes, which in effect bought Louisiana from France and sold it on to the United States for $11.25 million of 6 per cent American bonds, meaning that the American government did not have to provide the capital immediately.99 As a result, Barings were paying Napoleon 2 million francs a month even when Britain was at war with France. When the prime minister, Henry Addington, asked the bank to cease the remittances Barings agreed, but Hopes, based on the continent, continued to pay and were backed by Barings – so Napoleon got his money and Barings and Hopes made nearly $3 million from the deal. ‘We have lived long,’ said Livingston when the deal was concluded, ‘but this is the noblest work of our whole lives. The treaty which we have just signed has not been obtained by art or dictated by force; equally advantageous to the two contracting parties, it will change vast solitudes into flourishing districts. From this day the United States take their place among the powers of first rank.

Last night, as I was sleeping, I dreamt—marvellous error!— that I had a beehive here inside my heart. And the golden bees were making white cones and sweet honey from my old failures. Antonio Machado, “Last Night” (translated by Robert Bly) I once heard someone ask for the definition of adult. I can’t remember where I was, or who the speaker was who answered the question, but I’ll never forget the answer: “Adult means choice.” As children, most of us had little or no say in most matters. My generation was taught that children should be seen and not heard. We were told to “do as I say, not as I do.” We didn’t have a “vote” in family matters because we were “just children.” Picture this scenario if you will. Five-year-old Jerry has just received his umpteenth whipping or scolding. He turns to his parents and says, “You know, Mom and Dad, I choose not to be abused anymore. I’ll be taking the car keys, withdrawing some money from our joint account, and moving to Florida to live with Grandma and Grandpa. When you both start acting like adults, give me a call, and we’ll discuss the conditions of my return. We’ll see if we can settle on a mutual arrangement where you two stay adult as much of the time as possible, and I’ll be a kid who learns how to make healthy choices by being disciplined instead of punished. We’ll negotiate how you will set healthy boundaries so I can learn to do the same. For now, I’ll be seeing you. Don’t forget to write. And don’t forget to read John Lee’s book on regression. I’m too young, but you’re not.” As children, we did not have the choice of laying down the law for our frequently regressing parents. But as adults we can certainly choose to draw our boundaries and express our needs in all of our relationships as adults—not only with our parents, but also with our spouses, friends, colleagues, and acquaintances.

The Thirty-three Rules • Every negotiation is an agreement between two or more parties with all parties having the right to veto—the right to say “no.” • Your job is not to be liked. It is to be respected and effective. • Results are not valid goals. • Money has nothing to do with a valid mission and purpose. • Never, ever, spill your beans in the lobby—or anywhere else. • Never enter a negotiation—never make a phone call—without a valid agenda. • The only valid goals are those you can control: behavior and activity. • Mission and purpose must be set in the adversary’s world; our world must be secondary. • Spend maximum time on payside activity and minimum time on nonpayside activity. • You do not need it. You only want it. • No saving. You cannot save the adversary. • Only one person in a negotiation can feel okay. That person is the adversary. • All action—all decision—begins with vision. Without vision, there is no action. • Always show respect to the blocker. • All agreements must be clarified point by point and sealed three times (using 3+). • The clearer the picture of pain, the easier the decision-making process. • The value of the negotiation increases by multiples as time, energy, money, and emotion are spent. • No talking. • Let the adversary save face at all times. • The greatest presentation you will ever give is the one your adversary will never see. • A negotiation is only over when we want it to be over. • “No” is good, “yes” is bad, “maybe” is worse. • Absolutely no closing. • Dance with the tiger. • Our greatest strength is our greatest weakness (Emerson). • Paint the pain. • Mission and purpose drive everything. • Decisions are 100 percent emotional. • Interrogative-led questions drive vision. • Nurture. • No assumptions. No expectations. Only blank slate. • Who are the decision makers? Do you know all of them? • Pay forward.

He missed the women he’d never get to sleep with. On the other side of the room, tantalizing at the next table, that miracle passing by the taqueria window giving serious wake. They wore too much make up or projected complex emotions onto small animals, smiled exactly so, took his side when no one else would, listened when no one else cared to. They were old money or fretted over ludicrously improbable economic disasters, teetotaled or drank like sailors, pecked like baby birds at his lips or ate him up greedily. They carried slim vocabularies or stooped to conquer in the wordsmith board games he never got the hang of. They were all gone, these faceless unknowables his life’s curator had been saving for just the right moment, to impart a lesson he’d probably never learn. He missed pussies that were raring to go when he slipped a hand beneath the elastic rim of the night-out underwear and he missed tentative but coaxable recesses, stubbled armpits and whorled ankle coins, birthmarks on the ass shaped like Ohio, said resemblance he had to be informed of because he didn’t know what Ohio look like. The size. They were sweet-eyed or sad-eyed or so successful in commanding their inner turbulence so that he could not see the shadows. Flaking toenail polish and the passing remark about the scent of a nouveau cream that initiated a monologue about its provenance, special ingredients, magic powers, and dominance over all the other creams. The alien dent impressed by a freshly removed bra strap, a garment fancy or not fancy but unleashing big or small breasts either way. He liked big breasts and he liked small breasts; small breasts were just another way of doing breasts. Brains a plus but negotiable. Especially at 3:00am, downtown. A fine fur tracing an earlobe, moles at exactly the right spot, imperfections in their divine coordination. He missed the dead he’d never lose himself in, be surprised by, disappointed in.

The population, who are, ultimately, indifferent to public affairs and even to their own interests, negotiate this indifference with an equally spectral partner and one that is similarly indifferent to its own will: the government [Ie pouvoir] . This game between zombies may stabilize in the long term. The Year 2000 will not take place in that an era of indifference to time itself - and therefore to the symbolic term of the millennium - will be ushered in by negotiation. Nowadays, you have to go straight from money to money, telegraphically so to speak, by direct transfer (that is the viral side of the matter). A viral revolution, then, more akin to the Glass Bead Game than to the steam engine, and admirably personified in Bernard Tapie's playboy face. For the look of money is reflected in faces. Gone are the hideous old capitalists, the old-style industrial barons wearing the masks of the suffering they have inflicted. Now there are only dashing playboys, sporty and sexual, true knights of industry, wearing the mask of the happiness they spread all around themselves. The world put on a show of despair after 1968. It's been putting on a big show of hope since 1980. No more tears, alright? Reaganite optimism, the pump ing up of the dollar. Fabius's glossy new look. Patriotic conviviality. Reluctance prohibited. The old pessimism was produced by the idea that things were getting worse and worse. The new pessimism is produced by the fact that everything is getting better and better. Supercooled euphoria. Controlled anaesthesia. I should like to see the equivalent of Bernard Tapie in the world of business emerge in the world of concepts. Buying up failing concepts, swallowing them up, dusting them off (firing all the deadbeats who are in the way), putting them back into circulation with a dynamic virginity, sending them shooting up on the Stock Exchange and then abandoning them afterwards like dogs. Some people do this very well. It is perhaps better to save tired concepts by maintaining them in a super cooled state like unemployed labour, or locking them away in interactive data banks kept alive on a respirator.

Regret can improve decisions. To begin understanding regret’s ameliorative properties, imagine the following scenario. During the pandemic of 2020–21, you hastily purchased a guitar, but you never got around to playing it. Now it’s taking up space in your apartment—and you could use a little cash. So, you decide to sell it. As luck would have it, your neighbor Maria is in the market for a used guitar. She asks how much you want for your instrument. Suppose you bought the guitar for $500. (It’s acoustic.) No way you can charge Maria that much for a used item. It would be great to get $300, but that seems steep. So, you suggest $225 with the plan to settle for $200. When Maria hears your $225 price, she accepts instantly, then hands you your money. Are you feeling regret? Probably. Many people do, even more so in situations with stakes greater than the sale of a used guitar. When others accept our first offer without hesitation or pushback, we often kick ourselves for not asking for more.[2] However, acknowledging one’s regrets in such situations—inviting, rather than repelling, this aversive emotion—can improve our decisions in the future. For example, in 2002, Adam Galinsky, now at Columbia University, and three other social psychologists studied negotiators who’d had their first offer accepted. They asked these negotiators to rate how much better they could have done if only they’d made a higher offer. The more they regretted their decision, the more time they spent preparing for a subsequent negotiation.[3] A related study by Galinsky, University of California, Berkeley’s, Laura Kray, and Ohio University’s Keith Markman found that when people look back at previous negotiations and think about what they regretted not doing—for example, not extending a strong first offer—they made better decisions in later negotiations. What’s more, these regret-enhanced decisions spread the benefits widely. During their subsequent encounters, regretful negotiators expanded the size of the pie and secured themselves a larger slice. The very act of contemplating what they hadn’t done previously widened the possibilities of what they could do next and provided a script for future interactions.[4]

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:

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?

Sater was confident he could arrange everything. On November 3, 2015, he wrote to Cohen: I will get Putin on this program and we will get Donald elected. We both know that no one else knows how to pull this off without stupidity or greed getting in the way. I know how to play it and we will get this done. Buddy our boy can become President of the USA and we can engineer it. I will get all of Putins team to buy in on this, I will manage this process. We don’t have Cohen’s reply. But the emails lay out Sater’s plan for glory—a ribbon-cutting ceremony in Moscow and praise from Putin of Trump’s peerless business skills. To achieve this, Sater said he could show video clips to his Russian contacts of Trump speaking glowingly of Russia: “If he [Putin] says it, we own this election. America’s most difficult adversary agreeing that Donald was a good guy to negotiate.

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.

Talking about money makes most people feel uncomfortable. We women need to get over it.

I heard this story of someone who does this in MLM. If he's talking to someone who is “cold”, he never, EVER starts by saying he's in “MLM” or network marketing. Instead, he talks about how unstable the economy and job market is. Then he discusses how pensions and government programs are unreliable and bankrupt. Next he suggests real financial security comes only from having a business. And if you lack experience, a franchise is ideal, since they usually offer support and a proven “paint by numbers” system. But franchises cost money and take time. So the next best thing is MLM—which can be done cheaply part time. And since most new MLM company's fail, it's best to join one that's been around a while, like his... See how that works?

Cardinal Schuster and Monsignor Bicchierai had long been among the most prominent clerical supporters of fascism in Italy, according to SS Colonel Eugen Dollmann, who handled negotiations with the Vatican for the SS during the last days of the war.

Since time immemorial, the issue of money has been an uncomfortable one. Notice that your friends would rather talk about what they do for a living instead of how much money they make for a living, or that during family reunions and social get-togethers, your relatives — and you yourself — avoid the topic of job salaries like the plague.

There are cases when the company can’t compensate you monetarily, so be prepared with a plan B: You may want to opt for additional vacation leave days, a bigger medical allowance, shares of the company’s stock, and other perks and benefits instead. When you approach the negotiating table, do so with an open mind and don’t focus solely on money.

The first thing to say about money is that if the salary range is stated in the job ad, and is not enough for you, then don’t apply. You should not plan to get an offer and then start negotiating. As the hiring firm sees it, those negotiations were concluded when you applied for the job. You’d be livid if they dropped the salary offer after putting it into the ad, so why do the same thing to them in reverse?

worse was dealing with creditors who did not really want their money back. Negotiating with them, trying to reason with them, was like negotiating a peace treaty with generals hell-bent on continuing a war safe in the knowledge that they, their sons and their daughters are out of harm’s way.

There are many small charges that are tacked on to your monthly bill statements, such as credit cards, cable, Internet, utilities, and ATM fees. All of them seem like a small amount, but when you add them up, the total amount wasted each month can be startling. They are the proverbial death of a thousand cuts. By creating a monthly habit to review these bills, you can identify opportunities to reduce or eliminate your recurring expenditures. Description: Once a month, go through each statement and highlight any questionable item. Also, if you feel that you’re spending too much money in a specific category, then earmark that expenditure. You’ll call this company and negotiate a lower price, which we’ll talk about next.

At the 2002 International AIDS Conference in Barcelona, Bill had a conversation with Nelson Mandela about the urgent need to lower the price of HIV/AIDS drugs in Africa and across the world. Bill figured he was well positioned to help, so he began negotiating agreements with drugmakers and governments to lower medicine prices dramatically and to raise the money to pay for it. It worked. More than 11.5 million people in more than seventy countries now have access to cheaper HIV/AIDS treatment. Right now, out of everyone being kept alive by these drugs in developing countries around the world, more than half the adults and 75 percent of the children are benefiting from the Clinton Foundation’s work.