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Eyewitness The rise and fall of Dorling Kindersley: The Inside Story of a Publishing Phenomenon by Christopher Davis

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9 – Never Negotiate with a Husky

On foreign sales trips it was better if there were two of you, or even three, to share the load and maybe work up a double act as part of a selling routine. And it was companionable after a day’s business in a foreign city to sit down and share a glass while mulling over which publisher was best suited to a particular title, which would offer the better deal, which would promote it more effectively and so on. It could be a lot of fun. But if you were travelling alone, it was an altogether more challenging experience.

One winter I went solo to Norway. The snow was thick on the ground and as the taxi drove me into Oslo from the airport in the grey winter light I felt the silence of the dark woods closing in on ...

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