CHAPTER 1
YOU TALK TO PEOPLE FOR A LIVING?
Courage is what it takes to stand up and speak; courage is also what it takes to sit down and listen.
—JOSEPH A. LEFANTE
I LIKE TO START resolution discussions by telling people that logic, reason, and rationale are their worst tools. They all laugh. They’ve already tried them, and they haven’t worked.
Most of my deals start with people saying they want $100 million and the defendant saying, “Here’s ten grand, and go away.” Then both sides argue their points, trying to prove how right they are. Never in the history of the game has one side said to the other, “You’re right, I didn’t analyze the situation ...
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