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Secrets of Power Negotiating by Roger Dawson

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Section ThreeNegotiating Pressure Points

Louis (Satchmo) Armstrong used to tell this story about his early days as a musician: “One night this big, bad-ass hood crashes my dressing room in Chicago and instructs me that I will open in such-and-such a club in New York the next night. I tell him I got this Chicago engagement and don’t plan no traveling, and I turn my back on him to show I’m so cool. Then I hear this sound: SNAP! CLICK! I turn around, and he has pulled this vast revolver on me and cocked it. Jesus, it looks like a cannon and sounds like death! So I look down at that steel and say, Well, maybe I do open in New York tomorrow.’” As Al Capone once said, “You can get much farther with a kind word and a gun than you can with a kind word ...

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