November 2000
Beginner
320 pages
7h 49m
English
Content preview from Secrets of Power NegotiatingBecome an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
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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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