Chapter 20

Seek to trust

So you find yourself in a negotiation and the guy on the other side of the table has horns, cloven feet and a tail and there is a slight whiff of brimstone in the air. You say, ‘So that’s agreed, then?’ and he replies ‘Certainly, it’s a pleasure doing business with you’ and bursts into an evil cackle. With your hand shielding your mouth, you lean over to your colleague and whisper, ‘There’s something about him that I don’t fully trust.’

When it comes to win–win, trust is a key question.

And some people are harder to trust than others. Michael Milken was famously dubbed the ‘Junk Bond King’ and was the most successful financier on Wall Street in the 1980s. In 1986, Fred Joseph, the chief executive of Drexel, Milken’s ...

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