Epilogue: One Year Later

Jay’s continued coaching via telephone conversations with Dr. Pat had made him a truly proficient negotiator. Just as valuable as the negotiation skills he learned was his newfound commitment to continue studying his craft. With his coach’s guidance, he was even able to get the powers that be at MGB into a collaborative posture, resulting in one of the biggest installations in XL history.

Other prospects were being advanced in more productive directions with his and his team’s ongoing use of the One Minute Drill. Jay and Cathy had turned what was a competitive beginning into an amenable working relationship, and then a highly collaborative one. Jay had even come to realize that she and he were in the correct positions ...

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