Thecorrect strategy for Americans negotiating with Japanese or other foreignclients is a Japanese strategy:ask questions. When you think you understand, ask more questions. Carefullyfeel for pressure points.If an impasse is reached, don't pressure. Sugges
Peoplewho are too concerned with how well they are doing will be less successfuland feel less competent than those who focus on the task itself... Somepsychologists call it a conflict between egoorientation,or between extrinsic and intrinsic motivation…
You can have power over people as long as you don't takeeverything away from them. But when you've robbed a man of everything, he'sno longer in your power.
Theterm up has no meaning apart from the word down. The term fasthas no meaning apart from the term slow. In addition, such termshave no meaning even when used together, except when confined to a veryparticular situation... most of our language about the
The mostintense conflicts, if overcome, leave behind a sense of security and calmthat is not easily disturbed. It is just these intense conflicts and theirconflagration which are needed to produce valuable and lasting results.