Onecomes to believe whatever one repeats to oneself sufficiently often, whetherthe statement be true or false. It comes to be dominating thought in one'smind.
Duringa negotiation, it would be wise not to take anything personally. If you leavepersonalities out of it, you will be able to see opportunities moreobjectively.
Neverforget the power of silence, that massively disconcerting pause which goes onand on and may at last induce an opponent to babble and backtrack nervously.
