Themost important single ingredient in the formula of success is knowing how toget along with people.

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

When people prophesy, they generally makes the mistake of transforming the past to future.

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

You can be erudite with knowledge of others; you can be wise only with your wisdom.

If a man is prodigal, he cannot be truly generous

Learning is the property of those who fear to do disagreeable things.

Tobelieve in something, and not to live it, is dishonest.

Thesingle most powerful tool for winning a negotiation is the ability to get upand walk away from the table without a deal.

The mostdramatic conflicts are perhaps, those that take place not between men butbetween a man and himself where the arena of conflict is a solitary mind.

You grow up the day you have first real laugh - at yourself

Prepareby knowing your walk away [conditions] and by building the number ofvariables you can work with during the negotiation... you need to have a walkaway... a combination of price, terms, and deliverables that represents theleast you will accept. Witho