No onecan persuade another to change. Each of us guards a gate of change that canonly be opened from the inside. We cannot open the gate of another, either byargument or emotional appeal.
Myfather said: you must never try to make all the money that's in a deal. Letthe other fellow make some money too, because if you have a reputation foralways making all the money, you won't have many deals.
Usenon-verbal communication to SOFTEN the hard-line position of others: S =Smile, O = Open, Posture, F = Forward Lean, T = Touch, E = Eye Contact, N =Nod.
If youare planning on doing business with someone again, don't be too tough in thenegotiations. If you're going to skin a cat, don't keep it as a house cat.
