9월 10일 27~33p

Bob Woolf, the retired sports-agent superstar, essentially said to others in a negotiation, "I have one thing that's not negotiable. I demand that we meet your interests." When the other person expressed surprise, he would say something like, "The person we need to meet your interests is that if we don't meet your interests, you won't meet mine. And I'm a real selfish guy. I want my interests met."

27p

With persistence comes self-confidence : the belief that you can do it

28p

Remember, you are the least important person in the negotiation. The most important person is them. And the second most important person is a third party important to the negotiators. If you don't accept this, you won't persuade many people of anything.

33p

So the first thing you have to do is take the emotional and situational temperature of the people sitting across from you, even if you know them very well. Even if you are married to them.

33p