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we mean business
Filed Tuesday, August 19 2003.

Every so often, you get to go into a negotiation and just lay it down. I mean, you own that puppy. You control the pacing and flow, dictate the language of discussion, deftly make moves that seem concessions yet actually push your position steadily ahead. You out-legalese their lawyer, jocularly defuse their emotion-laden contentions, and leave deeper in their good graces than you began the meeting, they with the vague sense that perhaps they came out ahead, and you with the knowledge that, most clearly and certainly, you were the one who did.