Night is the blotting paper of many sorrows.

Youdon't drown by falling in the water. You drown by staying there. Anonymous Agood deal is a state of mind.

Keepthings informal. Talking is the natural way to do business. Writing is greatfor keeping records and putting down details, but talk generates ideas. Greatthings come from our luncheon meetings which consist of a sandwich, a cup ofsoup, and a good idea

We think too small. Like the frog at the bottom of the well. He thinks the sky is only as big as the top of the well. If he surfaced, he would have an entirely different view.

Power never takes a back step only in the face of morepower.

Power concedes nothing without a demand. It never did andit never will.

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

Thecompromise will always be more expensive than either of the suggestions it iscompromising.

A cup is useful only when it is empty; and a mind that is filled with beliefs, with dogmas, with assertions, with quotations, is really an uncreative mind.

What wesee depends mainly on what we look for.

One whodoes not look ahead remains behind.

Let usnever negotiate out of fear. But let us never fear to negotiate.