A large ocean liner was headed across the Atlantic fromPortsmouth to New York. As it neared its destination at night, a lookout onthe wing of the bridge reported, ‘Light, bearing on the starboardbow.’‘Is it steady or moving astern?’ the captain called out

Whenconflict becomes a win-lose contest in our minds, we immediately try to win.

The wicked are not always clever, nor are dictators always right.

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

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

Informationis a negotiator's greatest weapon.

When I dare to be powerful, to use my strength in theservice of my vision, then it becomes less and less important whether I amafraid.

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

Power is no blessing in itself, except when it is used toprotect the innocent.

Kindwords can be short and easy to speak, but their echoes are truly endless.

Onelearns by doing the thing; for though you think you know it, you have nocertainty until you try.

No pillow is as soft as clear conscience.