Duringa negotiation, it would be wise not to take anything personally. If you leavepersonalities out of it, you will be able to see opportunities moreobjectively.
There are questions of real power and then there arequestions of phony authority. You have to break through the phony authorityto begin to fight the real questions of power.
The ear tends to be lazy, craves the familiar and is shocked by the unexpected; the eye, on the other hand, tends to be impatient, craves the novel and is bored by repetition.
