Do the Walk

This week as I met with a major insurance company in New York, I thought of the joke about the German encyclopedia where all of the verbs are in the last volume. It’s a linguist’s joke. Big hit at Goethe conferences. The point is that everything comes together at the end. The punch line, that is. The punch line in negotiations is being able to walk away. But you have to mean it. You can’t bluff. You have to be able to leave the table without having accomplished anything. When I was selling cars (yet another Nine Lives story–I’ve got … Continue reading Do the Walk