The art of negotiation.
By Debra Phillips
Clarence Darrow knew just how to throw off adversaries during negotiations. What the famous lawyer would do--unbeknownst to said adversaries, of course--is place a thin wire through his cigars to keep the ashes from falling to the floor. Bewildered by the trick, Darrow's opponents were left not fully concentrating.
OK, this isn't exactly a widely hailed deal-making strategy--but it worked. And, as pointed out in lawyer Marc Diener's immensely readable Deal Power: 6 Foolproof Steps To Making Deals of Any Size (Henry Holt and Co. Inc., $9.95 paper), deal-making isn't just a science--it's an art.
Which isn't to suggest there aren't guideposts to point you in the right direction--and this is Deal Power's role. Diener's self-created system aims to make Darrows out of the rest of us mere mortals.
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