This is one of my all time favorite business books. Great summary.
"Be the one who writes the contract." and the Higher Authority gambit are a favorite among VC's.
Also, suggesting something is standard is very popular among VC's and isn't in this book. It works in many spheres. A friend leases parking from the city outside her building. She clamps wheels if you park in a bay without permission and charges $400 for release. She was getting a lot of people complaining about the price. So I told her to say "It's standard", and it worked like a charm. Many more clampees paid up without complaint.
"Be the one who writes the contract." and the Higher Authority gambit are a favorite among VC's.
Also, suggesting something is standard is very popular among VC's and isn't in this book. It works in many spheres. A friend leases parking from the city outside her building. She clamps wheels if you park in a bay without permission and charges $400 for release. She was getting a lot of people complaining about the price. So I told her to say "It's standard", and it worked like a charm. Many more clampees paid up without complaint.