Negotiate From Their Chair First

“Tex approached each negotiation from the other fellow's viewpoint first. What would be the best deal if you were the one being acquired? This, then, he translated so far as pos- sible into the terms that would be most advantageous to Litton. Both sides usually won, as in the example of Charlie”

“Part of Thornton's success in negotiations, too, can be traced to stamina. "Tex would just plain wear the other side out," a colleague told me. "He'd keep a bargaining session going all day and beyond midnight. Then, while the others were knocking off a few hours sleep, Tex would lie down for bodily rest only, staying awake and letting his mind sustain its fierce concentration. By breakfast time, his thinking had so far outstripped the opposition that they were glad to agree to almost anything out of groggy exhaustion."”