Each tool in this chapter is subtle. Each requires only small changes in what you say in a negotiation. You don’t have to use all these tools at once. Try one or two of them. Practice them. Build some confidence, and get results. Then try something else. But remember the watchword of this chapter, immortalized by Professor Godbole in David Lean’s film A Passage to India: One cannot tell anyone anything unless they are ready to hear it.
