The flea has established to his own satisfaction the elephant’s urgent need. • The flea has learned to ignore flattery. • The flea has learned that an elephant cannot be your friend in negotiations. • The flea has learned he is not a good negotiator. • The flea has learned to “empty” himself and make himself believe he does not care. • The flea has overcome his lack of skill by setting a price he will not deviate from. • The flea has hardened his heart and has walked away when the price was not met. • The flea has introduced a rogue element (the trade magazine) into the negotiations. • The
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