you can’t play scared. You can’t be afraid of how you look. You can’t be afraid someone will walk away because of what you do or don’t do. You have to play smart. And so I decide to check back: I’m not really doing much freelance work these days, I respond. I’m working on my next book. Not a refusal, but something that leaves the action open. Turn the decision momentum so that the power of position is on my side. Do nothing without first gauging my opponent’s reaction. Reveal nothing about the strength of my hand until I have to. A day later, I receive another email: What if we paid you more
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