I love really loud music. My favorite music in the world is built upon that necessity for volume. But at the same time, I think there's something very unsettling and intense about quiet music. There are definitely periods when I just want to whisper. I want people to lean in and get closer to me.
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When people have to pitch a story, not a fifty page business case, and justify why their ideas deserve another few million dollars, they suddenly start thinking like founders instead of managers.
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To have a successful negotiation, you really need three elements. You need two parties who are willing and able and are prepared to use diplomacy, not to browbeat or to issue demands for each side, but to actually create some sort of balance of interest. Number two, you need a shared sense of urgency. And finally, you need an end product, some agreement, some deal, text.
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