Terry Hird is a professional negotiator in Silicon Valley who enjoys teaching others the craft. Arranging a time to interview him by phone didn’t involve a lot of back and forth. It was a take it or leave it proposition.

Well, not really, I suppose I could have held out for an in-person meeting and then I would have been obliged to accept his location. That’s the thing about negotiations – you have to know when to press for what matters to you and be very selective about it. We agreed I would call him, but I’m no pushover.

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