Ken Langone

The art of negotiating to me is to get a deal for yourself and make sure the guy you're dealing with feels he got more than he thought he was going to get or he shouldn't get.

100 times earnings to 115 times earnings.

I can't think of a deal I've done.

where I couldn't have gotten more than I got.

That's okay because the element of trust is the most precious thing in living.

If I trust my doctor that he's going to do the right thing for me, there's a better chance he's going to be more candid with me and more willing to try and help me whatever my condition is or a friendship or a marriage.

I don't care what it is.

I'll give you a for instance.

I did a deal with a guy.

I bought a company.

He was a tough negotiator.

He negotiated back and forth.

And I virtually gave in at every point.

We got done around 9.30 at night, my office.

I said, now you say, oh, I'm happy.

It couldn't be happier.

Okay.

I said, well, I'll tell you what, let's go back and I'll drop you off at the hotel and I'll pick you up in the morning.

We'll have breakfast.

We'll talk school.