帕森斯（时代华纳Time Warner的掌门人）
这是个小生意，生活还长着呢。
谈判时，在桌子上留下一些小小的惊喜。
帕森斯：我有生以来最好的业务忠告来自Steve Ross，他曾是这家企业的老板。大约是1991年或者是1992年，我进入了华纳公司的董事会。在谈到做事的方法时，Steve对我说：“Dick，你要时时提醒自己，这是个小生意，生活还长着呢。你以后会一次又一次地遇到这些人，每次谈生意时你如何对待他们，将会在他们的心目中留下长远的印象。所以，在你谈生意时，争取留下一些小小的惊喜让每个人都高兴，而不要把桌子上的每一文钱都攥在自己手里。”
此后，这条忠告我用了一千次，一点都不夸张。企业界的大多数人不明白这一点，即使他们偶然用过一次，那也不是常事。人们通常都依赖于他们的顾问、投资银行家、律师等人，而每项个案都成了一场在谈判中压倒对手，占那么一点点便宜的战争。他们所忽略的是，顾问很快就会转向另一项交易，而你我却必须再次见面。
When you negotiate leave a little something on the table.
Parsons: The best business advice I ever received was from Steve Ross, who used to run this company. It was 1991 or 1992, and I was on the Time Warner board. When we were talking about how to get things done, Steve said to me, “Dick, always remember this is a small business and a long life. You are going to see all these guys come around and around again, so how you treat them on each individual transactionis going to make an impression in the long haul. When you do deals, leave a little something to make everyone happy instead of trying to grab every nickel off thetable.”
I’ve used that advice a thousand times since, literally. Most people in business do not follow that, though. Maybe there was a time when they did, but I don’t think most people do mow. I think people get hung up with their advisors, investment bankers,lawyers, and others, and every instance becomes a tug of war to see who can outdo the other to get the slightest little advantage on a transaction. But people don’t keep in mind that the advisors are going to move on to the next deal, while you and I are going to have to see each other again.
摘自《财富》——易激扬编译
《有甜头，有想头 2017》摄于郑州。
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