Here are three steps to being more influential: 1. Change the way you think about how people think. 2. Understand an important driver of influence: reciprocity. 3. Do a better job of listening, not a better job of making your case.

Some of Tim’s strategies: Never dismiss anyone—You never know who might help you one day with your work. His rule was to treat everyone like they could put you on the front page of the New York Times … because someday you might meet that person. Play the long game— It’s not about finding someone who can help you right this second. It’s about establ

Here are some of the key lessons from this chapter to remember: A good negotiator prepares, going in, to be ready for possible surprises; a great negotiator aims to use her skills to reveal the surprises she is certain to find. Don’t commit to assumptions; instead, view them as hypotheses and use the negotiation to test them rigorously. People who