"During negotiations and games, there is a concept called 'the golden window for maximizing gains through initiative.' Simply put, in any negotiation or game, the time during which you hold the greatest initiative is limited."
"You must use that time to seize as much benefit as possible with your initiative. Once you miss it, hesitating and holding back when you could have maximized your gains means the negotiation has already failed."
Inside the cottage beyond the woods, Bruce drew on the tabletop with his finger, explaining in the simplest possible terms why he had advised Hal to make an outrageous demand.
"If two sides are negotiating a price, the moment you throw out the most advantageous Chip in your hand is often when your initiative is at its greatest. The other side will be tempted by your Chip. That is an emotional judgment, but as time passes, reason gradually takes the upper hand."
"Take advantage of that instant of temptation and propose the terms most favorable to yourself before their reason returns. Even if they bargain you down afterward, the final result will still benefit you."
"Right now, the new interest groups want to shake the old military-industrial complex's position, so they want to cooperate with you. The European countries are unwilling to keep being harvested, yet they are pessimistic about a future where they cannot carve up the Soviet Union. This is exactly when their emotions are running high. No matter how outrageous your demands are, there is room for negotiation."
Bruce's analysis was clear and his examples easy to understand. Hal nodded, feeling that he had a point, and Bruce added,
"The CIA has supported quite a few proxies abroad. Many of them know perfectly well what the consequences of acting as compradors or outright selling out their