- Seriously interesting article on Calouste Gulbenkian and negotiating.
- If you haven’t heard of him he was the richest man in the world in the 1950s by virtue of negotiating “5%” royalties on Middle Eastern (especially Iraqi) oil developed by western companies.
- Lessons include never put all demands upfront but make demands step by step, often right at the last moment.
- Make agreements so complex that non one will dispute them later.
