One of the things that we know is important in all negotiations is the good faith. And to that you often add actually a dose of guilt sometimes. So, help us understand what you mean by that. >> You know, Barry, good faith is a foundation I think of life. And we've really got to be able, and I've got a, one of my most interesting negotiations, a very small one which I'm gonna give you, shows a classic example of the advantage of good faith and you showing it. And also the fact that the guilt of the other person, how you end up making arrangement of the deal. Many years ago I was the co-captain of the Oxford ice hockey team and we rented a bus to go to all our matches and to the final match. And I arranged a contract with the bus company that we would get all the things paid, we would get all the bus service, but we would pay at the end. So, on about the fourth match, I got on the bus and the bus driver said sorry we're not going anywhere until I get a check for the amount of all your bus things. I said well, hold, that's not fair. We have an agreement that says that we're supposed to pay at the end. Said, look, I don't care, I'm not going to your match, I know it's an important match for you, unless you give me a check. So I said look, here's a check. So I wrote the check out, I gave it to him. We played the match, we actually won the game. All the other members of the team were out having a beer, and I decided I'd go out to the bus to talk to the bus driver. So I walked out to the bus driver, and I said, do you believe in good guys and bad guys? He says, of course, I wanna be a good guy. I said, you really wanna be a good guy in life, don't you? And he says, yes I wanna be a good guy. I said well, let's take a situation. So I'm a good guy, like you are, and I sign a contract with your company saying that I pay at the end. However, somebody, can't be a good guy, a bad guy comes in and says no no I want you to pay now and sort of, basically, >> Holds you up >> Blackmails me to pay that. So that person would have to be a bad guy. And you don't wanna be a bad guy do you. >> Yeah. >> He says of course I don't want to be a bad guy. I said well look I can help you. The only solution you have to not be a bad guy is to take that check out of your pocket and rip it up in front of me. And sure enough he didn't want to be a bad guy he took the check out and ripped it up in front of me. So there's a classic example of showing good faith, showing the importance of good faith and showing somebody doesn't wanna get in that trap of guilt. >> Sure. >> And how it came together, and we got the deal we wanted. And we've used that a lot, and I think it's very important, a good thing. For example, one of the reasons the negotiations with Greece recently, in the Euro crisis in Greece, were difficult is that the person who was the Prime Minister, who's actually authorizing a referendum, and every time I've ever seen a referendum is authorized by the party who wants to do something positive to pass a positive resolution in front of the people in a referendum. And what happened is the person giving the referendum actually was saying, but I want you to vote against it. And that showed I think for the Germans and other people some terribly bad faith. And that caused several weeks of extra negotiations.
