He was the tenth son of a Boston soap maker. His father intended for him to enter the ministry but had only enough money for one year of schooling, and the profession required many. He therefore apprenticed the young man to another son, James, a printer.

Author's note: To my non-U.S. readers, I apologize for using the sport of baseball to make my points today—and during the World Cup, no less! It’s a perfect context, however, and I hope you will be able to understand the main points.

Classically, negotiations are thought to be about playing one’s hand well at the bargaining table: The right combination of resolve, nerve, and polish can get you what you want.