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W A I T F O R T H E R I G H T P I T C H

When the best players approach the ball, they stay continuously
focused, like big cats waiting for the precise moment to strike.
When the time is right, they lash out with all their power and
strength. The sound of a racket hitting the ball is electric; it
thrills the crowd.
Comics are also masters of timing, using pauses, shrugs, ges-
tures, looks, glances, walks, and movements to make us laugh.
Without uttering a single word, they can have you laughing hys-
terically. It’s a major part of their art.
When I’m in negotiations, especially if I really want some-
thing, I often use timing to get an edge. One of my tactics is to
lay back and act as if I’m not sure whether I want the deal or not.
This throws off the competition and gives me more time to assess
exactly what I want and how to get it. When I hold back, I ask
myself, “Why do I want this deal?” “How much do I want it?”
“What is motivating me?”
Interestingly, my answers to these questions usually help me
determine if, when, and how I should make my move. Waiting

Donald J. Trump playing tennis at the Mar-a-Lago club, Palm Beach, Florida.
Photo courtesy of the Trump Organization.
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