I’ve often said that business is a relay race. All team members must be fast, focused, and able to coordinate with each other. Each member has to know how to run with and pass the baton. No runner can lag behind or the entire team will suffer.

Someone who once analyzed my negotiating technique concluded that I had an advantage because I got to the point faster than everyone else. He said that while my adversaries were formulating their sentences, I had finished writing the book. I cut straight to the point because, before I speak, I map out the deal in my mind. I understand exactly what I need, what I want, how I want to proceed, and how far I’ll go.

When you watch The Apprentice, notice how candidates who present facts most succinctly stand out. This season, for example, Surya’s teammates are frustrated with him because he gives long, drawn-out explanations every time he speaks. Nobody wants to listen to five-minute discourses that could have been said in 15 or 20 seconds.

Long speeches are a red flag to my advisors and me. We don’t have time for verbose dialogues and we certainly won’t hire people who can’t promptly make their points.

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