But you see where all of this is going.’ ‘They’re not negotiating my terms. They’re ignoring them.’ ‘That’s correct.’ ‘Shit.’ I hadn’t planned for this at all. ‘You want my advice?’ he asks. And for the first time, I really do. ‘Resubmit your terms. Don’t change a thing. Let them know that this deal isn’t moving forward until they start talking about your terms.’ ‘You think that will work?’ ‘Maybe. Maybe not. I think the terms they just offered you are pretty reasonable, to be honest. But I know that you don’t, so that’s what I think you should do about it.’ ‘Hmm.’ ‘And listen, Jake. Whatever dreams you’ve been cooking up, you need to know that after a few more go-rounds they’ll just give up on you. One minor success does not make Teddy Fields such a heavy hitter that he can just demand your involvement. They can always get Walter Russell.’ ‘Walter Russell won’t work with Fields anymore.’ ‘Don’t be so sure. Time heals all wounds. Or money does. Both are factors here.’ ‘You really. You're giving; they're giving. A fair trade. But buy them only one outfit each, and don't spend the day. Two or three hours tops."She thought about that and nodded again."Have you been to the Beverly Wilshire?" I said."I have." Did you avail yourself of their spa?" I have, not the whole nine yards but some of it." A gift for a day at the spa while you went shopping on Rodeo Drive would have neither demeaned nor insulted Maria and Terry," I said.She thought about that for a long moment. "Do you know this because you've read their minds?"I laughed. "No, I know this because the gift would give them pleasure without touching on their inadequacies. The secret of giving, Loni, is giving to strengths, not weaknesses. I didn't give Juan a job because he was homeless. I hired him because he's an artist at landscape maintenance and he'd been clean long enough for me to take a chance with him. That I eliminated his homelessness with the job was a secondary consideration. Terry and Maria are.
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