I had tried to be as honest as I could about the worst possible results. They weren’t good, but neither were they unbearable—certainly not bad enough to get upset about. Then I asked myself, “What’s the best that could happen?” Again the answer was clear: I could win 6–0, 6–0. “Then what?” “I’d have to play another match, and then another until I w

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These problems are even bigger when you have sellers who, by temperament, don’t like to let go of a possible sale until the bitter end. Sellers are gritty by nature. That attitude, similar to poker players who won’t want to fold a hand as long as there is any chance of winning it, gives you the peace of mind that you never have to give up on anythi

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