One CEO's company was locked in a struggle with a state agency over the purchase of a large tract of forest land. Rather than just leaving the matter to lawyers, the CEO made an appointment with the head of the agency.
At the meeting, the agency head launched a tirade of complaints about the CEO's company, and how the land needed to be conserved rather than developed. The CEO simply listened attentively for fifteen minutes. By then, he saw, his company's needs and those of the agency could be made compatible. He proposed a compromise where the company would develop only a small portion of the tract, and put the rest into a conservation trust for perpetual protection.
The meeting ended with the two shaking hands on a deal.
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