A fellow who looked like a banker had a uniformed porter carry his luggage (I can instantly tell if someone is a certain type of banker with minimal cues as I have physical allergies to them, even affecting my breathing). About fifteen minutes later I saw (2023)

1 - A fellow who looked like a banker had a uniformed porter carry his luggage (I can instantly tell if someone is a certain type of banker with minimal cues as I have physical allergies to them, even affecting my breathing). About fifteen minutes later I saw the banker lifting free weights at the gym, trying to replicate natural exercises using kettlebells as if he were swinging a suitcase.

2 - We can see small (or no) benefits and variations most of the time and occasional large adverse outcomes. Uncertainty can hit in a rather hard way.

3 - So knowledge grows by subtraction much more than by addition—given that what we know today might turn out to be wrong but what we know to be wrong cannot turn out to be right, at least not easily. If I spot a black swan (not capitalized), I can be quite certain that the statement “all swans are white” is wrong.

4 - I don’t know if that was his fee or whether he did it for nothing and the money was paid to someone else. But it was capitalism at work, I can tell you that.

5 - Published right as the NASDAQ achieved its all-time high during the dot-com bubble, the book served as an antidote to others, such as Dow 36,000, Dow 40,000 and Dow 100,00045 that promised prices would keep going up, instead warning investors that stocks were badly overpriced on the basis of the fundamentals. In theory, the value of a stock is a prediction of a company’s future earnings and dividends.

6 - Other villagers excoriated the women who made the announcement as unfeminine and un-African and accused them of taking money from white people to betray their Bambara ethnic group. The women were in tears for months and worried that they were sentencing their daughters to be spinsters.

7 - And finally, wealth is freedom and choice: freedom to live how you want to live, what, when, and where. Freedom from bosses, alarm clocks, and the pressures of money.

8 - “It turned out to be surprisingly easy to get our immunization rates way up and to get our asthma hospitalization rates way down,” she told me when I first visited her clinic. And yet, she explained, “I felt like we weren’t actually addressing the roots of the disparity here.

9 - If you were number one in a class where everyone went on to college, you would definitely stand out and would stand a better chance of having high SAT Subject Test scores. In reality, this percentage is used along with other factors, such as parental occupation, level of education, money spent per student in the school district (usually from the high school’s profile), to determine what obstacles the student may have faced growing up in that particular area.

10 - In rural Cambodia, an HIV diagnosis felt like a death sentence, and Neth didn’t think she had long to live. She spent days crying, and she couldn’t sleep at night.

11 - Computers have their blind spots as well, but they can avoid these failures of the imagination by at least considering all possible moves. Nevertheless, there were some bugs in Deep Blue’s inventory: not many, but a few.

12 - All this brought the hillside more prosperity and influence, and so a road was built to the village, going right by the new Dai home. Someday, there may be a statue there of the donor, or of Dai Manju—or of a muddled bank clerk.

13 - The norm for Dartmouth is to accept between fifty and one hundred students from the wait list, because, like every college, it has to account for summer attrition. The class usually loses between ten and twenty students who decide to accept another college’s offer, or who get accepted from the wait list at another college and decide to go there instead, or decide that they want to defer their admissions indefinitely because of health or personal reasons.

14 - Sunitha arranged for Abbas to be tested for HIV; she tested positive, so Sunitha is trying to find her an HIV-positive man to marry. Sunitha and Abbas both want all brothels closed down, not just regulated, and Sunitha’s voice carries growing weight in the region.

15 - We were good that night, and though we were really nervous, it was obvious to everyone that we had something. Stephen and Richie sang incredibly well, and because of the diversity of musical roots, the band had a blend of music that was largely unknown at the time.

16 - Not even the greatest musician in the world can illuminate the blinding depths of the rat race and those entrenched by its indifference. Have you become so numbed by making a living that the living has been sucked out of your life?

17 - The Golden Robust: Further, the robust here in the middle column is not equivalent to Aristotle’s “golden middle” (commonly mislabeled the “golden mean”), in the way that, say, generosity is the middle between profligacy and stinginess—it can be, but it is not necessarily so. Antifragility is desirable in general, but not always, as there are cases in which antifragility will be costly, extremely so.

18 - Twenty-five years later, it became opulent, having bounced back with a vengeance: my own house, dynamited, is now bigger than the previous version. My father, showing me the multiplication of villas in the countryside while bemoaning these nouveaux riches, calmly told me, “You, too, had you stayed here, would have become a beach bum.

19 - “Eyewitnesses: Italy Earthquake,” BBC News, April 6, 2009. http://news.bbc.co.uk/2/hi/europe/7985248.stm. 5.

20 - Business Cycle Expansions and Contractions,” National Bureau of Economic Research, http://www.nber.org/cycles.html. 32.

21 - She refused to do so, and the government fired a warning shot: Officials ordered the release of the men who had been convicted of raping her. Mukhtar collapsed in tears.

22 - You fume, shout, curse, blame yourself, your upbringing and parents who taught you to save, then shell out the $4,000. That’s a squeeze.

23 - A $4 dose of a drug called nevirapine will normally protect a baby from infection during childbirth, so this intervention has been dubbed the low-hanging fruit of public health. But even if a pregnant woman gets an AIDS test, and even if she goes to a hospital to deliver, and even if the hospital has nevirapine and the efficiency to administer it, and even if the woman is taught not to breast-feed the baby for fear of passing the virus in her milk, and even if the hospital gives the mother a free supply of infant formula and teaches her how to sterilize the bottles—even then, the system often fails.

24 - No problem; put a television near your workspace and simultaneously work your Fastlane plan while the TV does its thing. While watching countless reruns of Star Trek, boldly going where no man has gone before, I simultaneously learned how to program Web sites.

25 - Before the United Kingdom became a bureaucratic state, it was barbelled into adventurers (both economically and physically) and an aristocracy. The aristocracy didn’t really have a major role except to help keep some sense of caution while the adventurers roamed the planet in search of trading opportunities, or stayed home and tinkered with machinery.

26 - He was rushed back to the hospital where doctors discovered that somehow during the surgery he had contracted the E. coli bacteria. During the next year, he had eight surgical procedures to try to get rid of the spreading infection.

27 - In fact, this 1-in-500 estimate is a little generous, since it applied to any GDP reading below minus 2 percent, whereas the actual GDP figure of –3.3 percent was quite a bit lower than that. Although the economists did not explicitly quantify it, it can be inferred that they would have assigned only about a 1-in-2,000 chance to a GDP reading of –3.3 percent or worse.

28 - In contrast, in the United States, the lifetime risk is 1 in 4,800; in Italy, it’s 1 in 26,600; and in Ireland a woman has only 1 chance in 47,600 of dying in childbirth. So lifetime risk of maternal death is one thousand times higher in a poor country than in the West.

29 - Laboratory tests revealed that as few as one-quarter of the deaths supposedly linked to H1N1 in fact showed distinct signs of it. On the other hand, there was surely underreporting, probably by orders of magnitude, in the number of cases of H1N1.

30 - “Poe Invents the Modern Detective Story,” National Historic Site Philadelphia, National Park Service, U.S. Department of the Interior. http://www.nps.gov/edal/forteachers/upload/detective.pdf.

31 - The director would decide by himself only if he read the comments of all the readers and they seemed to push in a particular direction. For example, if the first reader rated an applicant a “P+” (Possible+) and the second reader rated a “P++” and both their comments were extremely positive, he might look over the folder (remember, he sees applicants from the entire pool, so he is better able to compare the overall quality and to enforce a constant standard) and decide to put the “green A” (Accept) on the folder and accept that student.

32 - What it did, rather, was to target the third-party companies that facilitated the movement of money into and out of the poker sites. Sure, you could play poker, the law said, in effect—but you couldn’t have any chips.

33 - He was an active pilot during the Spanish Civil War and later an active member of the French underground resistance during the Second World War. He turned out to be a bit of a mythomaniac, unnecessarily glorifying his meetings with great men and statesmen.

34 - Each piece of tape successively had a lower price, clearly crossed out so buyers could see the “price reduction,” leaving the same old price of $2.55. Now my clock was priced exactly the same, except it was presented differently.

35 - The Pittsburgh researchers think about neighborhoods when they think about disease, and so FRED is essentially a sort of SimPittsburgh—a very detailed simulation in which every person is represented by an “agent” who has a family, a social network, a place of residence, and a set of beliefs and behaviors that are consistent with her socioeconomic status. Dr. John Grefenstette, one of the scientists on the Pittsburgh team, has spent most of his life in the city and still has traces of its distinct accent.

36 - For a few years, Spiegel rotated among a group of four schools, a day here, a day there, but she liked IS 318 the best, and finally, in 2006, the principal hired her as a full-time chess teacher and as the coach of the school’s traveling chess team. In the summer of 2005, after several years of playing chess only halfheartedly, she entered, on a whim, a high-level open tournament in Phoenix.

37 - They say that allowing kids to take the test multiple times privileges the wealthy, but the SAT has been proven to favor the wealthy (starting early: better kindergartens, better resources, better opportunities for enrichment, better teachers, better school systems, better test prep, etc. )—if colleges feel that strongly that score choice favors the wealthy, the solution is not to ban score choice.

38 - So by loving the classics (“older”) I would be acting “older” than if I were interested in the “younger” medieval themes. This is a mistake similar to believing that one would turn into a cow by eating cow meat.

39 - Grit, Duckworth discovered, is only faintly related to IQ—there are smart gritty people and dumb gritty people—but at Penn, high grit scores allowed students who had entered college with relatively low college-board scores to nonetheless achieve high GPAs. At the National Spelling Bee, Duckworth found that children with high grit scores were more likely to survive to the later rounds.

40 - While one pimp unlocked the gate, the four others ran inside with a clarion call: “Visitors are here!” Our group rushed in, climbing the staircase to the first floor, but stopped dead in our tracks: Dozens of girls, no older than sixteen, with bright red lipstick, began running down the dingy hallways, disappearing into hidden rooms. The pimps kept shouting as the DMSC official told us to remain still.

41 - As we see from Table A, the number-one student in a class of between 100 and 149 students would have a CRS of 76. But if only “first decile” is reported, even this top student can get only a maximum CRS of 67, since the midpoint of the first decile is used yielding an imputed rank of 6/120, or a CRS of 67.

42 - I can look at actuarial tables and find his age-adjusted life expectancy as used by insurance companies. The table will predict that he has an extra 44 to go.

43 - But even if a pregnant woman gets an AIDS test, and even if she goes to a hospital to deliver, and even if the hospital has nevirapine and the efficiency to administer it, and even if the woman is taught not to breast-feed the baby for fear of passing the virus in her milk, and even if the hospital gives the mother a free supply of infant formula and teaches her how to sterilize the bottles—even then, the system often fails. Many women simply discard the formula in the bushes outside the hospital as they walk home.

44 - When the project finally got under way, Mazzeo introduced me to a master woodworker/artist/designer, Roger Somers, who took on the job in Sausalito, right on the San Francisco Bay. Roger was the sort of character only Mazzeo could have found.

45 - This was the idea that I set out to work on—and slowly, over the course of those long days at KPMG in 2002, PECOTA began to develop. It took the form of a giant, colorful Excel spreadsheet—fortuitously so, since Excel was one of the main tools that I used in my day job at KPMG.

46 - It is hard to find people knowledgeable and confident enough to like to extract the essence of things, instead of nitpicking. With the previous book, one of his compatriots asked me the same question, but I had to think about it.

47 - Tall, flirtatious, and liberal with makeup, Thabang is a rebellious adolescent who would be a challenge for any program. Thabang’s father, an electrician, died after a protracted battle against AIDS that consumed the family savings.

48 - If prices are set by a central authority instead, it’s much more cumbersome to determine which goods should be produced. 8.

49 - Michael P. Clements, “An Evaluation of the Survey of Professional Forecasters Probability Distribution of Expected Inflation and Output Growth,” Journal of Economic Literature, November 22, 2002. http://www.icmacentre.ac.uk/pdf/seminar/clements2.pdf. 19.

50 - Tomohisa Yamashita, Kiyoshi Izumi, Koichi Kurumatani, “Effective Information Sharing Based on Mass User Support for Reduction of Traffic Congestion,” presented at the New England Complex Systems Institute’s Fifth International Conference on Complex Systems, May 16–21, 2004. http://www.necsi.edu/events/iccs/openconf/author/papers/f190.pdf. 67.

51 - I noticed early on that a lot of my best recordings were cut on a full moon, and I started to make it a habit to schedule sessions around the moon cycles. It seems very natural to me.

52 - All-county: A high school sports award reflecting an athlete who is one of the top players in the county. All-state: A high school sports award reflecting an athlete who is one of the top players in the state.

53 - But for the sake of authenticity and to avoid careerism (the debasing of knowledge by turning it into a competitive sport), I ban myself from publishing anything outside of these footnotes. After more than twenty years as a transactional trader and businessman in what I called the “strange profession,” I tried what one calls an academic career.

54 - A study found that if the wife has brought more resources into the marriage—and thus has more spending money afterward—then her children are healthier than those of families of equal wealth where the assets belong to the man. What matters to the children’s well-being isn’t so much the level of the family’s wealth as whether it is controlled by the mother or by the father.

55 - They weren’t all model parents—Canada recognized some of them from the organization’s substance- and alcohol-abuse programs—but they all wanted something better for their children. Multicolored helium balloons were tied to the end of each row of seats, which gave the room a festive air.

56 - And finally, feel free to discuss Fastlane strategy with thousands of others at the free Fastlane Forum (TheFastlaneForum.com). When the Fastlane changes your life, stop by and tell us how or email me at mj.demarco@yahoo.com!

57 - This applies most to psychological “conditions” and buzzwords putting people in silly buckets: “Type A,” “passive aggressive,” etc. 7 I have had the privilege of reading a five-hundred-year-old book, an experience hardly different from that of reading a modern book.

58 - Grants range from $10 per month for a child in the third grade to $66 for a girl in high school (grants are highest for high school girls because their dropout rates are highest). The payments are made directly by the central government, to reduce local corruption, and to mothers rather than fathers.

59 - Finally, high schools should be consistent for all students, even if a few different guidance counselors write the school recommendations (as is the case with large senior classes where the class is split up among two to ten different counselors). Most officers keep notebooks, so if they know that a big public high school always uses rank but for some reason the school reported three students in deciles but fifteen others with rank, they would have to call the high school to ask for the exact ranks of those three students.

60 - If the secretary of state publicly and actively embraced the trafficking office, taking its director along on relevant trips, for instance, that would elevate the issue’s profile. The president could visit a shelter like Apne Aap’s on a state visit to India.

61 - We have some kind of mental block against it, or our experience is inadequate to imagine it; it’s as though it doesn’t even exist. This poses especially grave risks when we consider the signals we receive from terrorists.

62 - The percentages reflected in figure C-2 represent the number of uses of “predictable” and “unpredictable,” respectively, relative to their total number. 16.

63 - I’ve debated many economists who claim to specialize in risk and probability: when one takes them slightly outside their narrow focus, but within the discipline of probability, they fall apart, with the disconsolate face of a gym rat in front of a gangster hit man. Again, I wasn’t exactly an autodidact, since I did get degrees; I was rather a barbell autodidact as I studied the exact minimum necessary to pass any exam, overshooting accidentally once in a while, and only getting in trouble a few times by undershooting.

64 - He would jump in anger, as it appears to violate every principle the country stands for, and call you a Communist post-Soviet mole for even suggesting it. OK. Then ask him if that same government agency should control foreign exchange, mainly the rate of the dollar against the euro and the Mongolian tugrit.

65 - The truth is that officers meet too many people too quickly on the road to record a lasting and meaningful impression. Imagine a two-week trip where you visit four to five high schools Monday to Friday and drive to three major cities.

66 - Thabang also seemed to feel embarrassed by her AIDS-ridden mother, weak and frail and poor, and all their fighting left Gertrude even more exhausted and depressed. Gertrude spoke in a composed way about her own imminent death and Victor’s, but she broke down completely when she spoke of Thabang.

67 - A management scholar, William Starbuck, has published a few papers debunking the effectiveness of planning—it makes the corporation option-blind, as it gets locked into a non-opportunistic course of action. Almost everything theoretical in management, from Taylorism to all productivity stories, upon empirical testing, has been exposed as pseudoscience—and like most economic theories, lives in a world parallel to the evidence.

68 - Schools always reserve the right to revoke an acceptance, so once you are accepted, it is wise to continue to have a strong senior year and to avoid trouble of any kind. At Dartmouth, usually two or three students a year have their acceptances revoked for academic reasons, while the same number have theirs revoked for disciplinary reasons.

69 - Our unusual purchase came about when Nick traveled with Naka Nathaniel, then a New York Times videographer, to an area in northwestern Cambodia notorious for its criminality. Nick and Naka arrived in the town of Poipet and checked in to an $8-a-night guesthouse that doubled as a brothel.

70 - Usha is a self-assured woman of twenty-eight: short, with long black hair, a round face, and thick eyebrows. In a land like India that has long suffered from malnutrition, pounds can be prestigious, and Usha has just enough weight to hint at her own success.

71 - From an early age, though, Nelson was drawn to an issue closer to home: the challenges faced by children growing up in the metropolis fifteen miles to his south. In eighth grade, Nelson read Alex Kotlowitz’s book There Are No Children Here, the harrowing story of two African American boys living in the Henry Horner Homes, a dismal and dangerous high-rise housing project on Chicago’s West Side.

72 - The great economist Ariel Rubinstein gets the green lumber fallacy—it requires a great deal of intellect and honesty to see things that way. Rubinstein is one of the leaders in the field of game theory, which consists in thought experiments; he is also the greatest expert in cafés for thinking and writing across the planet.

73 - A rambling intro that was much longer than Frank’s cut-short speech meant that time was up for one of the greatest legends ever in the history of music. That’s life.

74 - If someone were to change the placement of the microphones it would be disaster and the sound could be gone! It was spooky, that sound.

75 - One result was a broad civil rights movement that built coalitions, spotlighted the suffering, and tore away the blinders that allowed good people to acquiesce in racism. Likewise, skies were hazy, rivers oily, and animals endangered for much of the twentieth century, but environmental destruction unfolded without much comment or opposition.

76 - A few year later, in 1966, I was in Toronto, in the middle of the night, sitting in a funky after-hours dive called the Cellar. I was with Bruce Palmer, bass player for the group I was in at the time, called the Mynah Birds.

77 - Yet it is also incomparably more stable than Pakistan, of which it was a part until 1971 (Bangladesh was called East Pakistan until then). After the country split, Bangladesh was initially presumed to be hopeless, and Henry Kissinger famously dubbed it a “basket case.” It suffered from the same political violence and poor leadership as Pakistan, and yet today its future looks more assured.

78 - If your paper is really interesting or involves a good deal of research, send a copy to the appropriate academic department at the college. If those in the department are favorably impressed, they would write the admissions office a brief letter explaining what they think of your work.

79 - These aftershocks follow a somewhat predictable pattern.35 Aftershocks are more likely to occur immediately after an earthquake than days later, and more likely to occur days later than weeks after the fact. This, however, is not terribly helpful when it comes to saving lives.

80 - It took me a long time to figure out the central problem that Nietzsche addressed in The Birth of Tragedy. He sees two forces, the Apollonian and the Dionysian.

81 - Plus, as I discussed earlier, several top colleges like Harvard and Princeton give full financial aid to needy students, so low-income students should not hesitate to apply early (at least when Harvard and Princeton reinstitute their early policies). But what if you are also planning to apply to other colleges that are allowed to offer either athletic scholarships or merit-based scholarships?

82 - This is probably not entirely coincidental—weather forecasting is a 24/7 business, and everyone at the World Weather Building takes their rotation on the night shift. With the lack of sunlight and windows at the World Weather Building, I sometimes had the feeling of being in a submarine.

83 - She brings in tutors to improve their schoolwork, and her youngest child, Javaria, is ranked first in her class. We asked Javaria what she wanted to become, thinking she might aspire to be a doctor or lawyer.

84 - Moreover, the CRS is not comparable in all cases (and therefore, neither is the AI, since the CRS is one of its three components). This is because it is calculated in different ways, depending upon the information provided by the high schools.

85 - Ask random Swiss citizens to name their president, and count the proportion of people who can do so—they can usually name the presidents of France or the United States but not their own. Its currency works best (at the time of writing it proved to be the safest), yet its central bank is tiny, even relative to its size.

86 - It took me years to uncover and assemble the Fastlane strategies, learn them, use them, and ultimately make millions. Bored, retired, and yes, still young with hair, I give you The Millionaire Fastlane: Crack the Code to Wealth and Live Rich for A Lifetime!

87 - While we were recording in San Francisco, I was staying at a motel called the Caravan Motor Inn just down the street. No one else was staying there but me.

88 - In Cambodia, a twenty-seven-year-old former prostitute told us of her struggles with AIDS, and we assumed that she had caught the virus in the brothel. “Oh, no,” she said.

89 - The guy who formulates an energy bar to help him stave off hunger and later is offered $192 million for his company. The guy who builds a blog and three years later sells it for $4 million to a big pharmaceutical company.

90 - I will play a few new tunes that I did on the last tour—“Love and War,” “Peaceful Valley Boulevard”—and do them differently, with a pushier groove and more harp playing with a straight acoustic rhythm instead of the more sensitive fingerpicking and bass-reinforced Le Noise sound. I may revert to history with some story songs like “Powderfinger” and a few others, punctuated here and there with some more personal lyrics like “Sugar Mountain” and “Comes a Time.” I will probably not play any other instruments, keeping it way simple and focused on the old-time folk music approach.

91 - The decline in consumer spending that resulted as consumers came to take a more realistic view of their finances—what economists call a “wealth effect”—is variously estimated at between about 1.5 percent69 and 3.5 percent70 of GDP per year, potentially enough to turn average growth into a recession. But a garden-variety recession is one thing.

92 - If they score under 600, it will be nearly impossible to gain admission, particularly if they are in the aid category. Now that we have looked at how financial aid affects admission, let us turn to some final aspects of the reading process.

93 - Wyatt was on the school’s board of trustees along with Langone and Druckenmiller and Kurz, but not because of his fundraising acumen. He was there for less tangible reasons—a moral authority, maybe, or maybe it was just that unlike the businessmen, all of whom were white, Wyatt shared a culture and a history with Canada: the peculiar joys and sorrows of inner-city black activism in the post–civil rights era.

94 - “Washing Away—Special Report from the Times-Picayune,” Times-Picayune, June 23–27, 2002. http://www.nola.com/hurricane/content.ssf?/washingaway/index.html. 7.

95 - The first computer weather forecast was made in 1950 by the mathematician John von Neumann, who used a machine that could make about 5,000 calculations per second.17 That was a lot faster than Richardson could manage with a pencil and paper in a French hay field. Still, the forecast wasn’t any good, failing to do any better than a more-or-less random guess.

96 - Sometimes, I’d even make an unlikely-seeming hand like a straight with these cards, which could send my opponents into tilt. One interesting thing about poker is that the very best players and the very worst ones both play quite randomly, although for different reasons.

97 - An academic is not designed to remember his opinions because he doesn’t have anything at risk from them. At the core, people are dangerous when they have that strange skill that allows their papers to be published in journals but decreases their understanding of risk.

98 - (Actually the story might be even twice as apocryphal since we don’t know if Magna Moralia was actually written by Aristotle himself.) Consider the match between the dog and the tile.

99 - In order to progress, modern society should be treating ruined entrepreneurs in the same way we honor dead soldiers, perhaps not with as much honor, but using exactly the same logic (the entrepreneur is still alive, though perhaps morally broken and socially stigmatized, particularly if he lives in Japan). For there is no such thing as a failed soldier, dead or alive (unless he acted in a cowardly manner)—likewise, there is no such thing as a failed entrepreneur or failed scientific researcher, any more than there is a successful babbler, philosophaster, commentator, consultant, lobbyist, or business school professor who does not take personal risks.

100 - Kelly Criterion vs. Markowitz: In order to implement a full Markowitz-style optimization, one needs to know the entire joint probability distribution of all assets for the entire future, plus the exact utility function for wealth at all future times. And without errors!

101 - After Danny’s passing, I was devastated, but I was also booked on the road doing the Time Fades Away tour in 1973 with Jack Nitzsche, Kenny Buttrey, Tim Drummond, and Ben Keith. The tour went on.

102 - Sebastian and the Ohio boy had both begun by bringing out a couple of pawns, and white quickly developed his knights, a standard opening called the Caro-Kann, which they’d gone over in chess class back in Brooklyn dozens of times. And then the Ohio boy had pulled one knight back to an unexpected square, so that both of his knights were attacking a single black pawn.

103 - She often talked about her desire to get serious about chess again, to play more, to get her rating back up. Rationally, she knew that she was happier than she had been when she was playing chess all the time, but still, she told me, she missed those unhappy, obsessive days all the same.

104 - Sacrifice for the sake of the group is behind the notion of heroism: it is good for the tribe, bad for those who perish under the fever of war. This instinct for heroism and the fading of individual interests in favor of the communal has become aberrant with suicide bombers.

105 - It turned out that the ancients—again, those ancients!—were aware of it: the members of the Athenian assemblies were chosen by lot, a method meant to protect the system from degeneracy. Luckily, this effect has been investigated with modern political systems.

106 - Castor, who walked all the way, presumably will not get the same health benefits and gains in strength as Polydeuces, who sprinted. Health benefits are convex to speed (up to a point, of course).

107 - An American with a BA can now expect to earn 83 percent more than an American with only a high-school diploma. This college-graduate wage premium, as economists call it, is among the highest in the developed world, and it has risen sharply since 1980, when American college graduates earned just 40 percent more than high-school graduates.

108 - The wine will be poured into glasses, an innovation claimed by my Lebanese compatriots to come from their Phoenician ancestors, and if you disagree about the source, we can say that glass objects have been sold by them as trinkets for at least twenty-nine hundred years. After the main course, I will have a somewhat younger technology, artisanal cheese, paying higher prices for those that have not changed in their preparation for several centuries.

109 - During one conversation, I asked Spiegel whether she ever felt that her students were sacrificing too much to succeed at chess. She looked at me like I was crazy.

110 - In Sri Lanka, training midwives worked because they were part of a complete health care package and could refer patients to hospitals, but in most of the world training birth attendants was only a cheap substitute for a comprehensive program. A minority camp, led in part by Allan Rosenfield, had argued that the crucial step for saving pregnant women was to provide emergency obstetric services.

111 - It is a catch-22; a disease cannot be predicted very accurately without this information, but reliable estimates of these quantities are usually not available until the disease has begun to run its course. Instead, the data when an infectious disease first strikes is often misreported.

112 - This lack of translation is a mental handicap that comes with being a human; and we will only start to attain wisdom or rationality when we make an effort to overcome and break through it. Let us get deeper into overcompensation.

113 - In the medieval Mediterranean, Maimonides, Avicenna, Al-Ruhawi, and the Syriac doctors such as Hunain Ibn Ishaq were at once philosophers and doctors. A doctor in the medieval Semitic world was called Al-Hakim, “the wise,” or “practitioner of wisdom,” a synonym for philosopher or rabbi (hkm is the Semitic root for “wisdom”).

114 - It includes the contingencies that occur to no one, but also those that everyone assumes someone else is taking care of. Likewise, in advance of September 11, some key pieces of information were held by the FBI and some by the CIA, some by the State Department and some by the Department of Defense.

115 - Now let me clarify before you hammer me over the head: I’m not suggesting that a local restaurant owner can’t get rich. In fact, I know a few restaurant owners who do quite well except that they operate a different class of restaurant-upscale establishments, where scale and magnitude have more reach.

116 - Although you will roll 7 more often than any other number, it is not intrinsically any more or any less consistent with your forecast than a roll of 2 or 12, provided that each number comes up in accordance with the probability you assign it over the long run. The economists in the Survey of Professional Forecasters are asked to do something similar when they forecast GDP and other variables—estimating, for instance, the probability that GDP might come in at between 2 percent and 3 percent, or between 3 percent and 4 percent.

117 - As early as the sixth move, James surprised Lapshun with some savvy tactics, and by move thirty, it was clear to the various experts and masters observing the game that James was in a dominant position. He had established a suffocating line of defense across the middle of the board, cutting off one move after another for Lapshun, trapping him in an uncomfortable stasis where almost any move he made would lose him a piece or a positional advantage.

118 - If an additional quantity of wealth, say, a thousand Phoenician shekels, would not benefit you, but you would feel great harm from the loss of an equivalent amount, you have an asymmetry. And it is not a good asymmetry: you are fragile.

119 - This seemed to imply Palm shares could trade at an absolute maximum of two-thirds the value of 3Com shares. Palm, however, was a sexy stock at the time, whereas 3Com, although it had consistently earned a profit, had a stodgy reputation.

120 - That gig got the record companies interested in us and also got the attention of some other managers. All kinds of people got their start there.

121 - “Blazer Blowout Shows Need for ‘Sheed,” Associated Press; May 22, 2000. http://web.archive.org/web/20041226093339/http://sportsmed.starwave.com/nba/2000/20000522/recap/porlal.html. 5.

122 - I am quite certain that you are not eager to upgrade the oil painting but that soon your flat-screen TV set will be donated to the local chapter of some kidney foundation. The same with dishes—recall that we try to replicate nineteenth-century dinner customs.

123 - Also consider that lobbyists—this annoying race of lobbyists—cannot exist in a municipality or small region. The Europeans, thanks to the centralization of (some) power with the European Commission in Brussels, are quickly discovering the existence of these mutants coming to manipulate democracy for the sake of some large corporation.

124 - 2 Strong antifragility is when the love of volatility knows no bound—the gains have a remote limit or are truly unlimited—the sky is the limit. These can only exist in artificial, man-made life such as economic contracts and cultural products, not really in natural processes.

125 - William Nordhaus, “The Challenge of Global Warming: Economic Models and Environmental Policy,” 2007. http://nordhaus.econ.yale.edu/dice_mss_072407_all.pdf. 87.

126 - Those unvaccinated children were going to school together, playing together, coughing and sneezing on one another. They were violating one of the assumptions of the SIR model called random mixing, which assumes that any two members of the population are equally likely to come into contact with each other.

127 - The car barn was a huge metal building with a gravel floor, and I set up my amps in there with a bunch of old cars. All my best shit.

128 - Later that day, they do a public presentation for parents and students, during which they give a longer version of the short presentations done in each high school. Typically, high schools will post a sign for each visit so interested students can meet with an officer for twenty or thirty minutes, hear a brief presentation, get on the mailing list, and ask questions about the college.

129 - If our ideas are worthwhile, we ought to be willing to test them by establishing falsifiable hypotheses and subjecting them to a prediction. Most of the time, we do not appreciate how noisy the data is, and so our bias is to place too much weight on the newest data point.

130 - We had to repaint the whole thing—John McKeig was great at mixing paint and finishing, and gave the whole car a faded look. Today, it sits in Feelgood’s in need of a big tune-up (at the very least).

131 - One day in 2003, Alex Berenson, a New York Times journalist, came into my office with the secret risk reports of Fannie Mae, given to him by a defector. It was the kind of report getting into the guts of the methodology for risk calculation that only an insider can see—Fannie Mae made its own risk calculations and disclosed what it wanted to whomever it wanted, the public or someone else.

132 - So when parents ask, “Are students from our high school compared directly to one another?” the answer is no—they are read against the standard of the region first, then the whole country. The regional readers on the admissions staff would be the first evaluators.

133 - Meanwhile, their small children were rolling their toys on the stucco floors (or perhaps not even doing that, as the toys might have been solely used for mortuary purposes). The same story holds for the steam engine: the Greeks had an operating version of it, for amusement, of course: the aeolipyle, a turbine that spins when heated, as described by Hero of Alexandria.

134 - Knowing exactly what would happen, Briggs said a big “Hi” to the girls and then hit the windshield washer button. Water squirted out of the jets right over the whole interior without touching it and landed on the trunk lid eight feet behind us.

135 - Louis gave me a ride around the ranch, all 140 acres’ worth, in an old blue army jeep I still have today. The property had two lakes, two houses, and a beautiful old barn.

136 - First, Edmund Burke, the Irish statesman and political philosopher, who also countered the French Revolution for disrupting the “collected reasons of the ages.” He believed that large social variations can expose us to unseen effects and thus advocated the notion of small trial-and-error experiments (in effect, convex tinkering) in social systems, coupled with respect for the complex heuristics of tradition. Also Michael Oakeshot, the twentieth-century conservative political philosopher and philosopher of history who believed that traditions provide an aggregation of filtered collective knowledge.

137 - It is easy to see how such a shock could produce a substantial recession or a long period of very sluggish growth. Consumers had been extended too much credit, Hatzius wrote, to pay for homes that the housing bubble had made unaffordable.

138 - In actuality, I have had the chance to meet other Ivy League colleagues only during our annual Ivy League conference for admissions officers and on the rare occasions when I have called other colleagues to arrange joint travel for recruiting purposes. The only Ivy League personnel who see one another more often would be the Ivy League deans and directors, who meet several times a year (almost always to argue about athletics and AI rules affecting athletics).

139 - One day I went to a different store and got some real good leather boots instead of those hiking high-tops I had been getting for years. These new leather boots kick ass.

140 - Today, there is also a warehouse in San Carlos, where Nanu sits in pieces, patiently waiting to be reassembled. I have been told that Nanu is worth a fortune.

141 - The economists Carmen Reinhart and Kenneth Rogoff, studying volumes of financial history for their book This Time Is Different: Eight Centuries of Financial Folly, found that financial crises typically produce rises in unemployment that persist for four to six years.86 Another study by Reinhart, which focused on more recent financial crises, found that ten of the last fifteen countries to endure one had never seen their unemployment rates recover to their precrisis levels.87 This stands in contrast to normal recessions, in which there is typically above-average growth in the year or so following the recession88 as the economy reverts to the mean, allowing employment to catch up quickly. Yet despite its importance, many economic models made no distinction between the financial system and other parts of the economy.

142 - In rural Moldova, it is possible to drive from village to village and not find a female between the ages of sixteen and thirty. A third reason for the worsening situation is AIDS.

143 - Taagepera, R., 1978, “Size and Duration of Empires: Growth-Decline Curves, 3000 to 600 B.C.” Social Science Research 7: 180–196. Tainter, J., 1988, The Collapse of Complex Societies: New Studies in Archaeology.

144 - Yet he stoked my frustration and sense of outrage the most by showing me the evidence of iatrogenics. There are ample empirical findings to the effect that providing someone with a random numerical forecast increases his risk taking, even if the person knows the projections are random.

145 - The primary wealth accelerant of the rich boils down to one concept: Appreciable and controllable assets. Within our Fastlane wealth equation, this second component is called “Asset Value.” Asset value is simply the worth of any property you own that has marketplace value.

146 - Students in this category will need truly inspirational recommendations from teachers and guidance counselors. They will also need some evidence (a regional science competition, research out of school) of exceptional academic achievements outside of high school, even if high school rank and scores are not top-notch.

147 - I was tall, for one thing, which meant I could more or less eat anything I wanted and not gain weight. And my thick hair was an asset.

148 - It requires you to think probabilistically, something that most of us (including most “expert” forecasters) are not very good at. It really tends to punish overconfidence—a trait that most forecasters have in spades.

149 - See for instance Jeffrey A. Buss, T. Clifton Green, and Narasimhan Jegadeesh, “Buy-Side Trades and Sell-Side Recommendations: Interactions and Information Content,” Emory University, January 2010. http://www.bus.emory.edu/cgreen/docs/busse,green,jegadeesh_wp2010.pdf. 65.

150 - Think about it a bit further: the more complex the regulation, the more bureaucratic the network, the more a regulator who knows the loops and glitches would benefit from it later, as his regulator edge would be a convex function of his differential knowledge. This is a franchise, an asymmetry one has at the expense of others.

151 - Anson, R. M., Z. Guo, et al., 2003, “Intermittent Fasting Dissociates Beneficial Effects of Dietary Restriction on Glucose Metabolism and Neuronal Resistance to Injury from Calorie Intake.” Proceedings of the National Academy of Sciences of the United States of America 100(10): 6216. Arbesman, S., 2011, “The Life-Spans of Empires.” Historical Methods: A Journal of Quantitative and Interdisciplinary History 44(3): 127–129.

152 - Calabrese, E. J., and L. A. Baldwin, 2003b, “Hormesis: The Dose-Response Revolution.” Annual Review of Pharmacology and Toxicology 43(1): 175–197. Calder, William M. III, Bernhard Huss, Marc Mastrangelo, R. Scott Smith, and Stephen M. Trzaskoma, 2002, The Unknown Socrates.

153 - A trafficker promised her a job as a hotel maid in Poipet and then sold her to Momm’s brothel, where she was beaten until she accepted customers. Momm became the new girl’s minder, ensuring that she did not escape.

154 - Unfortunately, this means you often experience stress responses that are not at all helpful—like when you need to speak before an audience, and suddenly your mouth goes dry. Your HPA axis, sensing danger, is conserving fluids, preparing to ward off an attack.

155 - A Slowlane guru preaches that a $10,000 investment grown at 15% will be worth over $2.5 million dollars in 40 years!!! Hooray!!!

156 - That was necessary because as Mukhtar’s fame spread—partly through a weekly television show she launched—women from around the country started showing up at her home. They arrived by bus, foot, taxi, or rickshaw—and often they didn’t even have money to pay the driver.

157 - At the base of the brain stem, about the size of a gumdrop, is a group of cells whose job is to sort and evaluate incoming data. This control center, known as the reticular activating system (RAS), has the job of sending what it thinks is urgent to the active part of the brain and to steer the nonurgent stuff to the back.

158 - The consideration of path dependence makes our approach simple: it is easy to identify the fragile and put it in the left column of the Triad, regardless of upside potential—since the broken will tend to stay permanently broken. This fragility that comes from path dependence is often ignored by businessmen who, trained in static thinking, tend to believe that generating profits is their principal mission, with survival and risk control something to perhaps consider—they miss the strong logical precedence of survival over success.

159 - If one of this student’s teachers says she is the finest Spanish student and the student actually scores 750, the comments are taken a little more seriously. In fact, because this student has compared favorably to the top students in the country who took this test, more credence is given to the level of the high school and to the competence of the teachers.

160 - Think of the exact opposite of airplane delays or project overruns—something that benefits from uncertainty. And discovery presents the mirror image of what we saw as fragile, randomness-hating situations.

161 - She thought for many years that she might start her own charter school, but she eventually came to believe that charters weren’t the right vehicle to change the circumstances of poor children—or at least, they weren’t the right vehicle for her to use. When she applied to the PhD program at Penn, she wrote in her application essay that her experiences working in schools had given her “a distinctly different view of school reform” than the one she had started out with in her twenties.

162 - They would make them to take home and listen to right after we cut a song at Gold Star Studios in a little room where a lathe was set up. I still remember that acetate smell.

163 - Efraim Benmelech and Jennifer Dlugosz, “The Alchemy of CDO Credit Ratings,” Journal of Monetary Economics 56; April 2009. http://www.economics.harvard.edu/faculty/benmelech/files/Alchemy.pdf. 36.

164 - During the two years that she and I kept in touch, her home life was never easy, and her family’s finances were always perilous—her mother received about five hundred dollars a month in disability benefits, and that, plus food stamps, was the family’s only income. But somehow Kewauna seemed able to ignore the day-to-day indignities of life in poverty on the South Side and instead stay focused on her vision of a more successful future.

165 - These extra five milligrams of poison that you can withstand are no different from additional stockpiles of vital or necessary goods, say extra cash in the bank or more food in the basement. And to return to the drivers of innovation: the additional quantities of motivation and willpower, so to speak, stemming from setbacks can be also seen as extra capacity, no different from extra boxes of victuals.

166 - When an actress lands a $15 million lead role in a major motion picture, you’ve just witnessed Slowlane defiance. When an obese freckly-faced Irish guy ascends from waiter to top finalist on American Idol, the limitations of the Slowlane roadmap are shattered because intrinsic value explodes.

167 - There was a marketing executive from Coca-Cola on the panel, a police detective from New York, a man who created algorithms for the dating Web site eHarmony—and me. (There were also a number of experts whose work was more self-evidently related to terrorism: people who worked for the State Department, or the military, or for defense contractors around Washington, DC.)

168 - That turned out to be true, and the Fort William days, when we were on the road, were among the best in the history of the Squires. We were headed for the big time at last.

169 - The self-fulfilling and self-canceling properties of disease prediction are therefore still highly pertinent to these agent-based models. Because they are dynamic and allow an agent’s behavior to change over time, they may be more capable of handling these questions.

170 - Beunza, D., and D. Stark, 2010, “Models, Reflexivity, and Systemic Risk: A Critique of Behavioral Finance.” Preprint. Biezunski, Michel, ed., 1983, La recherche en histoire des sciences.

171 - I met lots of quiet students who were tremendously impressive when you really got to know them, just as I met lots of charismatic and socially polished students who were vacuous—all style and no substance. The bottom line is that highly selective colleges are looking for substance.

172 - As a result, American college campuses became less elite and more diverse; the children of factory workers found themselves sitting in lecture halls and science labs next to the children of factory owners. During those years, “upward mobility with regard to education characterized American society,” wrote Goldin and Katz.

173 - David, Stephen, and Graham had their own sound, and I was brought in by Ahmet and Stephen to add something else to the mix for live appearances, more rock and roll, I guess. For a while at the beginning, there was a short debate among some about whether I should be included, i.e., whether to add my Y to CSN or not.

174 - People in risk management only consider risky things that have hurt them in the past (given their focus on “evidence”), not realizing that, in the past, before these events took place, these occurrences that hurt them severely were completely without precedent, escaping standards. And my personal efforts to make them step outside their shoes to consider these second-order considerations have failed—as have my efforts to make them aware of the notion of fragility.

175 - Fastlaners accelerate wealth by building cash-flowing assets that can be sold in the marketplace to realize gains. Their wealth equation has controllable, unlimited leverage.

176 - He is a Riverdale alumnus, class of 2001, and as an African American, he is something of a rarity in the Riverdale faculty lounge; when I met him, he was the only black teacher at the high school. Vidale grew up in the Bronx and was raised by his mother, a secretary, and his stepfather, an electrician.

177 - I could see myself doing a collection of new songs in the folk tradition, acoustic and live, similar to Bob’s earliest recordings. He was interested.

178 - Eventually, the backer of the band, John Craig Eaton, bought more equipment for us, and that included a Rickenbacker electric for me to play. I missed my Gretsch, but we did a lot of gigs.

179 - The Fastlaner creates and invests in his own brand; the hitchhiker climbs aboard someone else’s and hopes to piggyback a ride. If you don’t control your system, your money tree, and your brand, you control nothing.

180 - Rich with an artist’s sentiment, Amber Young today is a beautiful young lady, making her way through life’s guesswork and planning her future with grace, style, and conviction. Of course, she would never say that about herself.

181 - Starting with early decision or early action in the fall, coaches will compile lists for their sports to aid their athletic liaison in the admissions office. I served as an athletic liaison for from six to eight different sports, both men’s and women’s, so I am intimately familiar with the process.

182 - Contrary to what people may think, a tremendous amount of weight is given to the responsibility of having a job, even if you are not very involved in high school. If you held down a twenty-hour-a-week job and did a few high school activities, you would be seen in a very positive light.

183 - And I could take advantage of what people later pathologized as Attention Deficit Hyperactive Disorder (ADHD) by using natural stimulation as a main driver to scholarship. The enterprise needed to be totally effortless in order to be worthwhile.

184 - If that was too techy for you, then you can just forget I said it, but it’s staying right here in this book where it belongs.) Anyway, back in 1990, I would go into my car barn with all this stuff and Old Black.

185 - Worldwide, about 10 percent of women giving birth need C-sections, and the percentage is higher in the poorest countries where pregnant women are more likely to be malnourished or very young. Probably too many women get C-sections in the West, but too few do in Africa.

186 - The House Oversight Committee had called the heads of the three major credit-rating agencies, Standard & Poor’s (S&P), Moody’s, and Fitch Ratings, to testify before them. The ratings agencies were charged with assessing the likelihood that trillions of dollars in mortgage-backed securities would go into default.

187 - The acceptance rate for AP Scholars with Distinction and AP National Scholars is definitely higher than the acceptance rate for the rest of the applicant pool. Students should be aware (although the College Board does not go out of its way to publicize it) that even though you cannot suppress SAT Reasoning Test or SAT Subject Tests scores, you actually can suppress AP scores.

188 - I have used all my life a wonderfully simple heuristic: charlatans are recognizable in that they will give you positive advice, and only positive advice, exploiting our gullibility and sucker-proneness for recipes that hit you in a flash as just obvious, then evaporate later as you forget them. Just look at the “how to” books with, in their title, “Ten Steps for—” (fill in: enrichment, weight loss, making friends, innovation, getting elected, building muscles, finding a husband, running an orphanage, etc.).

189 - Evolution proceeds by undirected, convex bricolage or tinkering, inherently robust, i.e., with the achievement of potential stochastic gains thanks to continuous, repetitive, small, localized mistakes. What men have done with top-down, command-and-control science has been exactly the reverse: interventions with negative convexity effects, i.e., the achievement of small certain gains through exposure to massive potential mistakes.

190 - Under Bayes’s theorem (figure 12-12), a no-net-warming decade would cause you to revise downward your estimate of the global warming hypothesis’s likelihood to 85 percent from 95 percent. On the other hand, if you had asserted that there was just a 1 percent chance that temperatures would fail to increase over the decade, your theory is now in much worse shape because you are claiming that this was a more definitive test.

191 - After that, he spends his third through sixth years subject to arbitration, in which both he and the team submit salary requests, and a three-person panel decides which is the more appropriate. But salaries awarded in arbitration are typically only about 60 percent of those secured by free agents with comparable skills, so the teams are getting these players at a substantial discount.

192 - After all, you axe the one with a message to deliver or a goal to achieve, and you are the one with the responsibil-ity to make it happen. What’s more, if it doesn’t work, you are the one with the flexibility to change what you do until you finally get what you want.

193 - There was little indication that economists had become more skilled at forecasting the course of the economy. Instead, their jobs had become temporarily easier because of the calm economic winds, as a weather forecaster in Honolulu faces an easier task than one in Buffalo.

194 - If the husband of any woman in the association tries to take on a second wife, the other wives band together in a vigilante group and drive the mistress away. Sometimes they then go to the husband and announce that they are fining him $10; if they sound authoritative enough, he sometimes pays up, and the money goes into the association’s coffers.

195 - The most hilarious scenes were hearing on loudspeakers transatlantic conversations between New York Bensonhurst folks and cockney brokers, particularly when the Brooklyn fellow tried to put on a little bit of a cockney pronunciation to be understood (these cockneys sometimes spoke no standard English). So that is how I learned the lesson that price and reality as seen by economists are not the same thing.

196 - Mistakenly, their craft is construed as luck, while career poker players will affirm it isn’t luck, but systematic analytics and player psychology. The best poker players in the world are superior statisticians and interpreters of human behavior.

197 - As with a crumbling sand pile, it would be unintelligent to attribute the collapse of a fragile bridge to the last truck that crossed it, and even more foolish to try to predict in advance which truck might bring it down. Yet it is done all too often.

198 - I want people to know what I am up to if it supports my music in some way and brings awareness that a new recording exists. Sometimes that is the only way to get it out there.

199 - Islam improved the position of slaves compared to their status in pre-Islamic societies, and the Koran encourages the freeing of slaves as a meritorious act. At the same time, Muhammad himself had many slaves, and Islamic law unmistakably accepts slavery.

200 - No economist, whether in the White House or elsewhere, has been able to predict the progress of major economic indicators like the unemployment rate with much success. (I take a more detailed look at macroeconomic forecasting in chapter 6.)

201 - They start out by assigning a score of 1,000 points between a set of two players, and then deduct points for each difference between them.16 Highly similar players might maintain scores as high as 950 or even 975, but the discrepancies quickly add up. The similarity scores are extremely satisfying for anybody with a working knowledge of baseball history.

202 - Some organizations even turn such scientific production into a cheap spectator sport, with ranking of the “ten hottest papers” in, say, rectal oncology or some such sub-sub-specialty. If we replace scientific results with scientists, we often get the same neomaniac hype.

203 - Unfortunately, this variety of cassava that we had introduced had great yields, but it also was more bitter and toxic. Cassava always produces a little bit of a cyanide-related compound, but this variety produced larger amounts than normal.

204 - For there is an even worse problem associated with the opposite situation: people who just talk, prognosticate, theorize. In fact, speculative risk taking is not just permissible; it is mandatory.

205 - Book V, The Nonlinear and the Nonlinear (sic), is about the philosopher’s stone and its opposite: how to turn lead into gold, and gold into lead. Two chapters constitute the central technical section—the plumbing of the book—mapping fragility (as nonlinearity, more specifically, convexity effects) and showing the edge coming from a certain class of convex strategies.

206 - I now had a house/cabin at the top of Ridpath Avenue near Utica Drive, way up at the end of the road at the top of Laurel Canyon. It was a crazy place up there, with a main house, a garage, and a little cabin.

207 - He was making up background and chorus harmony parts as we recorded and was ready with ideas when it came time to overdub with Crosby the next day. Crosby always had great harmonies that he came up with on the spot.

208 - But $80,000 still wasn’t a lot of money, Voulgaris thought—he’d seen his dad win and lose several times that amount many times over. And the job prospects for a philosophy major from the University of Manitoba weren’t all that promising.

209 - These markets would also provide real-time information to policy makers, essentially serving as continuously updated forecasts of GDP. Adding options to the markets—bets on, say, whether GDP might grow by 5 percent, or decline by 2 percent—would punish overconfident forecasters and yield more reliable estimates of the uncertainties inherent in forecasting the economy.

210 - So when a particular reform or school is touted as improving outcomes for low-income students, we need to remember that the education department’s low-income designation covers about 40 percent of American children, including some who are growing up in families that most of us would define as working class or even middle class. (In the Chicago public schools, just one student in eight doesn’t qualify for a lunch subsidy. )

211 - I awoke to the epiphany that I was the driver of my life and my problems were the consequences of my choices. I steered myself there!

212 - It has to be better to play back the high resolution of PureTone masters, and so that helps MP3s sound a lot better, too. PureTone players will be portable, everywhere players, usable at home, in the car, or in your pocket with earphones.

213 - But the reality is that as long as women and girls allow themselves to be prostituted and beaten, the abuse will continue. When more girls scream and protest, when they run away from the brothels, then the business model of trafficking will be undermined.

214 - Over the course of his next fifteen games, he hit a remarkable .472, bringing his batting average, which had dropped to as low as .158 in April, all the way up to .336. In July, two months after Law’s report, Pedroia made the American League All-Star Team.

215 - The bigger question is why, if these longer-term forecasts aren’t any good, outlets like the Weather Channel (which publishes ten-day forecasts) and AccuWeather (which ups the ante and goes for fifteen) continue to produce them. Dr. Rose took the position that doing so doesn’t really cause any harm; even a forecast based purely on climatology might be of some interest to their consumers.

216 - As analysis of defense advanced, it became apparent that the A’s defective defense was costing them as many as eight to ten wins per season,33 effectively taking them out of contention no matter how good their batting statistics were. Beane got the memo, and his more recent and successful teams have had relatively good defenses.

217 - The best excuse people have for not having wealth is “I don’t have time.” Well, why don’t you have time? Because you have a job.

218 - I drove his income stream, and he absorbed the risk that I wouldn’t disturb, alter, or modify the affiliate agreement. And most importantly, as a driver, I was the one making big money ($200,000/month), while he settled for good money ($20,000/month).

219 - The goal of any predictive model is to capture as much signal as possible and as little noise as possible. Striking the right balance is not always so easy, and our ability to do so will be dictated by the strength of the theory and the quality and quantity of the data.

220 - But what was in that decision matrix that helped me identify the right road and the right course of action? I knew the five Fastlane commandments and which roads of business had “Fastlane Purity” … and I knew the odds of implementation of both.

221 - And then half of those students, about 10 percent of all American children, are growing up in families that earn less than half of the poverty line. For a family of four, that means an income of less than about $11,000 a year.

222 - The curiosity came from having had two brushes with death, the first from a cancer and the second from a helicopter crash that alerted him to both the fragility of technology and the self-healing powers of the human body. So he spent a bit of his time reading textbooks (not papers—textbooks) in medicine, or professional texts.

223 - 116 “Maternal deaths in developing countries”: Mahmoud F. Fathalla, “Human Rights Aspects of Safe Motherhood,” Best Practice & Research: Clinical Obstetrics & Gynaecology 20, no. 3 (June 2006): 409–19.

224 - As she saw it, her job was not to prevent them from failing; it was to teach them how to learn from each failure, how to stare at their failures with unblinking honesty, how to confront exactly why they had messed up. If they could do that, she believed, they would do better next time.

225 - Minority-student applications, after going through the regular reading process, are usually voted on by the officers assigned to these cases, subject to approval by the director. Even so, many borderline minority cases will go to the committee, as well.

226 - The story of Thales has many morals, all of them linked to asymmetry (and the construction of an antifragile payoff). The central one is related to the following account by Aristotle: “But from his knowledge of astronomy he had observed while it was still winter that there was going to be a large crop of olives …” So for Aristotle, clearly, the stated reason was Thales’ superior knowledge.

227 - Although there are alternate theories that H1N1 indeed originated in Asia; see for example Donald G. McNeil Jr., “In New Theory, Swine Flu Started in Asia, Not Mexico,” New York Times, June 23, 2009. http://www.nytimes.com/2009/06/24/health/24flu.html. 38.

228 - After a nine-day stay in Las Vegas I learned how robotic service is the ultimate of business liabilities, regardless of poshness. Most people vacation in Vegas to escape from coworkers, incompetent employees, dirty houses, traffic, and your typical menagerie of life’s dramas.

229 - Overall, the predictions for the four cities were reasonably good, but were toward the lower end of Hansen’s range. His global temperature predictions are harder to evaluate because they articulated a plethora of scenarios that relied on different assumptions, but they were also somewhat too high.76 Even the most conservative scenario somewhat overestimated the warming experienced through 2011.

230 - An unhealthy obsession with baseball statistics suddenly seemed like it could be more than just a hobby—and as it happened, I was looking for a new job. Two years out of college, I was living in Chicago and working as something called a transfer pricing consultant for the accounting firm KPMG.

231 - If you’re like most, your free time is lumped on evenings and weekends, where time is not exchanged for money. “Indentured time” is the opposite: It’s the total time spent earning money and the consequences of that spent time.

232 - So when we’re looking for root causes of poverty-related underachievement, why do we tend to focus on the wrong culprits and ignore the ones that science tells us do the most damage? I think there are three reasons.

233 - The distinction lies in the valuation of free time, the chosen roadmap, and the acquisition of parasitic debt. Guess the behaviors-rich or poor?

234 - Keep in mind that you should always check directly with colleges about their early-decision or early-action plan. Though at almost all the Ivies you have a statistical advantage by applying under one of these early plans, that is not the case at all of the colleges.

235 - Collective blindness and diffusion of responsibility: In the animal domain (ants), Deneubourg, Goss et al. (1983), Deneubourg, Pasteels et al.

236 - We saw that the restaurant business is wonderfully efficient precisely because restaurants, being vulnerable, go bankrupt every minute, and entrepreneurs ignore such a possibility, as they think that they will beat the odds. In other words, some class of rash, even suicidal, risk taking is healthy for the economy—under the condition that not all people take the same risks and that these risks remain small and localized.

237 - I am overwhelmed with the support we are getting from Ford Motors, AVL, A123 Systems, UQM, and Brizio Street Rods! The movie, though, is a whole other thing.

238 - Yet maternal health generally gets minimal attention because those who die or suffer injuries overwhelmingly start with three strikes against them: They are female, they are poor, and they are rural. “Women are marginalized in the developing world,” says Catherine.

239 - Knowing what the real pattern is supposed to be, of course, you’ll still be inclined to fit the points with some kind of curve shape. Indeed, modeling this data with a simple mathematical expression called a quadratic equation does a very good job of re-creating the true relationship (figure 5-6b).

240 - My father, showing me the multiplication of villas in the countryside while bemoaning these nouveaux riches, calmly told me, “You, too, had you stayed here, would have become a beach bum. People from Amioun only do well when shaken.” That’s antifragility.

241 - The error of thinking you know exactly where you are going and assuming that you know today what your preferences will be tomorrow has an associated one. It is the illusion of thinking that others, too, know where they are going, and that they would tell you what they want if you just asked them.

242 - Such limitation would force companies to stay small enough that they would not be considered for a bailout in the event of their failure. 4 I have had the same experience with journalists citing each other about my books without the smallest effort to go to my writings—my experience is that most journalists, professional academics, and other in similar phony professions don’t read original sources, but each other, largely because they need to figure out the consensus before making a pronouncement.

243 - What Emoto found is that when scientists treated the water “kindly,” by saying such things as “I love you” and “thank you,” the resulting water crystals became clear and beautifully formed. But when Emoto and his team talked negatively to the water, screaming such snide comments as “I hate you!” or “You idiot!” the crystals formed dark, ugly holes.

244 - Likewise, one of George W. Bush’s few positive international legacies was a big push against trafficking. Vital Voices and other liberal groups were stalwart on sex trafficking, as were International Justice Mission and other conservative evangelical groups.

245 - Further, we are quite certain that the Romans, admirable engineers, built aqueducts without mathematics (Roman numerals did not make quantitative analysis very easy). Otherwise, I believe, these would not be here, as a patent side effect of mathematics is making people over-optimize and cut corners, causing fragility.

246 - Because you are providing housing for 400 families, you are making an impact of magnitude, not scale. Shelter has magnitude.

247 - Baseball, uniquely among the major American sports, has always been played on fields with nonstandard dimensions. It’s much easier to put up a high batting average in snug and boxy Fenway Park, whose contours are shaped by compact New England street grids, than in the cavernous environs of Dodger Stadium, which is surrounded by a moat of parking lot.

248 - But what if students just aren’t motivated to achieve the goals their teachers or parents want them to achieve? Then, Duckworth acknowledges, all the self-control tricks in the world aren’t going to help.

249 - I am constantly amazed by Ben’s uncanny ability to continue in his dad’s footsteps while completely retaining his individuality. Writing this book and finishing this film with Ben Johnson are my two big goals right now.

250 - At the beginning of the game, this function is approximated by the number twenty taken to the sixth power, which is sixty-four million positions, already a gargantuan number. In the midgame, however, you have to calculate forty to the sixth power, or 4.1 billion possibilities.

251 - Perhaps the most successful effort to end cutting is that of Tostan, a West African group that takes a very respectful approach and places FGC within a larger framework of community development. Rather than lecturing the women, the program’s representatives encourage villagers to discuss the human rights and health issues related to cutting and then make their own choices.

252 - We have a few pieces of data from the small number of hospital strikes during which only a small number of operations are conducted (for the most urgent cases), and elective surgery is postponed. Depending on whose side in the debate you join, life expectancy either increases in these cases or, at the least, does not seem to drop.

253 - The way Vance sees it today, KIPP set him up for high school very well academically, but it didn’t prepare him emotionally or psychologically. “We went from having that close-knit family, where everyone knew what you were doing, to high school, where there’s no one on you,” he said.

254 - Most alert readers can actually pick out where adults have edited an essay and added more sophisticated words that don’t quite fit in. In their effort to try to think like an admissions person, or like an adult, they take away all the vitality and freshness of an essay and leave it sterile and well groomed.

255 - It’s much easier to sell “Look what I did for you” than “Look what I avoided for you.” Of course a bonus system based on “performance” exacerbates the problem. I’ve looked in history for heroes who became heroes for what they did not do, but it is hard to observe nonaction; I could not easily find any.

256 - As of this edition, I drive a Toyota Tacoma for work (“work” means going to the gym and grocery shopping) and a Lamborghini Murcielago Roadster for play. I almost lost my life street racing a 750-horsepower Viper laced with nitrous oxide.

257 - In the Blue Chip panel, on the other hand, everybody’s forecast has his name and reputation attached to it. When you have your name attached to a prediction, your incentives may change.

258 - I started reporting this book right around the time he was born, and it will be published just after his third birthday, so the years I spent working on it coincided almost exactly with the period in his life that neuroscientists tell us is the most critical in a child’s development. The experience of writing the book—and especially encountering the brain research that I wrote about in chapter 1—has profoundly affected the way I think about what it means to be a parent.

259 - If that was today, the rap on the show would have been so bad on the Net that the show would have been killed before it even was fully born. That’s life!

260 - Even if you have a great extracurricular talent, don’t spend the entire interview talking about it at the expense of academics. The interviewer is judging you two-thirds on your academics and one-third on everything else, so if you are intense or academically focused, make sure that comes across, followed by a discussion of your extracurricular talents.

261 - Stanford gives all its admissions officers a four-to-five-hundred-page manual when they start work; it explains the many different areas in which they rate students. They seem to avoid numerical ratings for the most part and to rely on prose descriptions in many different categories.

262 - When Luthar began her research, she was interested primarily in the problems of low-income adolescents. But in the late 1990s, she decided she needed to find a comparison group to help her better understand how the patterns she was seeing in disadvantaged urban neighborhoods compared to those of less troubled demographic groups.

263 - At least, not outside of the very rare cases in which the swelling would threaten the patient, which was clearly not the case. It was pure sucker-rationalism in the mind of doctors, following what made sense to boundedly intelligent humans, coupled with interventionism, this need to do something, this defect of thinking that we knew better, and denigration of the unobserved.

264 - Tomorrow is the big presentation day, and I am going over my approach, which has been guided by PureTone CEO candidate Mark Goldstein, a start-up specialist introduced to me by friends of mine from the Silicon Valley community. These friends of mine are brilliant and very successful.

265 - It was ninety minutes before the shouting died away and the eyes dried, and then there was an impromptu feast. Family members may have suspected that Momm had been trafficked, but they didn’t press her when she said vaguely that she had been working in western Cambodia.

266 - This approach certainly doesn’t have a 100 percent success rate, and in the months that I spent watching Steve Gates, he experienced countless setbacks and tragedies: teenagers he was mentoring were arrested, jailed, shot, or even killed. But sometimes it did work, and the transformations that YAP’s advocates were able to inspire in their clients were often stunning.

267 - In the office, he is tuned to every single possible detail, systematically transforming every molehill into a mountain. The last thing you want in life is to be stuck in traffic with him on your way to an important appointment.

268 - Against my recommendations, they made poor decisions, decisions that were good for short term revenue but horrific for long-term growth. They flushed money down the toilet as if there were an endless supply.

269 - Yesterday we were on our way to the movies and I heard some guy pouring his heart out in some song on the radio. I said to Ben Bourdon, Ben Young’s caregiver and friend, “That sounds like Jimmy Fallon doing me.

270 - Then the fellow told him: “For generations, we have bargained in our way and you come and try to change it?” Rubinstein concluded: “I parted from him shamefaced.” All we need is another two people like Rubinstein in that profession and things will be better on planet Earth. Sometimes, even when an economic theory makes sense, its application cannot be imposed from a model, in a top-down manner, so one needs the organic self-driven trial and error to get us to it.

271 - John Barr, “The Site of Origin of the 1918 Influenza Pandemic and Its Public Health Implications,” Journal of Translational Medicine, 2, 3 (January 2004). 5.

272 - I knew of only one other person, a trader turned researcher, Espen Haug, who had to have observed the same mechanism. Like me, he got his doctorate after spending time in trading rooms.

273 - He called the establishment doctors a bunch of criminals—which they were: the doctors who kept killing patients could not accept his facts or act on them since he “had no theory” for his observations. Semmelweis entered a state of depression, helpless to stop what he saw as murders, disgusted at the attitude of the establishment.

274 - Excitement (wants and desires) serves as passionate fuel, as does discontent (undesirable situations). Both allowed me to do what others wouldn’t.

275 - Not that often is my guess, so I accept the extreme nature of my blessings and burdens, my gifts and messages, my children with their uniqueness, my wife with her endless beauty and renewal. Am I too cosmic about this?

276 - Kapanke was hoping to unseat the incumbent Democrat Ron Kind in Wisconsin’s Third Congressional District, which encompasses a number of small communities in the southwestern corner of the state. Cook Political had the race rated as Likely Democrat, which means they assigned Kapanke only a small chance of victory, but they were considering moving it into a more favorable category, Lean Democrat.

277 - She managed to send her two children to school, but only barely: The fees were $7 per child per term, and so she and her children lived from day to day. Murvelene’s sponsorship gave new hope to Claudine and her children.

278 - If you study the yield for the last few years for all the highly selective colleges, you would notice that yield stays relatively constant over the years. Dartmouth’s yield has hovered around 50 percent for the last few years.

279 - I have just bought Tom Holland’s book on the rise of Islam for the sole reason that he was attacked by Glen Bowersock, considered to be the most prominent living scholar on the Roman Levant. Until then I had thought that Tom Holland was just a popularizer, and I would not have taken him seriously otherwise.

280 - The women can’t even read the signs.” Indeed, the international denunciations of FGM prompted a defensive backlash in some countries, leading tribal groups to rally around cutting as a tradition under attack by outsiders. Opponents eventually became smarter and backed off a bit, often using the more neutral term “female genital cutting,” or FGC.

281 - A good statistical forecasting system might have found some reason to be optimistic after Heyward’s 2011 season: his numbers were essentially the same except for his batting average, and batting average is subject to more luck than other statistics. But can statistics tell you everything you’ll want to know about a player?

282 - There was nothing ethnic or linguistic to bind the place—it was just the property of a king and a weak aristocracy. Roads were horrible and most of the country was inaccessible to travelers.

283 - [>] something uniquely out of balance about the adolescent brain: Laurence Steinberg, “A Behavioral Scientist Looks at the Science of Adolescent Brain Development,” Brain and Cognition 72 (2010). two separate neurological systems: Laurence Steinberg, “A Social Neuroscience Perspective on Adolescent Risk-Taking,” Developmental Review 28, no.

284 - When it comes to health care, Ezekiel Emanuel showed that half the population accounts for less than 3 percent of the costs, with the sickest 10 percent consuming 64 percent of the total pie. Bent Flyvbjerg (of Chapter 18) showed in his Black Swan management idea that the bulk of cost overruns by corporations are simply attributable to large technology projects—implying that that’s what we need to focus on instead of talking and talking and writing complicated papers.

285 - Yet, her advice for people at the precipice of poverty is that they should invest in the stock market to create wealth when it appears she hasn’t. Folks, the rich use the markets for income and wealth preservation-not to create it!

286 - That was the way the newspaper published his name for having the highest grade on the Lebanese high school exit exam. He was a national valedictorian of sorts, and the main newspaper announced his passing in 2002 with a front-page headline with a pun on his predestined name, THE INTELLIGENT STUDENT STUDENT INTELLIGENT IS NO LONGER.

287 - Cognitive self-control is the ability to inhibit an instinctive or habitual response and substitute a more effective, less obvious one. Both skills are central to the training Spiegel gives to her students.

288 - Someone with 100 percent in so-called “medium” risk securities has a risk of total ruin from the miscomputation of risks. This barbell technique remedies the problem that risks of rare events are incomputable and fragile to estimation error; here the financial barbell has a maximum known loss.

289 - He is completely dependent on others now and is taking nourishment through a feeding tube in his stomach. That is something we implemented a year or so ago, and Ben has responded well, especially now that we prepare our own food for him that is fresh and organic.

290 - One of the first girls whom Ann supported was Angeline; she went on to high school and, to nobody’s surprise, performed brilliantly. Camfed has expanded from Zimbabwe into Zambia, Tanzania, and Ghana, and it has won honors for its successes, enabling it to raise more money and expand further.

291 - The contingency we have not considered seriously looks strange; what looks strange is thought improbable; what is improbable need not be considered seriously. Because of the United States’ isolation from the European and Asian continents and the relatively good relations we have maintained with the rest of the Americas since the promulgation of the Monroe Doctrine, we have infrequently been the subject of foreign attack.

292 - Seen from period T, the value of the variation becomes Et [exp[-r(ti,T)(T-ti)] ∆(ti)], where Et is the expectation operator at time t (under, say, the risk-neutral probability measure). Therefore we are delivering at period T, in expectation, as seen from period t0, the expected value of a stream of future variation Et0[Σ exp[-r(ti,T)(T-ti)] ∆(ti)].

293 - 3Com kept most of Palm’s shares for itself, however, so a trader could also invest in Palm simply by buying 3Com stock. In particular, 3Com stockholders were guaranteed to receive three shares in Palm for every two shares in 3Com that they held.

294 - Moreover, these data points are affected by idiosyncratic circumstances—so there is some signal, but there is also some noise. In figure 5-5, I’ve plotted one hundred data points, represented by circles and triangles.

295 - Now Margolies-Mezvinsky runs Women’s Campaign International, which coaches women grassroots activists on how to get attention for their causes, run for office, and put together coalitions to achieve their goals. In Ethiopia, where Women’s Campaign International trained women to run effective campaigns, the proportion of women in parliament rose from 8 percent to 21 percent.

296 - We’d want to make sure these students were in good schools, of course, not ones that track them into remedial classes but ones that challenge them to do high-level work. And whatever academic help they were getting in the classroom would need to be supplemented by social and psychological and character-building interventions outside the classroom, like the ones Elizabeth Dozier has brought to Fenger or the ones that a group called Turnaround for Children provides in several low-income schools in New York City and Washington, D.C.

297 - I was getting such convincing results with my own experiments that I decided it was time to reproduce them, to see if they’d work as well for others. I began suggesting some of these simple experiments to friends.

298 - Actually, that’s how our lungs function when healthy: with variations and “noise” rather than steady airflow. Humans are antifragile to lung pressure.

299 - To test that hypothesis, Meaney and his researchers did a number of cross-fostering experiments, in which they removed pups at birth from a high-LG dam and put them in the litter of a low-LG dam, and vice versa, in all kinds of combinations. Whatever permutation they chose, though, however they performed the experiment, they found the same thing: what mattered was not the licking-and-grooming habits of the biological mother; it was the licking-and-grooming habits of the rearing mother.

300 - The combined unit is now much larger, hence more powerful, and according to the theories of economies of scale, it should be more “efficient.” But the numbers show, at best, no gain from such increase in size—that was already true in 1978, when Richard Roll voiced the “hubris hypothesis,” finding it irrational for companies to engage in mergers given their poor historical record. Recent data, more than three decades later, still confirm both the poor record of mergers and the same hubris as managers seem to ignore the bad economic aspect of the transaction.

1 - In a portfolio model, each account served by a firm is considered as part of an overall portfolio of accounts. Thus, accounts within the portfolio represent different situations and receive different levels of selling effort attention.

2 - I kept insisting that I needed to “beg off.” No, nothing, not even this ovation I am imagining, can make me stay. My goal was to make the audience laugh but leave them unable to describe what it was that had made them laugh.

3 - Ahmed Badeeb 2002 Interview with Orbit Television, supplied to the author by Badeeb, translated by The Language Doctors, Inc. See note 1, chapter 4. Ahmed Shah Massoud with Abdul Haq and Peter Tomsen, June 24, 2001, Dushanbe, Tajikistan, informal video and transcript of meeting.

4 - Purchasing gets involved to manage the transaction, arrange trials, control costs, and handle the ongoing relationship with the suppliers. Depending on their particular needs, some end users are more involved in the selection and bidding process than others.

5 - Each month Sales & Marketing Management describes a real-life, sales-related problem and asks, “What Should You Do?” Readers are asked to submit their responses and the most noteworthy appear in the following month’s issue. This feature can be accessed online at: http://www.salesandmarketing.com.

6 - Prior to learning how to golf just one year ago, I assumed that if the game was fun at all, it was a low-grade fun, and certainly not worth the time and expense. I was wrong.

7 - Tenet quickly followed this appointment with another: He named Cofer Black as director of the entire Counterterrorist Center. It had been just four years earlier that Black had left Khartoum, Sudan.

8 - The essential question was whether the two commanders would control Kabul peacefully as allies or fight it out. Hekmatyar kept making speeches to Massoud.

9 - They ambushed the enemy, created diversions, and fought at night when the Soviets were most vulnerable. But the introduction of the elite Spetsnaz, along with their advanced Mi-24D Hind attack helicopters and communications gear, gradually shifted war-fighting tactics in the Soviets’ favor.

10 - Then the company moved to the Gobelins Room, where, amidst the tapestries, their host had prepared a typical conceit: a life-size mechanical elephant studded with emeralds and rubies. ‘The Persian who conducted him struck upon a bell, and this was the signal for another change: A curtain flew up as if by magic, and opened to view a magnificently decorated theatre, where two ballets and a dramatical piece afforded entertainment to the spectators with their extraordinary excellence.’ One of the pieces performed was a version of Nicolas Chamfort’s The Merchant of Smyrna, staged in celebration of the deliverance of Russia’s southern provinces from Turkish rule.

11 - Downing an airplane was not an operation likely to produce an arrest or capture, so it did not seem to be covered by the prevailing MON. Also, such an attack could violate international treaties banning air piracy.

12 - The use of different types and levels of specialization typically requires the establishment of separate salesforces. 3.

13 - With her sixty Chevaliers Gardes fanned out two-by-two on either side of her, the empress sat beneath a huge gilded canopy, draped in red silk, on a velvet throne raised up against the eastern wall. Immediately behind this throne lay a green and gold dining room which doubled as a billiard room in the evenings.

14 - Having travelled from St Petersburg in the empress’s own carriage, Dashkova found that her membership of the Order of St Catherine, to which only thirteen candidates had been appointed during Elizabeth’s twenty-year reign, counted for nothing at a ceremony where precedence depended on rank alone. As the wife of a mere colonel, the most junior officer admitted to the coronation, the princess was relegated to the back of the stand, even though her husband, as one of the two masters of ceremonies, had the honour of leading the procession of the imperial regalia from the Senate Palace, where they had been stored overnight, to the Palace of Facets.64 The slight still rankled when Dashkova came to write her self-serving memoirs in 1804.

15 - He collected knives, pistols, rifles, assault guns, machine guns, bullets, artillery shells, bazookas, and mortars. Eventually he would accumulate in his home one of the CIA’s largest private collections of antique and modern American weaponry.

16 - All of the Pakistani political elite understood that Musharraf owed his power to Mahmoud’s conduct, and they watched in the first weeks after the coup to see how this debt would be repaid. They did not have to wait long: Musharraf quickly announced that Mahmoud would become the new director-general of ISI.

17 - I printed sheets on both sides, just as in a standard book, and added a title page on which I drew a rudimentary pendulum dripping small black blotches which I hoped would look like blood. At the last moment I realized I had forgotten to identify the publishing house.

18 - On the broader questions of American foreign policy and intelligence operations during the two decades leading up to September 11, the commission’s final report is perhaps generous toward the Saudi government and the Pakistan army, but many of these favorable judgments involve conspiracy theories that my book did not address at all, such as whether the Saudi embassy in Washington aided the September 11 hijackers while they were in the United States. Also, the commissioners saw themselves, as they wrote, “looking backward in order to look forward,” and they may have managed their published criticisms of Riyadh and Islamabad with future American counterterrorism partnerships in mind.

19 - The Soviet pilot had bailed out, but the plane came down softly, grinding to a stop with little damage. How much would you be willing to pay?

20 - After his father’s death that year from a heart attack, he began to travel abroad, first to Germany, then to the United States, where he took a job at a suburban courier company. Alone in Virginia, orphaned, and half a world from home, he spent hours watching news from the Middle East on CNN: the Gulf War, the subsequent upheaval in Iraq, the conflict between Israelis and Palestinians.

21 - My bullshit filter tells me that the health benefits of a vegetarian diet are probably real and probably substantial. The studies seem to line up in that direction.8 Science provides one element of the truth filter.

22 - Why is Carolyn Reidy, the publisher of fabled book publisher Simon & Schuster, fighting against the Kindle tooth and nail? The temptation to sabotage the new thing is huge, precisely because the new thing might work.

23 - On April 17, 1987, Soviet helicopters and bomber jets hit Osama bin Laden’s new fortified compound at Jaji, an assemblage of small crevices and caves dug into rocky hills above the border village. The battle lasted for about a week.

24 - A 2003 study examining the career aspirations of business students found that 81 percent of the men but only 67 percent of the women aspire to top management positions. See Gary N. Powell and D. Anthony Butterfield, “Gender, Gender Identity, and Aspirations to Top Management,” Women in Management Review 18, no.

25 - There was no remotely comparable revenue stream to tap if that same ISI major or colonel rotated to Karachi or worse, to some artillery unit facing India in the forsaken desert area of Rajasthan. Among those now raising noisy doubts about Pakistani intelligence was the Afghan commander Abdul Haq, who had become a popular figure with American journalists covering the war from Peshawar.

26 - I bought and quickly sold the second stock for a respectable gain and then watched from the sidelines as it too zoomed up. Both stocks were big stories that year and among the top gainers out of a field of perhaps ten thousand possible stocks.

27 - According to CIA reporting, his forces were responsible for some of the first attacks inside the Soviet Union in the spring of 1985. William Piekney wanted to arrange a meeting with him, but it was impossible to manage the logistics.

28 - Now, according to the account in her memoirs, which comes closer to her mother’s purple prose than her own customarily deadpan style, she prostrated herself in front of Elizabeth on the night of 13 April and pleaded tearfully to be sent back to Zerbst. While her husband berated her as a liar, she stubbornly refused to admit any treasonable intent in her correspondence with Apraksin.

29 - Even more important when we make charitable giving decisions is our comfort in contributing our money to people we know, either directly or indirectly. Mapping the personal connections of each member of your organization is a key first step in identifying possible donors.

30 - While lottery tickets were sold at 2 roubles each (there were 15,000 losing numbers and 2,000 winning ones), the guests formed into four quadrilles, each comprising seventeen pairs. Catherine’s set was dressed in white and gold, Peter’s in rose and silver, Johanna Elisabeth’s in light blue and silver, and the last, led by Adolf Friedrich, in yellow and silver.

31 - It was an elaborately provisioned place far from any city but near an isolated airstrip big enough to handle C-130 cargo planes. The camp’s tents billowed in the wind, cooled by generators and stocked with refrigerators.

32 - A. Ivanov, Ekaterina II i Petr III: istoriia tragicheskogo konflikta (M, 2007), more inclined to take C.’s memoirs at face value, offers an exhaustive comparison of the passages on Peter. 114.

33 - ‘Ask Prince Makulov if he agrees to take on the construction work,’ Catherine instructed Prince Volkonsky, Salytkov’s successor as Moscow’s Governor General, ‘and tell him that he will see from my plan that the internal wall of this palace should be rebuilt and pushed out into the courtyard so that we obtain a double room whose width is indicated on the plan.’ Only after the architect went to see her in St Petersburg did she concede that her designs were impracticable. ‘I see that it is impossible to reconstruct the house at Lefortovo according to my plan and it would be better to knock almost all of it down and start anew.

34 - Its provisions included a plan for a large but undetermined amount of covert action funds to aid Massoud in his war against the Taliban. The CIA would supply Massoud with trucks, uniforms, ammunition, mortars, helicopters, and other equipment to be determined by the agency and the White House—the same rough shopping list drawn up the previous autumn.

35 - Critics who dismissed The Firm and Grisham’s later books as poorly written and who profess themselves to be mystified by his success are either missing the point because it’s so big and obvious or because they are being deliberately obtuse. Grisham’s make-believe tale is solidly based in a reality he knows, has personally experienced, and which he wrote about with total (almost naive) honesty.

36 - At some point my ears became involved, and one day my mother called a taxi (she did not drive) and took me to a doctor too important to make house calls—an ear specialist. (For some reason I got the idea that this sort of doctor was called an otiologist.)

37 - Back in St Petersburg, she took her meals at a round table in a corner room of the Summer Palace, overlooking the Fontanka. She still found the energy for the occasional visit to Ivan Shuvalov, but was always back by 10 p.m.

38 - The player who first gets to five games against a similarly skilled amateur will still win most of the time, but not nearly as often as you would predict. If you are an amateur player with only two games compared with your opponent’s five, it helps a great deal to know you have something like a 40 percent chance of prevailing.

39 - Many German politicians and intellectuals saw American fears of Islamic terrorism as overblown, even naïve. Nor did CIA cooperation with Pakistani intelligence yield day-to-day exchanges about Arab men entering and leaving the country on Taliban-sponsored visits to Afghanistan.

40 - After reviewing the show, I was—especially since I was writing an autobiography documenting my success—depressed for a week. But later, searching my mind for at least one redeeming quality in the performance, I became aware that not one joke was normal, that even though I was the one who said the lines, I did not know what was coming next.

41 - Companies that focus on serving current customers and achieving limited growth during slow economic times might reduce salesforce size as a way to lower costs. In contrast, companies trying to gain market share, capture new customers, and take advantage of market opportunities are likely to increase salesforce size.

42 - Sharif repeated his usual formulation: Pakistan itself was a victim of Afghanistan’s unfinished war, especially its spillover effects, such as refugees and drug trafficking. Pakistan, too, was a victim of terrorism, he said.

43 - Yet, over time, this percentage decreases, such that at six years out, 78 percent of women are employed full-time, full year. At nine years out, the percentage goes down to 69 percent.

44 - The reply envelope and card should be easy to use, and the reply card should offer a variety of gift levels (appropriate to the probable giving levels of the donors you’re approaching). Your nonprofit can get a permit from the post office to offer postage-paid envelopes, which make it easier for donors to respond.

45 - The very system that produced standardized tests and the command-and-control model that chokes us also invented the resume. The system, the industrialists, the factory .

46 - In the winter of my senior year I started to think I might have the right stuff to become a good accountant and perhaps someday a CPA. I figured that career path would be a good way to learn the innards of business from the numbers side.

47 - That’s okay if your callers are also good listeners and deftly adjust the amount they’re requesting in response to what they hear. If, after a gift is pledged, you feel that you asked for too little money, don’t despair.

48 - Claude Plum appeared in the program, too, but he listed his name as Clyde Primm in order to escape creditors. Years later, I ran into him working at Larry Edmunds’s rare-book store on Hollywood Boulevard.

49 - It had three levels, the top two removable, all three containing little drawers as cunning as Chinese boxes. It was handmade, of course.

50 - For that he was willing to drop old grievances and link his Northern Alliance with the exiled King Zahir Shah in Rome. Massoud appealed to Tomsen to bring the king into his alliance.

51 - It was thanks to him that Chancellor Bestuzhev managed to pay for his ornate Baroque mansion on the Neva, where Carlo Rossi’s Senate Building now stands. Vorontsov was another desperate client who turned to Ivan Shuvalov only after exhausting his credit with Wolff.

52 - I’m talking about an hour a day to complete a mammoth work of art, whatever sort of art you have in mind. That hour a day might not be fun, but it’s probably a lot more productive than the ten hours you spend now.

53 - He had so few connections in General Headquarters that when Sharif told him of his promotion, Ziauddin had to shop for the proper epaulets in a commercial market in Rawalpindi, according to accounts that later reached the U.S. embassy. The first hours after Sharif’s stunning decision unfolded in confusion.

54 - This survey of Yale alumni from the classes of 1979, 1984, 1989, and 1994 was conducted in 2000 as cited in Louise Story, “Many Women at Elite Colleges Set Career Path to Motherhood,” New York Times, September 20, 2005, http://​www.​nytimes.​com/​2005/​09/​20/​national/​20​women.​html?​pagewanted=​all. 13.

55 - I would resent not seeing my family and run the risk of becoming the employee who quit with unused vacation time. I started forcing myself to leave the office at five thirty.

56 - However, the press coverage could also indicate a deep concern throughout society about ethics in management. Before discussing the features of moral, or ethical, sales management, some examples of seemingly immoral management (as described in Exhibit 7.6) might be helpful.

57 - Each McDonald’s franchise is quite deliberately set up as a factory, and so is the Goodwill distribution center that processes clothes to be sent overseas to raise money for a good cause. I define a factory as an organization that has figured it out, a place where people go to do what they’re told and earn a paycheck.

58 - He said that early in his career, when the audience wasn’t laughing, he could hear the waitresses laughing, and they saw the show night after night. I noticed that the waitresses were laughing.

59 - Our paradigms, correct or incorrect, are the sources of our attitudes and behaviors, and ultimately our relationships with others. I remember a mini-Paradigm Shift I experienced one Sunday morning on a subway in New York.

60 - Rarely do you say to yourself, “I need an independent contractor to design my Web page,” or “I need an independent contractor to write more grants for us.” More commonly used terms are consultant or freelancer, or titles these specialists use for the jobs that they do. For example, small organizations may contract with an accountant or bookkeeper to maintain financial records and prepare financial reports.

61 - The U.S. embassy in Kabul had been shut for security reasons since January 1989, so there was no CIA station in Afghanistan from which to collect intelligence about the Taliban or the sources of their newfound strength. The nearest station, in Islamabad, no longer had Afghanistan on its Operating Directive, the official list of intelligence-gathering priorities transmitted each year to CIA stations worldwide.3 Without the formal blessing of the O.D., as it was called, a station chief like Gary Schroen lacked the budgetary resources needed to recruit agents, supply them with communications gear, manage them in the field, and process their intelligence reports.

62 - The six-foot-high concrete barrier at the southern mouth of the valley was intended to keep food and clothing from getting to the Panjshiris. It didn’t work.

63 - After I studied it for about an hour, Jim Barlow explained that it was the long-end view of a couple making love. There were two magic shops—the other was on Main Street—and I ran between them as necessary.

64 - Their experiences, however, were rooted in the close ties between the United States and Pakistan’s army and intelligence service during the Cold War years. Both men had been out of government during the 1990s as that alliance had frayed to the point of dysfunction, partly over bin Laden’s terrorism and the related issue of jihadists fighting in Kashmir.

65 - Since Haq had lost one foot to a land mine on a mission near Kabul, his travel inside was more limited than before. He collaborated with a CBS cameraman to film rocket attacks around Kabul, escorted journalists over the border, and flew off to Washington to lobby for support.

66 - Despite personal appeals for clemency from President Carter and many other world leaders, Zia sent Zulfikar Ali Bhutto to the gallows in April 1979. Around the same time American intelligence analysts announced that Pakistan had undertaken a secret program to acquire nuclear weapons.

67 - Thus, in this way, the corporate mission statement has a direct effect on sales management activities. Despite its importance, it has been estimated that only about 20 percent of companies have a clear mission statement that is articulated to salespeople by sales managers.

68 - Steamed and salted brussels sprouts are one of my favorite foods, but plain brussels sprouts hold no appeal. The key to enjoying salt without worrying about a heart attack is that you need to have a healthy diet in general, exercise regularly, and have a healthy body-fat composition.

69 - A nonprofit that collected funds for helping stray cats but instead used the funds for the personal benefit of the board members and staff would be even worse. This activity is serious and possibly a crime.

70 - While Panin had made his suggestion in December 1762 as a way of preventing a recurrence of the arbitrary favouritism of Elizabeth’s time, Catherine almost certainly suspected a bid to enhance his own influence at the expense of the Orlovs. Although the idea was quietly shelved, the membership of the Imperial Assembly, secretly formed in Moscow on 11 February 1763 to determine how to respond to Peter III’s manifesto on the nobility, was much the same as Panin had projected for his council.

71 - The mercurial Potëmkin had to be dissuaded from abandoning the Crimea to the Turks: ‘When you are sitting on a horse,’ Catherine pointed out, ‘there is no point in dismounting and holding on by the tail.’ Instead, he committed himself to a lengthy siege of Ochakov, the Turkish fort opposite Kinburn, whose 24,000-strong garrison trapped the Russian fleet in the Dnieper estuary. Thanks to an attack by gunboats armed by Samuel Bentham, the Turks lost fifteen ships in two days in June (Catherine donned naval uniform for the exultant Te Deum at Tsarskoye Selo).

72 - She’s even a pediatrician, so my kids are not just in loving hands, they’re in medically trained hands. (Not all people are close to their family, either geographically or emotionally.

73 - Nonprofit support organizations often have consultants on staff who do the same work as private consultants and consulting companies. They also may provide training workshops in a variety of topics ranging from building your board of directors to personnel matters.

74 - Module 3, many firms are using a telemarketing salesforce to generate leads, qualify prospects, monitor shipments, and so forth, while the outside salesforce concentrates on sales-generating activities. These firms are specializing by function.

75 - He said, as friendly as he could, “Uh, man, that’s not my thing.” We liked each other, but we were different. I first appeared on Saturday Night Live in October 1976.

76 - The ticket sales and the applause pale in comparison to the preparation, effort, and sheer genius Keller puts into each performance. And online, his music is free–free to download, free to share.

77 - This difference disadvantages women because mentees with more senior mentors reported faster career progression. See Ibarra, Carter, and Silva, “Why Men Still Get More Promotions than Women,” 80–85.

78 - A specific example illustrating this type of function is presented in Exhibit 10.7.38 The environmental factors are potential and concentration, the salesperson factor is experience, and the organizational factor is span of control. The data are for three territories and are used in the model to generate sales forecasts for each territory individually.

79 - The long-range aims of a country in which Islamists were at last beginning to have a say would not be, could not be, wholly compatible with the aims of a Western nation.“ 16.

80 - The goal is to quit the tasks you’re doing because you’re hiding on behalf of the lizard brain and to push through the very tasks the lizard fears. Is It Important Enough?

81 - "Should never be the last resort” is from Senate Select Committee on Intelligence, “Hearing on the Nomination of George Tenet as Director of Central Intelligence,” May 6, 1997. 19.

82 - As you should recall from the earlier discussion of the continued evolution of personal selling (refer to Exhibit 2.1), the sales process is increasingly being viewed as a relationship management process, as depicted in Figure 2.4. In this conceptualization of the sales process, salespeople strive to attain lasting relationships with their customers.

83 - I couldn’t believe this was their great plan—it was a frontal assault.” Richard Clarke, by this official’s account, did little to disguise his disdain. He asked his White House colleagues and the CIA’s Counterterrorist Center team sarcastically, “Am I missing something?

84 - A reference in her memoirs to the ‘famous’ Red Staircase suggests that tales of the Moscow rebellion that brought Sophia to power in May 1682 might have been part of the folklore she learned from her pious lady-in-waiting, Praskovya Vladislavova (‘that woman was a living archive who knew the scandalous history of every family in Russia from the time of Peter the Great and beyond’).48 It was then that the boyar Artamon Matveyev, once the leading minister to Tsar Aleksey Mikhailovich (1645–76), had allegedly been hurled from the top of the stairs onto the pikes of the mutinous musketeers. Reformed into new regiments by Peter the Great, the Guards had been guarantors of the Russian throne ever since.

85 - Senior princes quietly sent messages to the official ulama acknowledging that, yes, the presence of American troops in the kingdom was undesirable, and their numbers and visibility would be reduced as soon as possible. Saudi princes stepped out in public to emphasize their devotion to Islamic causes—especially in places outside of Saudi Arabia, such as Afghanistan and Bosnia.

86 - After the fall of the Afghan capital, Prince Turki recalled, the Taliban sent a message to the kingdom: “We have this fellow here. Do you want us to hand him to you, or shall we keep him here?

87 - Later, many of the Americans involved said they were deeply cynical about Pakistan’s proposal for joint covert action. They thought Sharif was just trying to cook up something that would distract the Americans and shut them up about bin Laden.

88 - Sylvia Beyer, “Gender Differences in Causal Attributions by College Students of Performance on Course Examinations,” Current Psychology 17, no. 4 (1998): 346–58.

89 - Although you can find separate CD-ROMs for foundation profiles and for grants awarded, we recommend the Foundation Center’s FC-Search, a CD-ROM that contains both foundation profiles and actual grants. You also can subscribe to FC-Search online.

90 - This section says who will conduct the evaluation and why that person or organization is right for the job; what information already is known about the situation or population served; what instrument(s) will be used to measure the project’s results; and how the finished report will be used. Different kinds of evaluation are appropriate at different stages of a project.

91 - The pollsters’ fever charts from America, Europe, the Middle East, and Central Asia depict an impassioned, sharply divided world in which, among other things, the standing of the United States in popular opinion has plummeted in a very short time. Holding their flag-draped ceremonies in secret, American military transport crews unload dead and wounded in twos and threes from Iraq and Afghanistan.

92 - ‘It was the high wind and people who thought themselves invincible out of an excess of ardour.’4 She was fortunate that Gustav III, deprived of the British subsidies that might have kept him in the war, was as keen as she was to sue for peace. At the price of Russia’s tacit abdication from further interference in Swedish politics, a settlement was reached at the small town of Verela on 3 August.

93 - The estimate remains classified, but CIA director George Tenet quoted from it at length in his October 17, 2002, prepared testimony to the Joint Inquiry Committee investigating the September 11 attacks. Eleanor Hill also quoted portions of the estimate in her September 18, 2002, Joint Inquiry Staff Statement.

94 - Having been presented to the ladies-and gentlemen-in-waiting in the crowded ante-chamber, where Johanna Elisabeth was conscious of being scrutinised ‘from head to toe’, they processed through the state apartments to the audience chamber, where the thirty-five-year-old empress appeared before them on the threshold of her state bedroom. On seeing her for the first time, it was impossible not to be struck by her beauty and majestic bearing.

95 - Proper breathing has lots of other benefits, including stress reduction, increased and more efficient metabolism, and better physical stamina, so it’s worth learning.8 If you put your hand on your belly button and breathe correctly, that’s the only part of your torso that should be rising and falling. If your upper chest is expanding when you breathe normally, you’re doing it wrong.

96 - Name some typical objectives of sales training programs, and explain how setting objectives for sales training is beneficial to sales managers. The objectives of sales training vary over time and across organizations, but they often include preparing sales trainees for assignment to a sales territory, improving a particular dimension of performance, aiding in the socialization process, or improving salesforce morale and motivation.

97 - Sales analysis is more useful when sales results are compared with forecasts, quotas, previous time periods, and competitor results. 5.

98 - Down the road rumbled a large, loud motorcycle driven by a man wearing the unmistakable pressure suit, coat, and helmet of a Soviet fighter pilot. Soviet soldiers or airmen were not supposed to be on Pakistani territory, but occasionally Soviet special forces ran small raids across the Afghan border.

99 - The most basic delay detonator was the “time pencil,” a chemical device that wore down gradually and set off a bomb or rocket after a predictable period. It had been developed by the CIA’s Office of Technical Services.

100 - He was intrigued by the recently deposed Pakistani prime minister, Benazir Bhutto, who had been at Oxford University when Clinton attended as a Rhodes Scholar. Clinton had seen her in passing and was riveted by her beauty, poise, and reputation as a formidable debater, he told colleagues.

101 - Talk, whether ugly or beautiful, is an index of character; it can also be a breath of cool, refreshing air in a room some people would prefer to keep shut up. In the end, the important question has nothing to do with whether the talk in your story is sacred or profane; the only question is how it rings on the page and in the ear.

102 - It was the new center’s first attempt to penetrate a committed Islamist terrorist organization that targeted American citizens. The experience offered ill omens for the future.

103 - Drawn into business in April 1786 by his appointment to a commission to restructure the assignat bank, he struggled, as his friend Bezborodko had predicted, to cope with machinations at Court. After being inveigled into an intrigue against Potëmkin that may have been inspired by Zavadovsky and Alexander Vorontsov, Yermolov was dismissed in July with the now customary redundancy package–the Polish Order of the White Eagle, 4300 serfs in Belorussia, 130,000 roubles in cash and a silver dinner service–and sent abroad.

104 - Even worse, the messages sent to girls can move beyond encouraging superficial traits and veer into explicitly discouraging leadership. When a girl tries to lead, she is often labeled bossy.

105 - Don’t add people to your mailing list unless they ask to subscribe, and always make it easy to unsubscribe from the list. Nothing kills a good relationship faster than unwanted e-mail.

106 - All of us—men and women alike—have to understand and acknowledge how stereotypes and biases cloud our beliefs and perpetuate the status quo. Instead of ignoring our differences, we need to accept and transcend them.

107 - By the time King Zahir Shah’s cousin, Mohammed Daoud, drawing on some communist support, seized national power in a coup on July 17, 1973, Massoud was a full-fledged member of the Muslim Youth Organization. “Some of our brothers deem armed struggle necessary to topple this criminal government,” Rabbani declared at one meeting at the Faculty of Islamic Law a few months later.

108 - As mentioned throughout this textbook, however, teamwork in selling and team selling are growing in importance. As a result, many sales organizations are adjusting their compensation plans to recognize team performance.

109 - But, we think you’ll also discover that the best place to seek help may change depending on the challenge of the day. Remember that you can find places to ask for assistance, and most people are willing to offer advice.

110 - I also figured that for every person pointing out my “advantage” to my face, there were probably a dozen others saying it less politely behind my back. I considered my possible responses.

111 - In contrast, the share of women not working or working part-time increases with years since graduation, such that by ten or more years out, 17 percent of the women are not working and 22 percent are working part-time. The remaining small percentages of men and women worked fewer than fifty-two weeks per year.

112 - In such a case, the commission rate might be fixed, or perhaps progressive up to the point at which capacity is almost fully used, then regressive to the point of full use. When salespeople are paid on straight commission, the question of splitting commissions is of primary concern.

113 - Initially delayed by the threat of another war with the Turks, Catherine sent Suvorov into Poland in August. On 4 November, he stormed Praga, a suburb of Warsaw, butchering between 13,000 and 20,000 Poles.

114 - Module 5 (Staffing the Salesforce: Recruitment and Selection) discusses the key activities involved in planning and carrying out salesforce recruitment and selection programs. These activities include determining the type of salespeople desired, identifying prospective salesperson candidates, and evaluating candidates to ensure that the best are hired.

115 - For example, you might demand that a deal be closed before the holidays so you can announce it to your family as a holiday present. When you bring in an emotional dimension, people know they can’t talk you out of it.

116 - But when Clinton himself met with Pakistani leaders, his agenda list always had several items, and bin Laden never was at the top. Afghanistan’s war fell even lower down.

117 - A growing number of Web sites about charitable giving analyze the percentage of nonprofits’ expenses dedicated to management and fundraising and use this information as a means of identifying which organizations make efficient use of charitable contributions. Stay abreast of how these sites analyze your organization, and communicate with them if you feel they judge you unfairly.

118 - But those same people would probably let you wait in an office for at least that long while they completed a telephone conversation with someone else. Urgent matters are usually visible.

119 - Yousef said he “would like it to be different,” but only terrible violence could force this kind of abrupt political change. He said that he truly believed his actions had been rational and logical in pursuit of a change in U.S. policy toward Israel.21 He mentioned no other motivation during the flight and no other issue in American foreign policy that concerned him.

120 - The prime minister remained much closer to his intelligence chief, Khwaja Ziauddin, his family’s friend and political protégé, than to Musharraf. Clinton’s rant at Blair House spurred Pakistan to deliver on a plan to train commandos who might be sent into Afghanistan to snatch bin Laden.

121 - Christopher, during prepared testimony for his confirmation hearings on January 25, 1993, devoted only four out of more than four thousand words to Afghanistan, saying that “restoring peace to Afghanistan” was in America’s interest. Four months later, on May 28, Christopher told a CNN interviewer: “[W]e’re very concerned about the situation in Afghanistan and the fact that it does seem to be a breeding ground for terrorist activities around the world, and I think that we’re going to pay particular attention to that there.

122 - Using plainspun humor as a brilliant counterpoint and never substituting cant for story, he sketches a world of Darwinian struggle where all the savages wear three-piece suits. And— here’s the good part—this is a world impossible not to believe.

123 - In a late May meeting, Rice asked Tenet, Black, and Clarke about “taking the offensive” against al Qaeda. Reflecting Khalilzad’s view, Rice did not want to rely exclusively on the Northern Alliance.

124 - Interview with Neem, May 27, 2002, and with other aides to Massoud, including several senior intelligence officers. 27.

125 - These strategic objectives affect the development of the sales organization’s objectives, the selling tasks performed by salespeople, and the activities of sales managers. All sales organization policies are designed to help salespeople achieve the business unit strategic objective.

126 - If your hunger is caused by tiredness, try healthy foods with fat, such as nuts, avocados, protein bars, and cheese, to suppress the hungry feeling. If you’re eating for social reasons only, choose the healthiest options with low calories.

127 - He dispatched his intelligence aide, Amrullah Saleh, to Switzerland to meet secretly with Taliban representatives. They also held back-channel talks in Uzbekistan and Turkmenistan.

128 - The value of nonfinancial compensation is illustrated by the considerable number of salespeople who knowingly take cuts in financial compensation to become sales managers. The prevalence of other nonfinancial rewards in salesforce reward systems also attests to their important role.

129 - Langley had provided Gary Schroen with no money or formal orders to open a partnership with Massoud on terrorism. The CIA unit that worked on bin Laden had supported his visit, and its officers encouraged Schroen to discuss the terrorism issue with Massoud.

130 - ‘Russia is a European State.’ Catherine began her first chapter with one of her few original contributions to her treatise, a cultural rather than a geographical claim, designed to challenge the prevailing view of her empire as a slough of oriental backwardness. The same motive underlay her implicit argument that Montesquieu had been wrong to classify Russia as a despotism ruled by fear, the only form of government he thought workable in a very large state and the ultimate insult in the vocabulary of eighteenth-century politics.

131 - As models, he recommended Plutarch’s Lives, which she tracked down only later, and the life of Cicero, of which she apparently read no more than a couple of pages in German translation. Neither did she finish Montesquieu’s short treatise On the Causes of the Grandeur and Decline of the Roman Republic (1734): ‘it made me yawn’.9 Even for one so self-consciously ‘studious’, such works were too demanding.

132 - The fact that the game is scheduled by some unknown third party makes it okay with me because I know that Shelly didn’t make a conscious choice to be away at that specific time. Sure, sure, on some level it’s the same thing because Shelly knew in advance that matches would be on Thursday nights, and she chose to join the team.

133 - Thank you to Divesh Makan of Iconiq for his organizational and structural help and to Gary Stiffelman of Ziffren Brittenham for his diligence. I also want to thank Jill Gillett and Chris Sanagustin for their support of Nell’s work on this project.

134 - It was in this ramshackle Prechistensky Palace, dismantled shortly afterwards, that Catherine was to celebrate victory over the Turks in 1775. Before then, however, she had not only to defeat the enemy, but also to overcome the most serious internal challenges of her reign.

135 - Since a degree of dissimulation was regarded as an important weapon in any successful ruler’s armoury–‘Behave cleverly in public,’ Catherine told Potëmkin at the height of their affair in 1774, ‘and that way no one will know what we are thinking. I so enjoy being crafty!’24–we should not be surprised at her claim to have mastered the skill so early.

136 - You’ll need to know the backstory about my experience with affirmations to have a context for understanding my unwavering optimism against long odds, including my voice problem. Affirmations are simply the practice of repeating to yourself what you want to achieve while imagining the outcome you want.

137 - The corporate, business, marketing, and sales strategies developed by a firm prescribe specific activities that must be performed by salespeople for these strategies to be successful. Sales managers are also needed to recruit, select, train, motivate, supervise, evaluate, and control salespeople.

138 - Above them—above almost all of us—are the Shakespeares, the Faulkners, the Yeatses, Shaws, and Eudora Weltys. They are geniuses, divine accidents, gifted in a way which is beyond our ability to understand, let alone attain.

139 - Steve says things like “Gosh, Mom, that’s really great blues you’re singing!” His family relationship is very close with his black brothers and sisters, so when he makes a decision to go on the road after hearing the music of Lawrence Welk on the radio, it is a sad occasion. There is a tearful farewell, and Steve sets off hitchhiking in the front of the family house and gets a ride about two hours later.

140 - That’s exactly what I did,* making it a workplace-focused strip, as readers requested, and from there it took off. Recapping my skill set: I have poor art skills, mediocre business skills, good but not great writing talent, and an early knowledge of the Internet.

141 - David Brown put my leg back together in five marathon surgical procedures that left me thin, weak, and nearly at the end of my endurance. They also left me with at least a fighting chance to walk again.

142 - Michael R. Williams (Ph.D., Oklahoma State University) is professor of marketing and director of the Professional Sales Institute at Illinois State University. Prior to his academic career, Mike established a successful 30-plus year career in industrial sales, market research, and sales management and continues to consult and work with a wide range of business organizations.

143 - I also know that all the planning in the world cannot prepare us for the constant challenges of parenting. In hindsight, I appreciate my fellow panelist’s candor.

144 - For example, performance evaluations for determining compensation and special rewards should emphasize activities and results related to the salesperson’s current job and situation. Performance evaluations for the purpose of identifying salespeople for promotion into sales management positions should focus on criteria related to potential effectiveness as a sales manager and not just current performance as a salesperson.

145 - TTM training is important for all sales organizations but especially for those in declining, stagnant, or highly competitive industries. In such situations, salespeople are often overworked, and there comes a point when working harder to improve results is not realistic.

146 - The inconvenience never goes away, but there are always work-arounds, and as an adult, missing an occasional meal is more of a weight-loss opportunity than a tragedy. You learn to see it that way.

147 - For Johann Georg Eisen, a Lutheran pastor resident there thanks to the prince’s support for his Enlightened agricultural reforms, it was a deeply unnerving experience. ‘Those were such days,’ wrote Eisen after his return to Estland, ‘that the Last Judgment cannot appear any worse.

148 - But if I sit with good posture, both feet on the floor, it seems that my body signals to my brain that it’s time to concentrate on work. Consistency might be more important than the specific position you choose.

149 - His father had gone to Manila in the late 1930s as a banker and had been trapped when Japan invaded as World War II began. The Hart family spent three years in a Japanese garrison with about two thousand other Americans, Europeans, and Australians.

150 - Capitalism inspires people to work hard, to take reasonable risks, and to create value for customers. On the whole, capitalism channels selfishness in a direction that benefits civilization, not counting a few fat cats who have figured out how to game the system.

151 - I was writing a new novel, a peculiar combination of Peyton Place and Dracula which I called Second Coming. We had moved to a ground-floor apartment back in Bangor, a real pit, but we were in town again, we had a car covered by an actual warranty, and we had a telephone.

152 - L. I. Zoziula and E. G. Shcheboleva, ‘Ekaterina v usad’be Kniazei Kozlovskikh’, in Mir russkoi usad’by, ed. L. V. Ivanova (M, 1995), 141–2; KfZh (1767), 148–51, Orlov, ‘Dnevnik’, 37; SIRIO, xlii: 354, C. to Paul, 18 May 1767.

153 - That makes your physical environment a sort of user interface for your brain, and it becomes a way to manipulate your energy levels and concentration. To change how you feel, and how you think, you can simply change where you are sitting.

154 - In that case, keeping by the telephone a job description that includes a list of telephone procedures, frequently used telephone numbers, and other important information can bring consistency to the job. See CD0701 and CD0702 for some sample volunteer job descriptions.

155 - President Clinton, weakened by impeachment proceedings and boxed in by a hostile Republican majority in Congress, proved unwilling or unable to force the astonishingly passive Pentagon to pursue military options. As an alternative he put the CIA’s covert action arm in the lead against al Qaeda.

156 - Perhaps your board will recruit three co-chairs and those co-chairs will recruit 25 event committee members. Your committee members and co-chairs together then will send personalized letters and invitations, and will make phone calls urging people to support and attend the event.

157 - Soon after, I was offered a big job at a bank and I turned it down because my daughter was just a year old and I didn’t think I could do it. Almost a decade later, I took a similar job and did it well, but I lost a decade.

158 - Jim Pavitt feared that funds allocated to the Predator would inevitably come at the expense of money for human intelligence—HUMINT, in Washington’s acronym vernacular. Richard Clarke replied with his usual bluntness: “Your valuable HUMINT program hasn’t worked for years.

159 - Together with previously published interim statements by its investigative staff and voluminous testimony from Clinton, Bush, their cabinet officers, and CIA officials, the commission’s final report placed before the public an unprecedented cache of secret documents and communications from inside the American government and intelligence community. These included the first published interrogation statements from captured al Qaeda leaders such as the architect of the September 11 operation, Khalid Sheikh Mohammed.

160 - After the customer has been properly conditioned, the salesperson tries to secure a positive purchase decision. An example of the stimulus response view of selling would be continued affirmation, a method in which a series of questions or statements furnished by the salesperson is designed to condition the prospective buyer to answering “yes” time after time, until, it is hoped, he or she will be inclined to say “yes” to the entire sales proposition.

161 - Almost nothing is worse than asking people to help and then finding out that you have nothing for them to do. You may want to have both your chart of immediate tasks (like in Table 7-1) and a few “back burner” projects — like organizing press clippings in a scrapbook or taking inventory in the supply cabinet — in case you end up with more people than you need on a given day.

162 - Service learning — through which students learn about a topic by volunteering in their communities and then reflecting on what they have learned in their classrooms — is becoming popular at some schools, and many colleges and universities have campus centers for community relations and student volunteering. Don’t forget to reach out to the young people in your area.

163 - Information about NSA intercepts is from Eleanor Hill, Joint Inquiry Staff Statement, September 18, 2002. FBI threat reports from the testimony of Michael Rolince, FBI special agent in charge, Washington, D.C., Joint Inquiry Committee, September 24, 2002.

164 - But after days of debate the members agreed that the time had come to introduce diplomatic negotiations into the mix. Ultimately, Tomsen finalized a secret new two-track policy, the first major change in the American approach to the Afghan war since the withdrawal of Soviet troops.

165 - Instead of buying into a system that would tear them down and corrupt their vision, they built their own system, one that was largely resistance-proof. One concert a night, night after night, for decade after decade.

166 - There also may have been too much emphasis on making certain there was a minimum fixed amount of information on an individual before he or she was watch listed.” 44.

167 - But, we think you’ll also discover that the best place to seek help may change depending on the challenge of the day. Remember that you can find places to ask for assistance, and most people are willing to offer advice.

168 - You’ll begin by completing a comprehensive training program that prepares you for immediate challenges and development on our career advancement ladder. A bachelor’s degree is required, preferably in a business or life science discipline.

169 - Compare Kaiser’s operations with the church around the corner from your house or your local PTA chapter. Think about Harvard University, with an endowment of $14 billion or so (yes, we said billion), and then think about the Head Start program in your town or the group that’s trying to raise money to protect wetlands from a housing development.

170 - The agency formally asked government analysts whether the Predator’s reconnaissance value justified all these risks. The analysts replied that satellite imagery and reconnaissance aircraft could do virtually as well.

171 - He attributes the story of Durrani’s selection at the jirga to the 1905 autobiography of the “Iron Amir” of Afghanistan, Abdur Rahman, who recorded the story as it was recounted “in the Kabul annals.” Whatever its basis in fact, the story’s themes-Durrani’s humble silence and the attempt by more powerful khans to choose a weak king-became an oft-repeated, shaping narrative of Afghan politics.

172 - The basic objective of market specialization is to ensure that salespeople understand how customers use and purchase their products. Salespeople should then be able to direct their efforts to satisfy customer needs better.

173 - After false starts in the two previous fighting seasons, here was a chance at last to help tip the military balance in Afghanistan against Najibullah, the agency’s operatives argued. With ISI officers helping to direct the attack from nearby hilltops, a coalition of mujahedin forces lay siege to Khost as spring arrived.

174 - Other than Where do you get your ideas?, the questions any publishing writer hears most frequently from those who want to publish are How do you get an agent? and How do you make contact with people in the world of publishing?

175 - If you find a program that seems well suited to your organization’s work, going back and reviewing the legislation is worth your time. Doing so helps you fully understand the program’s context and intentions.

176 - As they planned their strikes, both spent long hours thinking about the political and theological bases for their actions. They reached slightly different conclusions about the legitimacy of their violence against civilians, but their creeds were remarkably similar.

177 - The National Security Council at the White House had no Afghan policy beyond a vague wish for peace and prosperity. The State Department was more involved in Afghan affairs, but only at the middle levels of its bureaucracy.

178 - I walked home in the dark toward my room at the Hotel Commodore—still lugging my banjo, which I never let out of my sight—and fortunately, I was not mugged. There was something about that walk in the night that recalled my contemplative mood of nine years earlier, when I sat in darkness, just a few miles away at the Coffee Gallery, with absolutely no prospects.

179 - Later the key language allowed for a snatch operation or a pure lethal attack if an arrest was not plausible. Clinton’s aides thought the CIA’s managers were using the legal issues as a dodge.

180 - If we can succeed in adding more female voices at the highest levels, we will expand opportunities and extend fairer treatment to all. Some, especially other women in business, have cautioned me about speaking out publicly on these issues.

181 - The keynote speaker, Dr. Peggy McIntosh from the Wellesley Centers for Women, gave a talk called “Feeling Like a Fraud.”1 She explained that many people, but especially women, feel fraudulent when they are praised for their accomplishments. Instead of feeling worthy of recognition, they feel undeserving and guilty, as if a mistake has been made.

182 - And if a book helps you see the world in a more useful way or amps up your energy level, it becomes part of the fabric of your personal luck. You’re a different person now than you were when you started this book, literally.

183 - Today, several years after the surgery, I can’t say I’ve achieved my affirmation of speaking “perfectly,” if such a thing even exists. I had a weak and nasally voice before I ever got spasmodic dysphonia, so after surgery that seemed like the realistic upper limit for my recovery.

184 - That makes your physical environment a sort of user interface for your brain, and it becomes a way to manipulate your energy levels and concentration. To change how you feel, and how you think, you can simply change where you are sitting.

185 - Sharif, meanwhile, was angry that the United States talked directly to the army about the attack rather than to Pakistan’s supposedly supreme civilian authority, and he was also angry at Karamat, believing that the general had deceived him or let him down. When Pakistani authorities learned that two of the missiles had fallen short and hit inside Pakistani territory, they denounced the attack in public and in private.

186 - Later I found that three of them were actually outstanding employees who should not have been let go. My jumping to conclusions hurt them and the company’s operations.

187 - I now play Free to Be … You and Me for my children and hope that if they ever play it for their children, its message will seem quaint. The gender stereotypes introduced in childhood are reinforced throughout our lives and become self-fulfilling prophesies.

188 - Quoted in W. Sunderland, Taming the Wild Field: Colonization and Empire on the Russian Steppe (Ithaca, NY, 2004), 79–80. 121.

189 - “Commander Massoud’s idea was that Karzai should send commanders to these areas where it was liberated so they could revolt,” recalled Massoud’s foreign policy adviser, Abdullah. Karzai could also establish bases in safer Northern Alliance territory such as the Panjshir “and then expand.” Massoud dispatched Abdullah and other aides to meet with Karzai’s people to develop these ideas.

190 - If he does know, I assure you that sooner or later he’ll start showing up, chomping his cigar and making his magic. So okay—there you are in your room with the shade down and the door shut and the plug pulled out of the base of the telephone.

191 - From an early age, girls get the message that they will have to choose between succeeding at work and being a good mother. By the time they are in college, women are already thinking about the trade-offs they will make between professional and personal goals.1 When asked to choose between marriage and career, female college students are twice as likely to choose marriage as their male classmates.2 And this concern can start even younger.

192 - The committee also has developed a Web site that offers basic information about weight loss, maintains a directory of services in various cities, and invites its readers to sign up for a monthly e-mail newsletter. Fundraising committee: Sunshine and Health raises funds through a family-oriented walk-a-thon, appeal letters sent to people who have used its services, and gifts from businesses promoting a healthy lifestyle.

193 - As he and Catherine made another visit on 19 February, workmen laboured day and night to allow them to move in at the end of Lent. With the snow swirling all around, the tsar made a final inspection on Tuesday 2 April, decreeing that everything be made ready for the following Saturday.54 It was a tall order.

194 - An optimizer looks for the very best solution even if the extra complexity increases the odds of unexpected problems. Allow me to compare and contrast the two approaches.

195 - All this was discussed at the White House just two days before President Clinton faced a final vote on impeachment charges in the U.S. Senate. It seemed clear that Clinton would win the trial and finish out his term, but his power had fallen to its nadir.

196 - When Deutch’s new managers arrived, they emphasized gender and racial diversity as a prime CIA hiring goal, a mission that angered and dismayed the many white males among the agency’s veterans. New management techniques promoted open criticism of supervisors, discussions about the CIA’s purpose, focus groups, more interaction with the media—“California hot tub stuff,” as one unhappy veteran called it.

197 - I didn’t want it—the work was hard and boring, the mill itself a dingy fuckhole overhanging the polluted Androscoggin River like a workhouse in a Charles Dickens novel—but I needed the paycheck. My mother was making lousy wages as a housekeeper at a facility for the mentally ill in New Gloucester, but she was determined I was going to college like my brother David (University of Maine, class of ’66, cum laude).

198 - One lunch hour Harry told me what it had been like to face a Japanese banzai charge on the island of Tarawa, all the Japanese officers waving swords made out of Maxwell House coffee cans, all the screaming enlisted men behind them stoned out of their gourds and smelling of burned poppies. Quite a raconteur was my pal Harry.

199 - The trainer must clearly understand the program’s objectives, as well as the concepts, behaviors, and attitudes to be acquired by participants. 7.

200 - It’s his job to innovate, to create new opportunities, to connect with hard-to-reach people, and to follow the long line on the way to success. As we go lower down the totem pole, though, management assumes that less pay = less humanity.

201 - While it’s hard to predict how an individual will react to becoming a parent, it’s easy to predict society’s reaction. When a couple announces that they are having a baby, everyone says “Congratulations!” to the man and “Congratulations!

202 - Benchmarking is an ongoing measurement and analysis process that compares an organization’s current operating practices with the “best practices” used by world-class organizations. It is a tool for evaluating current business practices and finding a way to do them better, more quickly, and less expensively to better meet customer needs.8 Using benchmarking, Norwest, the nation’s largest mortgage company, was able to consolidate its sales brochures and direct mail campaigns resulting in savings of more than $1.4 million.

203 - Get your health right first, acquire resources and new skills through hard work, and look for an opportunity that gives you a flexible schedule someday. Some skills are more important than others, and you should acquire as many of those key skills as possible, including public speaking, business writing, a working understanding of the psychology of persuasion, an understanding of basic technology concepts, social skills, proper voice technique, good grammar, and basic accounting.

204 - Their tour guide had spent many hours walking the battlefield park to retrace the 1863 command decisions of Robert E. Lee. Mahmoud came alive and talked animatedly about battle tactics, personalities, and the fateful turning points of the American Civil War.

205 - The Russian experiences of Dimsdale and Parkinson, along with hundreds of others, are explored in Anthony Cross, By the Banks of the Neva: Chapters from the Lives and Careers of the British in Eighteenth-Century Russia (Cambridge: Cambridge University Press, 1997). .

206 - Just because his boss demands that he act like human spam doesn’t mean he has an obligation to listen. In fact, he has an obligation to do just the opposite.

207 - Badeeb described a relationship that was far more active than just a series of casual chats at diplomatic receptions. The Saudi embassy in Islamabad “would ask [bin Laden] for some things, and he would respond positively,” Badeeb recalled.

208 - No matter what genes and circumstances you have, history tells us you still need to work hard to pull it off. Does a belief in pure luck work against you?

209 - See Judith E. Owen Blakemore, Carol A. Lawton, and Lesa Rae Vartanian, “I Can’t Wait to Get Married: Gender Differences in Drive to Marry,” Sex Roles 53, nos. 5–6 (2005): 327–35.

210 - These internal obstacles deserve a lot more attention, in part because they are under our own control. We can dismantle the hurdles in ourselves today.

211 - There were some other foreign students as well; Turki’s prep school classmates included a future president of Honduras. Back in the kingdom, his father entered a tenacious struggle with his older half-brother, Saud, the first of Abdul Aziz’s sons to succeed to the throne after the great patriarch’s death.

212 - After years as Zia’s intelligence chief, Akhtar wanted a promotion, and Zia rewarded him with a ceremonial but prestigious title. Zia named as the new ISI chief a smooth chameleon who spoke English fluently, Lieutenant General Hamid Gul.

213 - She had to stop for three days at Smolensk while their eyes recovered and Dr Rogerson administered St James’s powders to the feverish ‘Redcoat’. Archdeacon Coxe, who passed through Smolensk in the summer of 1778, thought it ‘by far the most singular town’ he had ever seen.

214 - Doing so is a great way to highlight the board members’ affiliations with your organization, but if your board is rapidly changing and growing, you may be reprinting the letterhead every few weeks. You may also want to include a tag line, briefly identifying what your organization does, like Feeding the hungry in Tuborville.

215 - Spurred by Charlie Wilson’s romanticized tales and envious of his battlefield souvenirs, more and more congressional delegations toured Pakistan and the frontier. Visiting congressmen heard complaints from Afghan commanders such as Abdul Haq about ISI corruption, ISI control over weapon distribution, and the erratic quality of the weapons themselves.

216 - A growing number of Web sites about charitable giving analyze the percentage of nonprofits’ expenses dedicated to management and fundraising and use this information as a means of identifying which organizations make efficient use of charitable contributions. Stay abreast of how these sites analyze your organization, and communicate with them if you feel they judge you unfairly.

217 - Within a couple of days of her return to St Petersburg, she had made an informal visit to the girls at the Smolny Institute. Alexander Stroganov entertained her to lunch in March.

218 - They hired a small caravan of Toyota double-cab pickup trucks, the Japanese sport utility vehicle favored by the CIA and its Afghan clients during the anti-Soviet jihad. To accompany himself and several other Unocal executives, Miller hired four drivers and about a dozen Afghan interpreters and guides.

219 - Among them was a petition from serfs on an estate belonging to Adam Olsufyev’s family, who not only refused to return to work as she insisted, but paid for a representative to plead their case in Moscow. When an infantry regiment was sent to reward them for their disobedience, 130 peasants were arrested and some were flogged with the knout.

220 - Since my revelation on the road concerning the bomb in the closet, I have never hesitated to ask myself, either before starting the second draft of a book or while stuck for an idea in the first draft, just what it is I’m writing about, why I’m spending the time when I could be playing my guitar or riding my motorcycle, what got my nose down to the grindstone in the first place and then kept it there. The answer doesn’t always come right away, but there usually is one, and it’s usually not too hard to find, either.

221 - They discussed other options to pressure al Qaeda that had been prepared by Clarke in a detailed strategy memo that sought to “roll back” al Qaeda over three to five years, in part through aid to Massoud. These included new efforts to secure cooperation from Pakistani intelligence and to seek bin Laden’s expulsion.

222 - As national account manager, André directly manages the company’s sales activities with many national foodservice chains throughout the United States. He has a B.S.

223 - Your nonprofit can get a permit from the post office to offer postage-paid envelopes, which make it easier for donors to respond. Most direct mail letters include a P.S.

224 - By the end of the 1970s Islamic parties like Jamaat had begun to assert themselves across the Muslim world as the corrupt, failing reigns of leftist Arab nationalists led youthful populations to seek a new cleansing politics. Clandestine, informal, transnational religious networks such as the Muslim Brotherhood reinforced the gathering strength of old-line religious parties such as Jamaat.

225 - The Air Force announced that the Eleventh Reconnaissance Squadron would operate Predators in July 1995, Aerospace Daily, July 31, 1995. 7.

226 - Some analysts captured some of these pressures in their classified reporting, but on the whole the CIA’s analysts understated the Soviet Union’s internal problems. Policy makers in Reagan’s Cabinet were also slow to grasp the determination of Gorbachev and his reformers to implement meaningful changes.

227 - Next ISI made requests for trade concessions that would enrich both the Taliban and the outside businessmen who supplied them. “Then it became money” direct from the Pakistani treasury, Bhutto recalled.

228 - Larry then generously arranged for me to join an India health field mission to get a closer look at what the Bank actually did. Flying to India took me into an entirely different world.

229 - A special thanks to all the women and men who reached out to me after my TEDTalk and other speeches to share their stories, struggles, and triumphs. I would not have kept talking about this subject or written this book had it not been for their responses and thoughts.

230 - Some U.S. officials interviewed referred to the Bush administration’s renewed finding as “the bridge finding,” meaning that it bridged U.S. covert policy from the Soviet occupation period, now ended, with the final defeat of Najibullah, a Soviet client. Besides setting Afghan “self-determination” as an objective of CIA covert action, the Bush finding also set out humanitarian objectives for U.S. policy, as NSDD-166 had done earlier.

231 - In time I learned to avoid the low-percentage tennis shots more often and I won our matches about half the time, exactly as our shot-making skills would predict. So how does any of this help you?

232 - My back aches so badly that I cannot hold a pen for long, so would you kindly, having explained the reason, take my place on this occasion and write to Count Keyserling and to Prince Repnin, expressing my pleasure at their work and zeal, through which they have obtained no small glory both for themselves and for us. And order a letter to the new King to be prepared for my signature, in reply to his.

233 - It is hard to know how to evaluate this argument since all of the underlying statistics and personnel records remain classified. The estimate of 25 professionals working in the bin Laden unit in 1999, from interviews with U.S. officials, would include personnel assigned to the CIA from other agencies such as the FBI and the National Security Agency.

234 - Women face real obstacles in the professional world, including blatant and subtle sexism, discrimination, and sexual harassment. Too few workplaces offer the flexibility and access to child care and parental leave that are necessary for pursuing a career while raising children.

235 - Second, sales managers can take a genuine interest in the people with whom they interact and can learn to show that interest through conversation and other means of communication. Another suggestion is to initiate reciprocation with other parties by being the first to offer information or to provide a service.23 For example, a sales manager might provide a production manager with a timely sales forecast on a voluntary basis to help schedule future manufacturing processes.

236 - He saw Hekmatyar “as an enemy,” he said later, but he did not regard Massoud as an adequate instrument for the CIA’s prosecution of the war. Bearden accepted the view, shared by Pakistani intelligence, that Massoud “appeared to have established an undeclared cease-fire” with the Soviets in the north.

237 - Haqqanni was so favored with supplies that he was in a position to broker them and to help equip the Arab volunteers gathering in his region. The CIA officers working from Islamabad regarded him as a proven commander who could put a lot of men under arms at short notice.

238 - During the early 1970s Henry Kissinger had used Pakistani intermediaries to forge his secret opening to China. For his part, Zia saw covert operations as the most prudent way to pursue his regional foreign policy and military objectives.

239 - Christopher, during prepared testimony for his confirmation hearings on January 25, 1993, devoted only four out of more than four thousand words to Afghanistan, saying that “restoring peace to Afghanistan” was in America’s interest. Four months later, on May 28, Christopher told a CNN interviewer: “[W]e’re very concerned about the situation in Afghanistan and the fact that it does seem to be a breeding ground for terrorist activities around the world, and I think that we’re going to pay particular attention to that there.

240 - They assumed that the more they closed embassies and issued alerts, the more they encouraged this disinformation campaign. Yet they could see no alternative.

241 - But when the satellite-mapped attack plan was passed down through ISI to a particular Afghan commando team, the Afghans would often shrug off the order or use the supplied weapons to hit a different target of their own choosing. They took tolls from bridges.

242 - Statement of the Director of Central Intelligence, Senate Armed Services Committee, "Current and Projected National Security Threats,” February 2, 1999. 2.

243 - George Carlin and Richard Pryor, though very funny, were still a few years away from their final artistic breakthroughs. Lenny Bruce had died several years earlier, fighting both the system and drugs, and his work was already in revival because of his caustic brilliance that made authority nervous.

244 - Effective leaders deliver clear, timely information through appropriate media or interpersonal communications. By contrast, the best plans and intentions can be destroyed by faulty communication.

245 - Colin Powell with Tony Koltz, It Worked For Me: In Life and Leadership (New York: HarperCollins, 2012), 40. 15.

246 - Clinton had sent cruise missiles into Iraq’s intelligence service headquarters in Baghdad after receiving clear evidence of Saddam Hussein’s involvement in the 1993 assassination attempt on former president Bush. International law did not recognize revenge or punishment as justification for a military attack, but the customary laws of self-defense did sanction such strikes if they were designed to disrupt or preempt an enemy’s ability to carry out future attacks.

247 - The Bruin Theatre in Westwood, next to UCLA, was ringed outside with spotlights drawing figure eights in the sky and packed inside with clamoring, vocal fans. Press crews lined the red carpet, and it took us forty-five minutes to get from the car to our seats.

248 - The deputies estimated on September 10 that the full project, if it all proved necessary, would likely take about three years. The group also agreed to try to improve relations with Pakistan; its departures from Clinton’s approach on that score were subtle at best.

249 - Mahmoud’s biography is also from Pakistani journalist Kamran Khan and Pakistani officials who worked with him. 3.

250 - Steve Jobs at Apple or Jeff Bezos at Amazon or Ben Zander at the Boston Philharmonic or Anne Jackson at flowerdust.net. We look at these leaders and say, “Of course they’re the linchpin.

251 - George Carlin and Richard Pryor, though very funny, were still a few years away from their final artistic breakthroughs. Lenny Bruce had died several years earlier, fighting both the system and drugs, and his work was already in revival because of his caustic brilliance that made authority nervous.

252 - Because dreaming up expenses that exceed your organization’s means is easy, we suggest that you begin with income, making conservative estimates for what you may earn and what you may attract in contributions. As you work on the contributed income estimates, you also may want to look at Chapter 13, which discusses developing a fundraising plan.

253 - They are responsible for the performance of these salespeople and exercise various types of control to get salespeople to produce desired results. Although this approach might work well in very stable environments, many sales organizations realize that this approach makes it difficult for them to be responsive in a rapidly changing environment.

254 - The research of Greenberg and Greenberg found empathy to be a significant predictor of sales success. This finding was partially supported in the review by Comer and Dubinsky, who found empathy to be an important factor in consumer and insurance sales but not in retail or industrial sales.

255 - There the Saudis languished for most of the nineteenth century, herding animals and nursing grievances. They roared back to the Red Sea when the Ottoman Empire collapsed amid the chaos of World War I.

256 - Writing courses and seminars do offer at least one undeniable benefit: in them, the desire to write fiction or poetry is taken seriously. For aspiring writers who have been looked upon with pitying condescension by their friends and relatives (“You better not quit your day job just yet!” is a popular line, usually delivered with a hideous Bob’s-yer-uncle grin), this is a wonderful thing.

257 - A. Chudinova, Penie, zvony, ritual: Topografiia tserkovnomuzykal’noi kul’tury Peterburga (SPb, 1994), 26–36. 2.

258 - My gut and the signals I received from others cautioned me that arguing the issue would make me sound like a strident feminist. And I still did not want that.

259 - Eventually he would accumulate in his home one of the CIA’s largest private collections of antique and modern American weaponry. In Islamabad he would act as a quartermaster for the Afghan mujahedin.

260 - President Clinton, weakened by impeachment proceedings and boxed in by a hostile Republican majority in Congress, proved unwilling or unable to force the astonishingly passive Pentagon to pursue military options. As an alternative he put the CIA’s covert action arm in the lead against al Qaeda.

261 - Now when he travels, he packs lunches in advance and leaves notes with specific instructions for his wife. There may be an evolutionary basis for one parent knowing better what to put in a child’s lunch.

262 - If you need to provide a full day’s training or training over a longer period, we suggest consulting with a professional trainer to either provide the training or help you to design the curriculum. Although you may be concerned about investing too much of volunteers’ valuable time in training, remember that key motivations for volunteering include meeting people and doing things with friends.

263 - Madeleine Albright, who arrived as secretary of state, was more sharply attuned to human rights violators such as the Taliban than Warren Christopher had been. An anti-Taliban petition drive organized by the Feminist Majority and Mavis Leno, the wife of late-night comedian Jay Leno, captured Albright’s attention.

264 - Ismail is taken, thank God!’21 ‘We are assured that 20,000 Turks perished in this affair,’ Stedingk reported, ‘and 11,000 were taken prisoner, though the assailants numbered no more than 18,000 so they say. The Russians lost 2000 men and a further 4000 injured.’ That was almost certainly an understatement.

265 - To prepare her for the journey, the Academy of Sciences drew up a short Geographical Description of the River Volga, which also allowed her to chart her progress once the cruise had begun. Great care was taken to ensure the accuracy of this attractive publication, whose first edition was pulped when it turned out to contain significant errors.

266 - Enough untraceable bills had flowed to Massoud’s organization over the years to assure their comfortable retirements if they wished. Yet many of them were still here in Kabul, still at Massoud’s side, despite the severe risks and deprivations.

267 - The embassy was watching his behavior and posing questions to those who knew him.Was McWilliams a homosexual? He seemed to be a drinker.

268 - By late 1979 the student wing of a conservative Islamic political party, Jamaat-e-Islami (the Islamic Group or, alternatively, the Islamic Society) had taken control of Quaid-I-Azam’s student union.4 The Jamaat student activists, while a minority, intimidated secular-minded professors and students, and shamed women who adopted Western styles or declined to wear the veil. Like their elder political leaders, Jamaat students campaigned for a moral transformation of Pakistani society through the application of Islamic law.

269 - Goaded by small but passionate anticommunist lobbies in Washington, Wilson argued that the CIA’s lukewarm attitude toward the jihad, exemplified by McMahon, amounted to a policy of fighting the Soviets “to the last Afghan.” The agency was sending just enough weaponry to ensure that many brave Afghan rebels died violently in battle, but not enough to help them win. As a resolution pushed through Congress by Wilson put it, “It would be indefensible to provide the freedom fighters with only enough aid to fight and die, but not enough to advance their cause of freedom.” He told congressional committee members on the eve of one crucial funding vote: “The U.S. had nothing whatsoever to do with these people’s decision to fight.

270 - Increasingly, evidence surfaced that Islamist terrorists had experimented with weapons of mass destruction. Increasingly, Osama bin Laden loomed in the background of the attacks as a source of inspiration or financial support or both.

271 - K. A. Pisarenko, ed., ‘Pis’ma Barona A.S. Stroganova ottsu iz-za granitsei’, Rossiiskii arkhiv: Istoriia Otechestva v svidetel’stvakh i dokumentakh XVIII–XX vv., New Series, 14 (M, 2005), 28 (Cambridge), and passim. 61.

272 - I do my bad impression of that person and it comes off much better than my default routine of breaking into a sweat, laughing too hard at my own jokes, and excusing myself to go sit in a corner and perspire. I also like to keep a few things in mind when I feel shyness coming on.

273 - Pilots struggled to learn how to fly such a light, awkward plane from satellite-delayed television images. After tugging their joysticks, it would take several seconds for the plane to respond.

274 - For me, good description usually consists of a few well-chosen details that will stand for everything else. In most cases, these details will be the first ones that come to mind.

275 - Abdullah pursued what he saw as an independent brand of Saudi nationalism, and while he was not hostile to American interests, he was not as accommodating as some previous Saudi monarchs had been. Fear of communism no longer united Riyadh and Washington.

276 - He tried to keep half an eye on them while maintaining polite conversation with the Pakistani president. “Excuse me, Mr. President, I have to see if the generals are .

277 - Yet attempts in the following month to blockade the fort proved inconclusive and heavy snow in November prevented Potëmkin from delivering Ochakov to the empress as a gift on her name day. Not until 6 December did he launch a full-scale attack.

278 - That the submarine order was closely held, that Tarnak coordinates were preloaded, what Clinton made clear to his senior aides, and that exercises reduced decision-to-target time to about four hours are all from interviews with U.S. officials involved. Delenda Plan and Steinberg quotation from National Commission, staff statement no.

279 - Each plate was priced at 242 livres, the sugar bowls at 1410 livres, and the liqueur decanter at 2236 livres, making a grand total of 328,188 livres (roughly 41,000 roubles at the rate of exchange given by Bentham in June 1778). But when it emerged in the following year that the full amount had not been paid, part of the service was held back in compensation and it was not until 1857 that officials acting on behalf of her youngest grandson, Nicholas I, acquired the missing pieces.115 The tension between ambition and economy remained unresolved in many of Catherine’s commissions.

280 - Here, as she grew older, she would experience an exceptional degree of freedom: ‘I did what I wanted and ran about from morning until night in every corner of the house.’ On that first visit, however, the frightened child apparently had to be removed, screaming, from the opera house. ‘This scene left such an impression on me that I remember it even now,’ she wrote in 1771.28 Another frequent destination was the family seat at Zerbst, an insignificant town fifty miles south-west of Berlin and roughly equidistant between Magdeburg and Wittenberg, where Martin Luther had famously nailed his ninety-five theses to the door of the church in October 1517.

281 - Uncertain about where this CIA initiative had come from so suddenly, they speculated that Schroen had planned his own mission, perhaps in defiance of headquarters. Still, if it was a beginning, Massoud’s advisers thought, it was a very small one.

282 - In this it was joined by the eavesdropping National Security Agency and the intelligence arms of the Pentagon, State, FBI, and other departments. Many of the thousands of analysts, linguists, technicians, communicators, and operations officers employed in the intelligence bureaucracy spent their time on soft analytic subjects such as political and scientific trends.

283 - And when it is aroused, the other part of our brain stands little chance, particularly if we haven’t trained it for these events. And so, the conflict.

284 - (‘He was in bed with his wife,’ Jeremy Bentham learned later, ‘who finding herself wet in the morning spoke to her husband, and receiving no answer, drew aside the Cloaths and found him with a penknife in his hand, dead, with upwards of 30 wounds about him.’)69 The Society’s life lasted longer. More than forty titles were in print by 1772, and by the time its work was transferred to the newly created Russian Academy in 1783, 112 translations had been published with a further 129 still in progress.

285 - The Afghan embassy in Washington spoke for President Rabbani and Ahmed Shah Massoud even after their expulsion from Kabul by the Taliban. Since late 1994, Afghanistan had been represented in the United States by Yar Mohabbat, a Pashtun architect and longtime resident of Germany who was close to Rabbani.

286 - Remember that you’ll be investing time in working with this person and you need to be certain that she’s right for your organization. Ask interviewees to describe their method or approach to the problem or project that you’re seeking to solve or complete.

287 - “Yeah, but Stevie,” he said, bending to grasp the handles, “I didn’t know what else I might find to do once I got out here, did I? It’s best to have your tools with you.

288 - I walked into the house they had lived in for thirty-five years, and my tearful sister said, “He’s saying goodbye to everyone.” A nurse said to me, “This is when it all happens.” I didn’t know what she meant, but I soon understood. I was alone with him in the bedroom; his mind was alert but his body was failing.

289 - The author interviewed multiple participants who remember this issue being discussed at the CIA and by the interagency committee, but those interviews did not make clear whether the decision directive itself endorsed such targeted killings. The interviews underlying the Harvard case study do appear authoritative.

290 - See Deborah Marlino and Fiona Wilson, Teen Girls on Business: Are They Being Empowered?, The Committee of 200, Simmons College School of Management (April 2003), 21, http://​www.​simmons.​edu/​som/​docs/​centers/​TGOB_​report_​full.​pdf. 16.

291 - Instead of any of those things, she did what she always did in times of trouble: kept herself to herself. For awhile, things seemed to be all right.

292 - Symmetrical in form, obsessively detailed in content, and increasingly prescriptive as they descended the social scale, the charters stand as a monument to Catherine’s confidence in the reforming power of legislation.5 Although some of that confidence was misplaced, since it took too little notice of prevailing social realities, there was no doubt about her commitment to the development of a vigorous urban economy. On Saturday 24 May 1785, she set out from Tsarskoye Selo without escort in a small suite of twenty carriages to inspect the progress that had been made in the decade since the Provincial Reform.

293 - This is controversial, but here goes: if you’re remarkable, amazing, or just plain spectacular, you probably shouldn’t have a resume at all. If you’ve got experience in doing the things that make you a linchpin, a resume hides that fact.

294 - Mohammed al-Massari, a prominent Saudi dissident, recalled that he had often warned bin Laden that “Sudan is not a good place to stay. One day they will sell you to the Saudis.” He urged bin Laden to find an alternative base.

295 - If you make widgets and one out of ten is defective, improving quality has a huge amount of value, to you and to your customers. Now, if one in a hundred is defective, an increase in quality is welcome, but not overwhelming.

296 - But Ziauddin later demonstrated that he saw another role for the unit: as a small, elite strike force loyal to Pakistan’s prime minister and his intelligence chief. If the army ever moved against Sharif, the prime minister would have a secret bodyguard that might be called in to help defend him.

297 - His successor, Brigadier Janjua, inherited an operation that had never been more richly funded but whose direction was beginning to drift. The personal connections that had bound the CIA and ISI together during the jihad’s early years were now broken.

298 - Compared to some other senior princes, Turki embraced American and European culture and sought to emulate the West’s models of economic development. Clearly he imagined a Saudi Arabia in the future where the kingdom’s economy interacted closely with the United States and Europe, and where economic prosperity gradually produced a more open, tolerant, international culture in Saudi Arabia, albeit one still dominated by Islamic values.

299 - A simplifier will prefer the easy way to accomplish a task, while knowing that some amount of extra effort might have produced a better outcome. An optimizer looks for the very best solution even if the extra complexity increases the odds of unexpected problems.

300 - I also figured that for every person pointing out my “advantage” to my face, there were probably a dozen others saying it less politely behind my back. I considered my possible responses.

1 - The CIA would supply Massoud with trucks, uniforms, ammunition, mortars, helicopters, and other equipment to be determined by the agency and the White House—the same rough shopping list drawn up the previous autumn. There was to be money as well for other anti-Taliban forces, although the full scope of covert action would unfold gradually, linked to renewed diplomatic efforts.

2 - My first really original story idea—you always know the first one, I think—came near the end of Ike’s eight-year reign of benignity. I was sitting at the kitchen table of our house in Durham, Maine, and watching my mother stick sheets of S&H Green Stamps into a book.

3 - He’s an artist because he takes a stand, he takes the work personally, and he doesn’t care if someone disagrees. His art is part of him, and he feels compelled to share it with you because it’s important, not because he expects you to pay him for it.

4 - Twetten said he had no recollection of any “piece of paper” coming into Langley from the Islamabad station providing advanced word or planning about the Tanai coup, and he felt certain that he would remember that “if they had told us” about the coup attempt. “They never were honest with us on Hekmatyar,” Twetten said.

5 - )100 Admiral Greig came to the rescue for one last time by holding off the Swedish fleet at a brutal stalemate off the island of Hogland on 6 July. Catherine, who sent Dr Rogerson to minister to her feverish admiral, mourned Greig’s death at Reval on 15 October as a ‘great loss to the state’ and paid for his funeral.

6 - For a discussion of benevolent sexism, see Peter Glick and Susan T. Fiske, “The Ambivalent Sexism Inventory: Differentiating Hostile and Benevolent Sexism,” Journal of Personality and Social Psychology 70, no. 3 (1996): 491–512.

7 - Just because a building is currently in use doesn’t mean that you can move right in and begin operating your programs there. Building codes often change over time, and whenever a building changes hands or its use changes, it then must comply with the most recent requirements.

8 - All of those professions require disciplined study, but every class will be different, and later on all of your projects will be different. Your skills will increase with experience, which is the more fun cousin of practice.

9 - Frank Anderson, the CIA’s Near East Division chief, who had argued that the jihadists from Afghanistan were not a major factor in North African Islamist insurgencies, left the agency in 1995. He soon joined a Washington consultancy that maintained close ties with the Saudi government.

10 - King et al., “Benevolent Sexism at Work: Gender Differences in the Distribution of Challenging Developmental Experiences,” Journal of Management 38, no. 6 (2012): 1835–66.

11 - The act of giving someone a smile, of connecting to a human, of taking initiative, of being surprising, of being creative, of putting on a show–these are things that we do for free all our lives. And then we get to work and we expect to merely do what we’re told and get paid for it.

12 - They did not see much potential, either, in a Massoud-royalist alliance as a basis for military rebellion. U.S. ambassador to Pakistan Bill Milam and the CIA’s Islamabad station chief both “felt Massoud and the Northern Alliance could not govern Afghanistan and that, secondly, they probably couldn’t beat the Taliban anyway,” recalled one American official.

13 - Time, August 12, 2002, provides a similar account of the meeting, which lasted about two hours, according to those interviewed. 27.

14 - Federated Insurance, for example, maintains a substantial library of audio- and videotapes, books, workbooks, and self-study material for employees to use.55 This method is most useful as a supplement to update salesforce knowledge, reinforce previous training, or introduce basic materials to be covered in more detail at a later date. One time-effective method of absorption training involves furnishing the salesforce with CDs or audiocassettes so that driving time can be used as training time.

15 - These are people who are not proles (waiting for instructions and using someone else’s machines), nor are they princes or barons of industry. The linchpins leverage something internal, not external, to create a position of power and value.

16 - In Europe, case officers might spend most of their time in bars and cafes with moody bureaucrats, trying to turn a source. In Khartoum they worked the streets, putting into practice all of the Farm’s tradecraft: surveillance, countersurveillance, electronics, and weapons.

17 - That Turki sometimes controlled where the charity funds could be directed is from an interview with Turki and with other Saudi officials. The Badeeb quote is from the author’s interview, February 1, 2002.

18 - Locked in the tiny bathroom of a bouncing TWA jet, she stanched the bleeding with tampons (plug it up, plug it up, as Sue Snell and her friends might have cried), then returned to her seat. She said nothing to Ethelyn and nothing to David and me.

19 - Pakistan’s sputtering democracy had shuddered through another minor miracle—a semi-legitimate national election—and voters had returned Bhutto to office as prime minister. Before her swearing-in she took long walks in Islamabad parks with old political allies.

20 - If you encounter a legal problem about your coverage, seek assistance from an attorney with expertise in this field. Some nonprofit organizations require volunteers to sign waivers that release the nonprofits from responsibility for insuring them.

21 - They may be concerned that rewards for high performers might be diminished by lower-performing team members. Furthermore, it is difficult to determine an individual salesperson’s contribution to overall team performance.

22 - Is there some combination of genetic gifts and parental nudging that created the perfect opportunity for her to generate such a monumental piece of art? Let’s go back to the beginning of this book.

23 - Exposing 500 children to formal music lessons isn’t enough if none of them can read a simple score later. Outputs is the word used for the quantity of work that a nonprofit organization produces — the number of meals served, shelter beds offered, workshops led, miles covered, or acres planted.

24 - His third-floor office in the CIA station lay in the direct line of sight of the KGB office in the Soviet embassy across barren scrub land. Bearden had made a point of always leaving the light on in his office, and at diplomatic receptions he would joke with his KGB counterparts about how hard he was working to bring them down.

25 - Then, thanks to disorganized hazing by friends, raised eyebrows from the family, and well-meaning, well-organized, but toxic rules at school, the resistance gained in strength. Do you think it’s an accident that the powers that be wanted the disobedient and creative part of your brain to sit down and shut up?

26 - My first call was to Ray Kelly, who was then commissioner of the U.S. Customs Service and now serves as New York City’s police commissioner. Instead of reaching out to offer assistance, I called Commissioner Kelly with a request from the secretary.

27 - Rather than stating, “I disagree with our expansion strategy,” they say, “While I think there are many good reasons why we are opening this new line of business and I feel confident that the management team has done a thorough ROI analysis, I am not sure we have completely thought through all of the downstream effects of taking this step forward at this time.” Huh? With all of these caveats, it’s hard to decipher what the speaker actually thinks.

28 - Given this evidence and the enormous political and security costs that the invasion imposed on the Carter administration, any claim that Brzezinski lured the Soviets into Afghanistan warrants deep skepticism. 18.

29 - The salesperson will act as a consultant to the customer in trust-based selling, whereas transaction-based selling concentrates more on making sales calls and on closing sales. There is far more emphasis on postsales follow-up with relationship selling than with transaction selling, and salespeople must have a broader range of skills to practice relationship selling.

30 - Capitalists need compliant workers, workers who will be productive and willing to work for less than the value that their productivity creates. The gap between what they are paid and what the capitalist receives is profit.

31 - Conservative Democrats on Capitol Hill urged Clinton to appoint someone with a right-leaning reputation to balance the liberals in his Cabinet. The Clinton team telephoned James Woolsey, a fifty-one-year-old Oklahoman, and told him to fly immediately to Little Rock.

32 - But for marketing reasons, a typical book is focused on a single topic to make it easier to sell and packed with filler to get the page count up. No one has time to sort through that much filler.

33 - No more energy crisis, for one thing, no more famine, no more massacres in Uganda, no more acid rain or hole in the ozone layer. Finito as well to saber-rattling nuclear superpowers, and certainly no more overpopulation.

34 - My best estimate is that I will personally consume about 10 percent of the total wealth I create over my career. The rest goes to taxes, future generations, start-up investments, charity, and stimulating the economy.

35 - Unlike the mujahedin commanders who would turn up for staged training camp demonstrations, this Afghan leader rarely traveled to Pakistan. He operated almost entirely from his own strategic blueprint.

36 - When you develop the habit of contributing this gift, your coworkers become more open, your boss becomes more flexible, and your customers become more loyal. The essence of any gift, including the gift of emotional labor, is that you don’t do it for a tangible, guaranteed reward.

37 - I moved into her living room, where I casually picked up from her coffee table a wood-bound scrapbook bearing the image of a sleeping Mexican on its cover. Pasted inside were dozens of photos of guys sitting in the chair I was now occupying.

38 - The camera cut away to a dimly lit Johnny, precisely as he whirled up from his chair, doubling over with laughter. Suddenly, subliminally, I was endorsed.

39 - Consultants can help you spread the word about your organization’s good work by handling a public relations campaign directed at the media, developing your Web site, creating compelling brochures and newsletters, creating short promotional films, and many other strategies. Evaluation and assessment.

40 - N. D. Chechulin, Russkoe provintsial’noe obshchestvo (SPb, 1889), 27–34, 60–2, remains the only general study. 54.

41 - Competition for grants from foundations, corporations, and government agencies is tough, and so is getting donations from individuals. You’ll be up against more established nonprofits with successful track records.

42 - After some gold coins had been consecrated by the clergy and laid in the chest, it was closed and raised by the pulley. The table disappeared through a trapdoor, so that the empress could lower the chest into place.

43 - Both at the CIA and the White House, almost everyone involved in the closely held planning knew what was likely: The tribal agents would say that they were going to try to take bin Laden captive, but in fact they would launch what CIA officers referred to as “the Afghan ambush,” in which you “open up with everything you have, shoot everybody that’s out there, and then let God sort’em out,” as Gary Schroen put it. Schroen figured that the agents would return to them and say, “We killed the big guy.

44 - The sales manager must also consider whether to use various sales training media, such as printed material, audio- and videotape and CDs, and computer-assisted instruction. 7.

45 - By the time the Clinton administration settled into office, this legalistic approach to terrorism was well established within the American bureaucracy. In 1995 when Clinton at last made a decision about his antiterrorism policy, he formally designated the FBI as the lead agency in terrorism cases where Americans were victims.

46 - In fact, some research shows that rewards for achieving results have a negative effect on performance and satisfaction because salespeople may view the rewards as arbitrary if the goals are beyond their control.35 Aside from the impossible task of developing territories that are exactly equal, the only way to address this potential problem is to compare actual results with standards that reflect the unique territory situation faced by each salesperson. These standards are generally called sales quotas.

47 - The inspectors’ efforts were ultimately in vain, since fire destroyed the new buildings at Oranienbaum in September 1748, along with Menshikov’s bell tower. 94 Construction restarted only after the Court had left for Moscow in December and it was not until 25 July 1750 that Peter could celebrate the completion of the first stage by throwing a lavish ball for the empress and 450 guests, including the foreign ambassadors.

48 - The account in this chapter of the CIA covert action program to ship captured Iraqi armor, artillery, and other equipment to Pakistan for the Afghan rebels is drawn from interviews with multiple U.S. and Saudi officials. While working as a correspondent in Pakistan and Kabul, the author also reported on the program a few months after it began.

49 - That the U.S. sent its first declared CIA station chief to Algiers in 1985 is from the author’s interview with Whitley Bruner, February 26, 2002,Washington, D.C. (SC). Bruner was the declared station chief.

50 - One of the things I tell people these days is that there is no perfect fit when you’re looking for the next big thing to do. You have to take opportunities and make an opportunity fit for you, rather than the other way around.

51 - A company salesperson typically coordinates the activities of the sales team, whereas the purchasing agent typically coordinates the activities of the buying center. Both the sales team and buying center can consist of multiple individuals from different functional areas.

52 - As a child, I never thought about what I wanted to be, but I thought a lot about what I wanted to do. As sappy as it sounds, I hoped to change the world.

53 - These distributors typically employ their own field salesforce and may carry (1) the products of only one manufacturer, (2) related but noncompeting products from different manufacturers, or (3) competing products from different manufacturers. Firms that use industrial distributors normally have a relatively small company salesforce to serve and support the efforts of the distributor.

54 - Salem and other bin Ladens paid their way into elite British boarding schools and American universities. On the wings of their wealth many of them moved comfortably and even adventurously between the kingdom and the West.

55 - This model suggests that important job outcomes such as job satisfaction, job involvement and commitment, and performance are directly and indirectly affected by recruitment and selection procedures. The socialization process is discussed again in subsequent modules.

56 - Sales training may be conducted in the field, in the office, at a central training location, at hotels and conference centers, or at other locations. The third question is which method (or methods) and media are best suited for conducting the training?

57 - Here’s what I do when I know I should exercise but I feel too tired and droopy to imagine doing a vigorous workout. Instead of doing what I feel I can’t do, I do what I can do—which is put on my exercise clothes and lace my sneakers.

58 - The recruited commanders were asked to help the CIA keep track of weapons handouts, Pakistani corruption, and battlefield developments. The payroll had several tiers.

59 - Explain the importance of sales territories from the perspective of the sales organization and from the perspective of the salespeople, and list the steps in the territory design process. Territories are assignments of accounts to salespeople.

60 - It continues down the halls of governments, corporations, academia, hospitals, law firms, nonprofits, research labs, and every organization, large and small. We owe it to the generations that came before us and the generations that will come after to keep fighting.

61 - They’ve been introduced to the agency, they’ve left their names in its lobby or attached to a scholarship fund, and they want to be sure that it succeeds over time. In the best situations, capital campaigns strengthen the nonprofit organization’s programs both by enabling it to improve services and by broadening its donor base.

62 - A relationship strategy is a determination of the type of relationship to be developed with different account groups. A specific relationship strategy is developed for each account group identified by a sales organization’s account targeting strategy.

63 - Some of them wanted Massoud to participate in political talks that would create a unified Afghan government in exile, symbolically blessed by the king, to which disaffected Taliban commanders could defect. Others, like Hamid Karzai, wanted Massoud’s help to mount armed rebellions against the Taliban in Pashtun areas of southern Afghanistan.

64 - The huge direct-sales industry, including such companies as Mary Kay Cosmetics, Tupperware, and Avon, also pays by straight commission. The large number of salespeople working for these organizations makes salary payments impractical from an overhead and administrative standpoint.

65 - As best the author could discover, the earliest accurate public reference to the plans described in this chapter was a very brief mention in a September 6, 1998, New York Times article by James Risen. Barton Gellman, writing in The Washington Post on December 19, 2001, provided a fuller sketch of their activities.

66 - Still, as CIA and other American officials identified Turki as perhaps the most reliable individual in the Saudi cabinet and as his reputation for serious work grew, Turki established an authority within the Saudi government far greater than his years would otherwise permit. On Afghanistan he was without question the man to see.

67 - That spirit of pitching in to help is the best part of living in a community in which people share values and ideas. Many people live in places that contain people from a wide variety of backgrounds.

68 - )52 Then Sophie stood to declaim the confession of faith in words that she did not yet understand before reciting the creed from memory to a tearful congregation. If critics detected any failings in her confident performance, then they kept their opinions to themselves.

69 - In academic terms, it labeled a class of “bright” kids “dumb” and a class of supposedly “dumb” kids “bright.” And that computer report was the primary criterion that created the teachers’ paradigms about their students at the beginning of the year.

70 - After bin Laden became a pressing national security priority in the autumn of 1998, Shelton seemed an ideal Pentagon partner. He had been a Special Forces team leader in Vietnam, a commander of elite airborne troops, and finally commander of all American Special Forces.

71 - The door closes the rest of the world out; it also serves to close you in and keep you focused on the job at hand. If possible, there should be no telephone in your writing room, certainly no TV or videogames for you to fool around with.

72 - Tenet’s memo was cited and quoted by Eleanor Hill, Joint Inquiry Staff Statement, September 18, 2002. In congressional testimony that same day, Hill said Tenet’s declaration of war inside the CIA was not widely known outside of Langley.

73 - Working on characteristically explicit instructions from Catherine herself, Pauzié had fashioned a diadem to rival any in Europe. At its centre was a cross mounted on a 389-carat ruby purchased in Peking from the Emperor Kangxi on the orders of Tsar Aleksey Mikhailovich.

74 - In these industries, the primary responsibility of salespeople is simply to close sales; nonselling activities are less important to the employer than in some other industries. Manufacturers’ representatives, who represent multiple manufacturers, are also paid by commission.

75 - If they do, the organization has enough money readily at hand to cover all its immediate obligations, such as bills and taxes, employee benefits, and loan payments. How much of the assets are made up of property, equipment, or other durable goods the organization owns and what is the nature of those assets?

76 - See, in particular, G. Dulac, ‘Diderot et le “mirage russe”: quelques preliminaires à l’étude de son travail politique de Pétersbourg’, in Le Mirage russe au XVIIIe siècle, eds. Karp and Wolff, 149–92, and G. Goggi, ‘Diderot et la Russie: colonisation et civilisation.

77 - The entire class is transformed with the excitement of a new thrust, a new idea, a new direction that’s hard to define, yet it’s almost palpable to the people involved. Synergy is almost as if a group collectively agrees to subordinate old scripts and to write a new one.

78 - See Joint Economic Committee of the U.S. Congress, Paid Family Leave at Fortune 100 Companies: A Basic Standard but Still Not a Gold Standard (March 2008), 6. 18.

79 - Your lizard brain, the part that the daemon has no control over, is working overtime to get you to shut up, sit down, and do your (day) job. It will invent stories, illnesses, emergencies, and distractions in order to keep the genius bottled up.

80 - In any event, according to human rights monitors, Egyptian police continued to make widespread use of torture. That the U.S. sent its first declared CIA station chief to Algiers in 1985 is from the author’s interview with Whitley Bruner, February 26, 2002,Washington, D.C. (SC).

81 - And yet the best of them—The Haunted Palace, The Conqueror Worm, The Masque of the Red Death—achieved a hallucinatory eeriness that made them special. Chris and I had our own name for these films, one that made them into a separate genre.

82 - The CIA’s Near East Division found itself under rising pressure to direct more of the money and weapons flowing from NSDD-166’s escalation toward Massoud. Yet the agency still had only the most tenuous connections to Massoud.

83 - The agency’s main unilateral operations early in the war were aimed at stealing advanced Soviet weaponry off the Afghan battlefield and shipping it back to the United States for examination. To make his complex liaison with the CIA work, Zia relied on his chief spy and most trusted lieutenant, a gray-eyed and patrician general, Akhtar Abdur Rahman, director-general of ISI.

84 - Any profit remaining after the bills are paid has to be plowed back into the organization’s service program or kept in reserve. So profit can’t be distributed to individuals, such as the organization’s board of directors.

85 - Beyond the names of the two mysterious Saudis and the inconclusive photography relayed from Kuala Lumpur, the CIA knew nothing at this stage about the multistranded plot that bin Laden had set in motion in Kandahar late in 1999 to attack American aviation.45 What Tenet did know about al Qaeda that winter frightened him more than ever before. The cyanide plot in Jordan and the evidence of populous Algerian networks in Canada and Europe stunned the CIA director and his senior colleagues.

86 - His large stipends from the agency, even with their ups and downs during 1990, had provided Massoud with substantial cash at a time when Hekmatyar was reaping large donations from rich Saudi sheikhs and the Muslim Brotherhood. To that extent the CIA, pressed by Tomsen and members of Congress, had ultimately helped underwrite Massoud’s final victory in Kabul.

87 - To the west, in Afghanistan, the Taliban provided geopolitical “strategic depth” against India and protection from rebellion by Pakistan’s own restive Pashtun population. For Musharraf, as for many other liberal Pakistani generals, jihad was not a calling, it was a professional imperative.

88 - The East India Company or the fashion houses of France or the banks of Italy could never have existed in a world that honored a ban on usury. Martin Luther saw that embracing the needs of local power brokers could enhance the spread of Protestantism.

89 - Most of all, however, she appealed to his conscience, reassuring him that even as her passion had cooled, her friendship remained unquestioned: ‘I dare say that there is no more faithful friend than me. But what is friendship?

90 - Prior to launching Dilbert, and after, I failed at a long series of day jobs and entrepreneurial adventures. Here’s a quick listing of the worst ones.

91 - It was typical of the staccato, mutually distrustful communications between the two governments that Turki provided no detailed briefing to the Americans after he returned from Kandahar. Abdullah did brief Clinton and Gore on his efforts when he visited Washington that month.

92 - He has said that for every person from India or China who gets a job programming in the United States, someone who was born here loses a job. It’s win/lose, in his view, not win/win.

93 - The Badeeb family and the bin Ladens hailed from the same regions of Saudi Arabia and Yemen, Badeeb said.When Ahmed Badeeb first met Osama at school in Jedda, before Badeeb became Turki’s chief of staff, bin Laden had “joined the religious committee at the school, as opposed to any of the other many other committees,” Badeeb recalled. “He was not an extremist at all, and I liked him because he was a decent and polite person.

94 - The prices and commission system cited are from interviews with U.S. government officials and Pakistani intelligence officials, including an interview with Lt. Gen. Javed Ashraf Qazi (Ret. ), who was director general of Pakistan’s Inter-Services Intelligence from 1993 to 1995, May 19, 2002, Rawalpindi, Pakistan (SC).

95 - The National Security Council had yet to issue any formal directive about which government agency should take the lead in a case like the World Trade Center bombing or how different agencies should work together. Early draft proposals about those issues sat at the White House unresolved for nearly two years.25 The Federal Bureau of Investigation, meanwhile, led by Louis Freeh, pushed to expand its role in criminal cases with international connections, including terrorism cases.

96 - As they sat with their tea, the Saudi prince opened by explaining that the Americans strongly believed they had evidence proving bin Laden was behind the Africa bombings. “We’ve been waiting for you,” Prince Turki said.

97 - Advised by the KGB, Kabul’s Marxists launched a terror campaign against religious and social leaders who might have the standing to challenge communist rule. By 1979 about twelve thousand political prisoners had been jailed.

98 - Does the corporate giving program prefer a low-key style, or does it like to have the company’s involvement highlighted? You can turn to many sources for this information.

99 - An armed drone would reduce the “sensor to shooter” timeline, previously counted in hours, to mere seconds. By February the State Department’s lawyers had waved off concerns that an armed drone might violate the Intermediate Nuclear Forces Treaty.

100 - The detailed breakdown–two grouse shoots, three hare chases and no fewer than thirty-two hawking expeditions–gives a good sense of her personal preferences, already reflected in institutional changes over the previous five years, which had seen the animal hunt cut back while the staff of the bird hunt rose from thirty-nine to forty-nine. As in St Petersburg, the preferred time for hawking was after lunch, at four or five in the afternoon, when Catherine liked to ride out in her carriage with her falconers alongside her to while away the journey.66 They also accompanied her as far as the palace at Bratovshchina on her pilgrimage to worship at the remains of St Sergii on his feast day, 5 August.

101 - And when customers have the choice between faceless options, they pick the cheapest, fastest, more direct option. If you want customers to flock to you, it’s tempting to race to the bottom of the price chart.

102 - Richard Clarke and others at the National Security Council had invested little hope in the group, but some CIA officers thought there was at least a 25 percent chance it might have gone into action around Kandahar. Pakistani intelligence was in for another leadership upheaval.

103 - Competition for grants from foundations, corporations, and government agencies is tough, and so is getting donations from individuals. You’ll be up against more established nonprofits with successful track records.

104 - It might help some of you to think of yourself as moist robots and not skin bags full of magic and mystery. If you control the inputs, you can determine the outcomes, give or take some luck.

105 - In this case, having a strong record of public advocacy on women’s issues was rated an important hiring criterion when the female candidate had the strong record and not important when the female candidate did not have a strong record. No such favoritism was extended to the male candidate.

106 - Still, in today’s world, where we no longer have to hunt in the wild for our food, our desire for leadership is largely a culturally created and reinforced trait. How individuals view what they can and should accomplish is in large part formed by our societal expectations.

107 - I don’t know about stores and banks, but Guy Pillsbury built his share of houses and spent a good many years making sure the Atlantic Ocean and the harsh seacoast winters didn’t wash away the Winslow Homer estate in Prout’s Neck. Fazza smoked cigars, though, not Camels.

108 - Yousef, however, was able to purchase a first-class ticket to Pakistan when he made his escape after the bombing. 18.

109 - Corporate coach Deanna Vogt challenged me to fill in the sentence, “I could be more creative if only . .

110 - That Friday, August 7, the White House Situation Room became the frantic locus of immediate relief and rescue response. Upstairs in the Oval Office, Clinton began to talk informally with his most trusted senior national security advisers, an inner circle that soon became known as the Small Group: Sandy Berger, George Tenet, Madeleine Albright, Janet Reno, Defense Secretary William Cohen, and the chairman of the Joint Chiefs of Staff, General Hugh Shelton.

111 - The willing and forgiving audiences at the Bird Cage did not necessarily reflect those at hip folk clubs. And then there was Stormie.

112 - Passive inside sales imply the acceptance, rather than solicitation, of customer orders, although it is common practice for these transactions to include add-on sales attempts. We should note that customer service personnel sometimes function as inside-sales personnel as an ongoing part of their jobs.

113 - Watching television and reading classified cables, they had monitored with amazement and dismay the takeover of the American embassy in Iran a few weeks earlier. Together they had tracked rumors of a similar impending attack on the U.S. embassy in Islamabad.

114 - But had that not worked out, he would likely be a millionaire through some other start-up or just by being a highly paid technical genius for an existing corporation. Zuckerberg’s system (or what I infer was his system) was almost guaranteed to work, but no one could have imagined at the time how well.

115 - Then stretch your thinking to consider new prospects — people who know you or who support other causes that are related to yours. After you begin this effort of generating names and ideas, you begin to notice prospects all around you.

116 - There have been times when for me the act of writing has been a little act of faith, a spit in the eye of despair. The second half of this book was written in that spirit.

117 - Though a degree of inconvenience was to be expected in the aftermath of such a disaster, the misery she endured at a nearby courtier’s house was insufferable. ‘It is hardly possible to be worse off than we were there,’ she recalled.

118 - Are you going to continue hiding it, holding it back, and settling for less than you deserve just because your lizard brain is afraid? There lies regret.

119 - Agent penetrations and covert action often work best where an intelligence service shares language, culture, and geographical space with its adversary—as with British operations in Northern Ireland, for example. Even then, it usually proves impossible to stop all terrorist attacks, and an intelligence service’s efforts to maneuver a terrorist group into surrender or peaceful politics often requires decades of persistent, secret effort.

120 - Your board may contain members with professional experience in financial lending and investing, architecture, construction, real estate, city government, and law; all can provide valuable assistance. If your board doesn’t include such professional skills, its members may know professionals who do.

121 - But since their measures could only be expected to bear fruit in the medium term (as indeed they did, much to Catherine’s subsequent benefit), the short-term options were limited. Since no Russian bid to borrow on the Amsterdam finance markets had yet succeeded, the tsar had more than 2 million roubles minted.63 But once the Senate learned on 23 May that the deficit stood at 1.1 million, Peter’s plan to attack Denmark could hardly be countenanced.

122 - Though he never dogged me for it, I’m sure he kept this debt on the books to teach me the value of money. As the balance grew, I was nauseated whenever I thought of it.

123 - Immediately behind him came Adolf Friedrich and Johanna Elisabeth, whose state coach was as big as the one allocated to her brother, only newer and finer, as she was naturally keen to stress. In 1706, six years before the Court moved to St Petersburg, 290 of the Muscovite Stable Chancellery’s 313 coaches had been built in the Kremlin itself.

124 - Explain the importance of sales territories from the perspective of the sales organization and from the perspective of the salespeople, and list the steps in the territory design process. Territories are assignments of accounts to salespeople.

125 - This question may not be a concern if the proposed program is merely an extension of what you’ve been doing. If your organization is branching out into new areas, however, be sure that you or someone in the organization has the credentials to provide a quality program.

126 - All I ask is that you do as well as you can, and remember that, while to write adverbs is human, to write he said or she said is divine. Lift out the top layer of your toolbox—your vocabulary and all the grammar stuff.

127 - Humans are so emotionally and societally connected with one another that often the best thing we can do for ourselves is to help others. I’ll trust you to recognize those situations.

128 - Tenet thought the threat intelligence from intercepts and human agents was as frightening as he had ever witnessed. Cofer Black said later that he became convinced in the spring that al Qaeda was about to strike hard.

129 - He hated doing PR, and eventually realized that simply being in the record business didn’t mean he had anything at all to do with music. Instead of finding a job he could love, he ended up being in proximity to, but nowhere involved with, something he cared about.

130 - Pakistani intelligence could not be trusted to protect details of Clinton’s itinerary, they argued, and there were too many motivated, well-equipped terrorist groups in the region. Al Qaeda or Taliban squads might move Stingers from Kandahar and fire at the American president’s plane.

131 - In 1981, Minnesota Public Radio began selling posters associated with its successful Prairie Home Companion radio show. This mail-order business grew into a multi-million-dollar mail-order operation that was sold to the Dayton-Hudson company for an estimated $120 million.

132 - Doing research at Clemson University’s Wind Load Test Facility, Sutt studied the science of building and the effect of wind on wood frame houses. Along the way, he visited the Caribbean and saw the effects of Hurricane Marilyn.

133 - ‘Houses began to be magnificently furnished,’ Shcherbatov continued, ‘and people were ashamed not to have English furniture. Meals became magnificent, and cooks who were not originally considered the most important servant in the household, began to receive large salaries…Costly and hitherto unknown wines came into use, and not only in the houses of the great.’16 Tempting though it may be to put such grumbling down to the rhetoric of Russia’s most acerbic critic of luxury, it is worth remembering that in 1754–5 alone, the English merchants in St Petersburg imported furniture to the value of 37,000 roubles, far outstripping their continental rivals.17 And there was no limit to the pretensions of the great.

134 - When that gift comes back to me, one day, in an unexpected way, I enjoy the work I did twice as much. Reciprocity defined as payment for my work isn’t the point.

135 - If your organization has more than $25,000 in revenue a year, you have to file an annual report with the IRS and make these reports available to the public. You can’t start a nonprofit organization to benefit a particular individual or family member.

136 - Potëmkin’s autumn advances along the Danube had been thwarted at Ismail, a 265-gun fortress on the northern bank of the river defended by an exceptionally large garrison of 35,000 Turks. But on 29 December, the favourite’s younger brother Valerian Zubov arrived in St Petersburg with news that even this seemingly impregnable stronghold had fallen.

137 - I declared my workplace a safety hazard and informed my boss that I would need to stay home until it was remediated. I don’t think he took me seriously.

138 - On March 6 she called a meeting in Islamabad of the interagency “Afghan cell” to discuss Hamid Gul’s proposal to attack Jalalabad. There were no Afghans in the room.

139 - Petrom Aleksandrovichom Viazemskim, chast’ I: 1814–1833 gody (Petrograd, 1921), 295, Aug. 1833; Dekabrist N. I. Turgenev: Pis’ma k bratu S. I. Turgenevu, ed. N. G. Svirin (M, 1936), 245, 15 Dec. 1817; Madariaga, Politics and Culture, 236.

140 - Special attention should be directed toward developing performance benchmarks or quotas that reflect the unique characteristics of each territory. 5.

141 - To prevent Pakistan from installing its anti-American clients in Kabul, to prevent further suffering by Afghan civilians, and to rebuild a stable and centrist politics in Afghanistan, the United States now had to ease off on its covert military strategy and begin to sponsor a broader political settlement, he argued. The Afghan interim government, a paper cabinet formed to occupy cities captured by ISI’s Islamists, “is the wrong vehicle to advance the entirely correct U.S. policy objective of achieving a genuinely representative Afghan government through Afghan self-determination,” McWilliams wrote that spring in a confidential cable sent through the State Department’s dissent channel.

142 - The specific ratios depend on the characteristics of a particular selling situation but often include important outputs such as sales, expenses, calls, demonstrations, and proposals. An example of a productivity analysis is presented in Exhibit 9.12.

143 - Sent there to plan the park, the Scot James Meader, who had designed the English Park at Peterhof, found that ‘the spot where the gardens are to be is very fine laid & planted by nature so that it only wants a little polishing & planting to complete it’.127 Lanskoy was just as keen to share the empress’s passion for engraved gemstones. She tried to stimulate his literary interests, too.

144 - CIA authority to transfer suspects offshore from one place to another—as in the case of rendition to Egypt or Saudi Arabia—was carefully documented in a succession of classified White House executive orders and national security memoranda, all of them briefed repeatedly to Congress. These included a Presidential Decision Directive, signed by President Clinton in 1995, which explicitly instructed the CIA to undertake covert “rendition” programs if they would enhance American national security.

145 - We believe that the cost savings alone in the first year could be upwards of 10–15% and would increase as your copy volume grows with you. Your present system does not offer several of the important benefits that Royal Corporate Copy Center offers that now will be included in one fixed cost—in dollars and cents, by not having to pay for these services, this is where the additional 10–15% cost savings per year could come in.

146 - Drill and practice and fear, on the other hand, are powerful tools for teaching facts and figures and obedience. Sure, we need school and we need teachers.

147 - Best of all, it signals that you have interest in the stranger, which most people interpret as friendliness and social confidence, even if you’re faking it. And faking social confidence leads to the real thing over time.

148 - How is the management of relationships with industrial distributors different from the management of relationships with end-user customers? 8.

149 - Pickering and others at the State Department still believed there was at least a 25 percent chance that, through patient negotiation, the Taliban could be persuaded to hand bin Laden over for trial. Berger believed that it would be a mistake to break with Pakistan by backing Massoud.

150 - You want to review the resume carefully to see whether the candidate’s experience and expertise match your needs. Don’t be intimidated just because the person sitting across the table from you has more experience than you do.

151 - When I’m asked why I decided to write the sort of thing I do write, I always think the question is more revealing than any answer I could possibly give. Wrapped within it, like the chewy stuff in the center of a Tootsie Pop, is the assumption that the writer controls the material instead of the other way around.

152 - Popular culture has long portrayed successful working women as so consumed by their careers that they have no personal life (think Sigourney Weaver in Working Girl and Sandra Bullock in The Proposal). If a female character divides her time between work and family, she is almost always harried and guilt ridden (think Sarah Jessica Parker in I Don’t Know How She Does It).

153 - This type of act (e.g., cheating on an expense account) would not relate to a sales manager’s or a salesperson’s specific job role but rather is a calculated attempt to gain something at the expense of the company. A role failure act involves a failure to perform job responsibilities.

154 - He set up a tutoring service for classmates and talked hopefully about becoming an engineer or an architect. As it happened, he was destined to knock down many more buildings than he would ever build.

155 - Sarah M. Allen and Alan J. Hawkins, “Maternal Gatekeeping: Mothers’ Beliefs and Behaviors That Inhibit Greater Father Involvement in Family Work,” Journal of Marriage and Family 61, no. 1 (1999): 209.

156 - At least one voice expert believes that my fake voice, with its artificially low tone, was a cause of my later voice problems with spasmodic dysphonia. I don’t know that to be true, but it’s worth mentioning.

157 - kingdom’s interests” is from the Associated Press, December 23, 2001, quoting Turki’s interview with the Arabic-language satellite television network MBC. “We made it plain” is from Los Angeles Times, August 8, 1999.

158 - Changing your food preferences is a fairly straightforward process, and it starts the way all change starts: by looking at things differently. It’s my job to do the hard part and show you a different way to look at the familiar topic of diet.

159 - He saw Hekmatyar “as an enemy,” he said later, but he did not regard Massoud as an adequate instrument for the CIA’s prosecution of the war. Bearden accepted the view, shared by Pakistani intelligence, that Massoud “appeared to have established an undeclared cease-fire” with the Soviets in the north.

160 - Linda and I saw each other for a while, but I was so intimidated by her talent and street smarts that, after the ninth date, she finally said, “Steve, do you often date girls and not try to sleep with them?” We parted chaste. One late night I was lingering in the bar and talking to Glenn Frey, who was just leaving his duo, Longbranch Pennywhistle.

161 - Until women have supportive employers and colleagues as well as partners who share family responsibilities, they don’t have real choice. And until men are fully respected for contributing inside the home, they don’t have real choice either.

162 - If the task is something you can do all by yourself, or with a partner who is on your wavelength, optimizing might be a better path if you can control most variables in the situation. And realistically, sometimes you simply have to get three hours of tasks completed in two hours, so we don’t always have the luxury of being able to choose simple paths.

163 - Review of news coverage suggests that the media are showing increasing interest in covering issues important to nonprofit organizations. The organization has cash reserves to invest in growth.

164 - If someone notices (and writes about) a high crime and drug use rate among teenagers in a particular neighborhood, the situation of those teens can be described in a problem statement. If a writer from an organization already managing a program that serves teenagers in that neighborhood notices that they’re not signing up for sports offerings because they’re too hungry after school to focus attention on physical activity, a needs assessment may discuss their nutritional needs.

165 - Summoned expressly for the task, Suvorov had stormed the ramparts in swirling mists in the early hours of the morning of 11 December. While six columns of men attacked the walls–built with the assistance of French military engineers, four miles in circumference and protected by moats fifty feet wide and twenty feet deep–a galley flotilla invaded from the river under the command of the Neapolitan adventurer José de Ribas.20 ‘The most horrible carnage followed,’ recalled the Comte de Damas, ‘the most unequalled butchery.

166 - The next morning Gates returned with Attorney General Edwin Meese and White House Chief of Staff Donald T. Regan, a silver-haired former Wall Street executive. Casey had tears in his eyes and could barely speak.

167 - In his house there were thousands of books: Persian poetry, histories of the Afghan war in multiple languages, biographies of other military and guerrilla leaders. In their meetings Massoud wove sophisticated, measured references to Afghan history and global politics into his arguments.

168 - Gymboree once sold onesies proclaiming “Smart like Daddy” for boys and “Pretty like Mommy” for girls.23 The same year, J. C. Penney marketed a T-shirt to teenage girls that bragged, “I’m too pretty to do homework so my brother has to do it for me.”24 These things did not happen in 1951. They happened in 2011.

169 - The whole correspondence is punctuated by the sorts of self-conscious literary artifice that characterised all such exchanges at the time.37 ‘For as long as there have been German barons in the world,’ ran a typical missive from the empress, ‘no one has been so passionately in favour of the post-scriptum as you.’ ‘For my honour and glory,’ she continued on another occasion, ‘I have to tell you that everything that was written above on the 20th of September between dinner and the ball is divine in style and inspiration and the promulgation of a divine communication [from Grimm himself] acting on a mortal brain on a day half cloudy, half rainy. You will see that it is vital for you to know all this for the sake of historical understanding.

170 - Measuring thirty-six by thirty-two feet, the room was twenty-eight feet high and took its name from the French silks hanging between twelve mirrors, thirteen feet long by four feet wide. It was almost complete by the time the Court returned to St Petersburg at the end of September 1781.

171 - During the long months of misery after Lanskoy’s death, she had been consoled by a treatise sent to her by the Court physician at Hanover, Dr Johann Zimmerman. Solitude considered with respect to its influence on the mind and the heart was eventually published in Russian translation in 1791.

172 - The good news is that not only can women have both families and careers, they can thrive while doing so. In 2009, Sharon Meers and Joanna Strober published Getting to 50/50, a comprehensive review of governmental, social science, and original research that led them to conclude that children, parents, and marriages can all flourish when both parents have full careers.

173 - As a result, aggressive clergy were able to exploit precisely the sort of confused legal position that the Legislative Commission was intended to correct, exposing the limits of Catherine’s much-vaunted commitment to religious toleration. Although she continued to condemn the degradation of the Old Believers in the combined causes of humanity and civil tranquillity, she had no intention of undermining the privileged status of the Orthodox Church.

174 - It was Trumbo who wrote the screenplays for Spartacus, Lonely Are the Brave, Hawaii, Exodus, and Papillon; whose personal letters read like Swiftian essays; who had to flee to Mexico for several years and write under pseudonyms such as Sam Jackson and James Bonham in order to escape McCarthyism; and whom, at this stage in my tunnel-visioned life, I had never heard of. Mitzi later told me that there were no wrong numbers in their household because any unknown name the caller asked for was assumed to be one of Trumbo’s aliases.

175 - Recommended or not, Frank carefully read the stories in each magazine, and submitted his own stories according to his sense of where each would fit best. “For three years I read every story Story magazine published,” he says, then laughs.

176 - Afghanistan may become unique in becoming both a training ground and munitions dump for foreign terrorists and at the same time, the world’s largest poppy field.” Tomsen, too, worried that extremist governments would control Kabul in the future and that by withdrawing from the field, the United States was throwing away a chance to exercise a moderating influence. It was in Washington’s interests to block “Islamic extremists’ efforts to use Afghanistan as a training/staging base for terrorism in the region and beyond,” he wrote on December 18, 1992.

177 - Since Pauzié had ‘taken the precaution of placing several screws in the band that gripped the forehead’, he was able to use his tweezers to make the crown big enough to fit. But it was not a pleasant operation.

178 - As a sales manager, you would like to survey your salesforce to determine their sales techniques training needs. Develop a series of questions for a short salesforce survey to determine their training needs with regard to sales techniques.

179 - For starters, the single biggest trick for manipulating your happiness chemistry is being able to do what you want, when you want. I’m contrasting that with the more common situation, in which you might be able to do all the things you want, but you can’t often do them when you want.

180 - 45 Nevertheless, the frequency of her contact with foreign diplomats gave her plenty of opportunities to develop her political antennae. One of the longest entries in the Complete Collected Laws of the Russian Empire describes the ceremonial by which foreign ambassadors presented their credentials to the tsar.46 Peter and Catherine had a crucial part to play in these audiences and often found themselves in the company of the ambassadors, not only at regular Court reception days, but also on state occasions.

181 - The articles are signed by the corporation’s incorporators, usually three people, who may or may not end up being directors of the organization. Bylaws specify how directors are elected, the length of their terms, the officers and their duties, the number of meetings to be held, who is and isn’t a member of the corporation, how many members or directors are required to be in attendance for a quorum to be present, the rules for director attendance at board meetings, and how the bylaws may be amended.

182 - When they finally have a child, the choice—for those who have one—is between becoming a stay-at-home mother or returning to a less-than-appealing professional situation. Joanna Strober, co-author of Getting to 50/50, credits a compelling job for her decision to return to the workforce after becoming a mother.

183 - At night I could lie in bed beneath one of these eaves—if I sat up suddenly, I was apt to whack my head a good one—and read by the light of a gooseneck lamp that put an amusing boa constrictor of shadow on the ceiling. Sometimes the house was quiet except for the whoosh of the furnace and the patter of rats in the attic; sometimes my grandmother would spend an hour or so around midnight yelling for someone to check Dick—she was afraid he hadn’t been fed.

184 - One study found that salesperson contest design preferences for goal type, number of winners, contest duration, and award value may vary by individual, supervisory, and sales setting characteristics.34 It is even more difficult to measure precisely the effectiveness of most sales contests. One survey found that the most difficult challenge involved in running a contest was measuring results, followed by administering the program.35 Even so, sales contests will doubtlessly continue to be a commonly used tool.

185 - The warning to Indian officials about sniper rifles is from interviews with U.S. officials in India during 1991. 31.

186 - Down the road rumbled a large, loud motorcycle driven by a man wearing the unmistakable pressure suit, coat, and helmet of a Soviet fighter pilot. Soviet soldiers or airmen were not supposed to be on Pakistani territory, but occasionally Soviet special forces ran small raids across the Afghan border.

187 - However, if expenses can be reduced by more effective or more efficient spending, these productivity improvements can produce increased profitability in the long run. Achieving productivity improvements has been one of the most demanding tasks facing sales managers in recent years because increases in field selling costs and extremely competitive markets have put tremendous pressure on firm profitability.

188 - In Washington, Tomsen arranged for a meeting between one of Massoud’s representatives and the influential Saudi ambassador Prince Bandar, in the hope that Bandar would cable back his support for the commanders’ shura to Prince Turki and others. Turki handled the appeal that spring the way Saudi intelligence usually dealt with sticky conflicts: He opened his checkbook, and he played both sides.

189 - “We all understood, however, that the Afghans would exploit opportunities that arose and do pretty much what they wanted to do,” Piekney remembered. Pakistani intelligence “privately felt it would not be a bad thing” if the Afghan rebels hit targets inside Soviet territory from time to time.

190 - Marked down by Catherine herself as ‘an adventuress’ in 1787, Natalia rapidly gained the reputation of one who was exciting but dangerous to know. Pushkin was introduced to her in 1830 on his engagement to her great-niece, and became captivated, like other members of his circle, by this living link with a recent but disappearing past.

191 - When you can start talking the language with customers and talk about process improvement, it puts UPS in a different light. We’re not just salespeople—we’ve become consultants, supply-chain solution consultants.” The training program has been a success and is credited for increasing sales performance by up to 7 percent.

192 - Employees typically receive more vacation time after a longer period of service, such as three weeks after three years, and four weeks after five to eight years. The most common sick leave policy is ten days per year.

193 - How could Washington be sure that Islamists would continue with a democratic system after they won power? Pillar and his colleagues saw the fall of the Soviet Union in 1991 and the fall of the Shah of Iran in 1979 as models of political failure from which they hoped to learn.

194 - matching grant: A grant or gift made with the specification that the amount contributed must be matched with revenues from another source on a one-for-one basis or according to another defined formula. mission statement: A statement of the purpose and key activities of a nonprofit organization.

195 - ‘Bazhenov needs to move about the cellars and if the vents won’t open he’ll be in danger of suffocating.’129 Warned that even this prestige project would be subject to wartime economies, the architect took advantage of successive delays to develop increasingly ambitious plans. Having originally intended to begin with new government buildings, the empress soon opted instead for a four-storey neoclassical palace with a 700-yard frontage onto the Moscow River.130 Pandering to her obsession with posterity, Bazhenov planned to glorify her name with a building to rival all the wonders of the world, from the Egyptian pyramids to the Parisian Palais Royal: the main reception hall alone was destined to measure seventy metres by fifty metres.

196 - In 1968 Laurel Canyon was considered by the in crowd to be a nature reserve because of the presence of trees, even though the democratic Los Angeles smog covered all areas. Joni Mitchell lived there, so did Carole King, so did Kenny Loggins and Frank Zappa.

197 - He specialized in interrogations of Vietcong and North Vietnamese prisoners, moving between detention centers and extracting and analyzing details about communist battlefield operations, supplies, and strategic plans.When his tour was finished, he joined the diplomatic service. He added Russian to his language portfolio and moved to the U.S. embassy in Moscow in 1983; as a political officer he would concentrate on Soviet human rights violations.

198 - Marx saw this as a lousy deal for labor and insisted that the entire structure be forcibly abandoned. What if there were no longer only two sides?

199 - This problem solved, I grew more confident as a writer and slid into steady work the following season, thanks to an endorsement from Bob Einstein, on The Smothers Brothers Comedy Hour. I even had a few walk-on appearances where I inevitably played “the hippie.” The satirical show had taken a big left turn, which suited my politics perfectly.

200 - I also try to improve my situation and circumstances wherever I can, but I see that as 20 percent of the solution. The big part—the 80 percent of happiness—is nothing but a chemistry experiment.

201 - If someone sues you or one of your volunteers, you have to legally defend the case even if it’s without merit. One advantage to liability insurance is that your insurance carrier takes on the responsibility of defending the suit.

202 - Andy Hertzfeld, one of the fathers of the Mac, contributed to a diary about the launch of the original Mac, the computer that changed everything. He wrote, “The sun had already risen and the software team finally began to scatter and go home to collapse.

203 - On February 6, 1996, he attended a farewell dinner at the Khartoum home of Sudanese vice president Ali Osman Taha. That night he and Taha fell into their first serious conversation about Sudan’s support for terrorists.

204 - Also, of the executives who said they had reduced their aspirations (25 percent), women did so more than men (34 percent of women compared to 21 percent of men). The most frequently cited reason for reducing aspiration was the same for both men and women—67 percent said a very important reason was “the sacrifices I would have to make in my personal or family life.” It’s also important to note that women who think little progress has been made in breaking through the glass ceiling are more likely to have reduced their aspirations than women who think progress has occurred.

205 - Instead of being haunted by waters, like Norman Maclean in A River Runs Through It, I was as a teenager haunted by newspapers. Still, what could I do?

206 - Corporate strategy decisions determine the basic scope and direction for the corporate entity through formulating the corporate mission statement, defining strategic business units, setting strategic business unit objectives, and determining corporate growth orientation. Business strategy decisions determine how each business unit plans to compete effectively within its industry.

207 - Advance rulings may seem tenuous, but they offer nonprofits an opportunity to develop the appropriate revenue streams and to become well-established organizations. Don’t be put off by an advance ruling.

208 - The Walpole collection, which included Rembrandt’s Abraham and Isaac, was so important that John Wilkes had proposed to Parliament that it be purchased from public funds as the basis for a new National Gallery. George Walpole, the third earl, had other ideas.

209 - The rain had stopped, she had plenty of good company–among others, she shared the Tver with Grigory and Vladimir Orlov, the Chernyshëv brothers and Alexander Bibikov, the man she was grooming to be Marshal of the Legislative Commission–and she was relieved to report that they had all stayed well, despite the weather. It remained changeable as they sailed on to the Makaryev monastery on 5 May.

210 - At the top is an inner circle of companies and reps who are known and trusted by materials management and the end users. Among these qualified candidated, price competition is encouraged.

211 - That nonprofit you work with, the one where you are able to change lives–perhaps turning it into a career will ruin it. That passion you have for abstract painting–perhaps making your work commercial enough to sell will squeeze the joy out of it.

212 - With the Taliban militia on the march from Kandahar and with the Kabul government’s prime minister at war with its president, Afghanistan obviously was not such a place. Unocal could only achieve its goals, then, if it used the lure of its pipeline revenues to persuade Afghanistan’s factions to unite around a single government blessed by the United Nations.

213 - When I talk about increasing your personal energy, I don’t mean the frenetic, caffeine-fueled, bounce-off-the-walls type of energy. I’m talking about a calm, focused energy.

214 - Hastings law professor Joan Williams calls the “gender wars.” These wars are being waged on many fronts, but the mommy wars, which pit mothers who work outside the home against mothers who work inside the home, attract the most attention. As Professor Williams explains, “These mommy wars are so bitter because both groups’ identities are at stake because of another clash of social ideals: The ideal worker is defined as someone always available for work, and the ‘good mother’ is defined as always available to her children.

215 - Organizations such as Sales and Marketing Executives International meet regularly and provide the opportunity to establish contacts with professional sales executives, who may provide the names of prospective salespeople. Some professional organizations publish newsletters or operate a placement service, which could also be used in recruiting.

216 - Appeals also call upon donors’ compassion and idealism, and commonly link the needs of particular constituents served by a nonprofit to the well-being and security of an entire community. That’s making the most of asking.

217 - Appleton was fond of such sentences as “Do your worst!” Tom cried bravely and “My father helped with the equations,” Tom said modestly. When I was a teenager there was a party-game based on one’s ability to create witty (or half-witty) Swifties.

218 - One invited 20 people to her house and, after a convincing pitch and some good wine, got most of them to write checks. Another started a youth mentoring program out of his dorm room when he was a college student: He talked his campus into paying him a work study stipend to begin his project and charged his volunteer mentors modest membership fees to cover basic costs.

219 - Office mates in the South Asia bureau of the State Department disagreed vehemently about whether the Taliban would ever negotiate in good faith or whether Ahmed Shah Massoud deserved American aid. At the FBI some senior agents were alarmed and engaged by the al Qaeda threat, while others dismissed it as a distraction, one terrorism problem among many.

220 - The gender of the person to whom women make a self-assessment has sometimes been found to affect the degree to which they underestimate themselves, with some evidence finding that women lower their self-assessments in the presence of vulnerable male partners, for example by lowering estimates of their GPA in front of a male partner who is worried about his grades. However, studies on this specific topic are inconsistent.

221 - Although he finds it extremely difficult to teach literature and correct student themes in the daytime and then work on his own stuff at night, he continues to do so, writing new short stories and getting them into circulation, collecting rejection slips and occasionally “retiring” stories he’s sent to all the places he can think of. “They’ll look good in my collection when it finally comes out,” he tells his wife.

222 - The most they could say was that bin Laden’s capture “would definitely influence policy in Washington,” creating goodwill toward the Northern Alliance. This was not enough.

223 - He sought out Arab journalists and gave lengthy interviews designed “to use the media for attracting more Arabs, recruiting more Arabs to come to Afghanistan,” as one of the journalists recalled. It was the birth of bin Laden’s media strategy, aimed primarily at the Arabic-speaking world; in part he drew on some of the media tactics pioneered by secular Palestinian terrorists and nationalists during the 1970s and early 1980s.

224 - People hear the term nonprofit organization and picture Mother Hubbard’s cupboard, as in awfully bare or zero bank balance. In fact, some nonprofit organizations turn very tidy profits on their operations, and that’s good, because cash flow keeps an enterprise humming, whether it’s a for-profit business or not.

225 - Employees may stick around to achieve the end of the project, but a heavy workload may cause burn-out that leads to quitting soon after they finish the project. In short, capital projects offer both opportunities and pitfalls, buy-in and burn-out, and new donor development and loss of current annual fund donors.

226 - See Anne McMunn et al., “Maternal Employment and Child Socio-Emotional Behavior in the UK: Longitudinal Evidence from the UK Millennium Cohort Study,” Journal of Epidemiology & Community Health 66, no. 7 (2012): 1–6.

227 - Justin Osofsky caught my attention at Facebook years ago when we were getting ready for our first senior-level meeting with the Walt Disney Company. Each of our teams, including sales, business development, and marketing, had submitted ideas for the partnership, but no one was coordinating, which left our presentation disjointed and unwieldy.

228 - If you want to make money as a fitness expert or by selling fitness products, you have to make a novel claim about the value of your product or service. Each new idea is layered on to the old ideas until the entire field is so complicated it becomes intimidating.

229 - One basic unresolved question was whether to tackle terrorism as a national security problem—as a kind of war—or as a law enforcement problem, with police and prosecutors in the lead. In some cases terrorists looked like enemy soldiers.

230 - The only grease they have to get off their clothes at the end of the day is the grease from the take-out food at lunch. But it’s factory work.

231 - I would get laughs at innocuous things I said, such as “What time does the movie start?” or “Hello.” I would pull my hat down low on my head and stare at the ground when I walked through airports, and I would duck around corners quickly at museums. My room-service meal could be delivered by four people wearing arrows through their heads—funny, yes, but when you’re dead tired of your own jokes, it’s hard to respond with the expected glee.

232 - How Woolsey was perceived at the White House is from interviews with Clinton administration officials. 11.

233 - If the organization offers only one service for which the nonprofit is seeking money, the organization’s budget is the same as the project budget. If the project is one of many things the nonprofit does, it’s presented as a smaller piece of the overall budget.

234 - Egyptian, Algerian, Tunisian, and other Islamist radicals would make proposals to bin Laden for operations, and if bin Laden approved, he would hand over the funds.16 By 1995 the CIA’s Khartoum station had no doubt that bin Laden’s own aides included some hardcore, well-trained killers. Black and his case officers wondered when and how the United States would confront bin Laden directly.

235 - She has to engage with people who might not like her right away, or she must engage with ideas that challenge her. The magic of her art is that this gift continues to multiply.

236 - I gingerly went to my television writing instructor at UCLA and told him I had to resign from the class—and school—because I had gotten a job writing for television. Years later, I learned that because my material had not made it past the final judges at the top, Mason, in an act of artistic generosity, had paid this newcomer out of his own pocket.

237 - Honesty in storytelling makes up for a great many stylistic faults, as the work of wooden-prose writers like Theodore Dreiser and Ayn Rand shows, but lying is the great unrepairable fault. Liars prosper, no question about it, but only in the grand sweep of things, never down in the jungles of actual composition, where you must take your objective one bloody word at a time.

238 - In the second stage, you identify the specific activities to address those goals, set a schedule, decide who will do the work, and make sure that you have the tools you need to succeed. This section takes you through the three steps necessary for creating the fundraising strategy.

239 - I should pause here for my more literal readers and explain that being selfish doesn’t mean you should let a runaway baby carriage roll into traffic if you think stopping it will make you ten seconds late for work. Humans are so emotionally and societally connected with one another that often the best thing we can do for ourselves is to help others.

240 - It never occurred to me that there was some technique involved and that we unwashed citizens could easily learn it. One day during my corporate career I signed up for a company-sponsored class in business writing.

241 - His first choice was the State Department, but when the offer to run the CIA came through, Casey’s history with Donovan and the OSS made it impossible to resist. He would take on the Soviet empire in many of the same ways he had taken on Germany, and in the same spirit.

242 - The problem statement describes needs of clients or potential clients and how the organization’s current building (or lack of a building) hin-ders their satisfaction of those needs. The goals and outcomes section discusses aspirations that the organization holds for serving its clients and its goals for the capital project (the building’s dimensions and amenities).

243 - Entire corporations are built around a linchpin, or more likely, a scattering of them, essential individuals who are worth holding on to. 1.

244 - And as he shuttled back and forth to Afghanistan, bin Laden developed “strong relations with the Saudi intelligence and with our embassy in Pakistan.” The Saudi embassy in Islamabad had “a very powerful and active role” in the Afghan jihad. The ambassador often hosted dinner parties for visiting Saudi sheikhs or government officials and would invite bin Laden to attend.

245 - This section draws, in revised form, on sources first discussed in my ‘Catherine the Great and the Romanov Dynasty: The case of the Grand Duchess Mariia Pavlovna (1854–1920)’, in Russian Society and Culture and the Long Eighteenth Century, eds. Bartlett and Hughes (Münster, 2004), 195–208, where further references may be found.

246 - For as long as Massoud had been fighting the Soviets, most Afghans outside the Panjshir Valley were shocked to learn, he also had been talking with them. The conversation started as letters exchanged with Soviet commanders across the front lines.

247 - They understand that there’s always another argument or mystery around the corner, which means that the map is never perfected. Craig Venter, who first decoded the human genome, didn’t wait for someone to tell him what to do next.

248 - There are various published accounts of bin Laden’s forced departure from Saudi Arabia, which is generally dated to mid-1991, around the time of the Letter of Demands controversy within the kingdom. The former U.S. counterterrorism officials Daniel Benjamin and Steven Simon report that bin Laden first traveled to Afghanistan, then to Sudan.

249 - He “got” the seriousness of the bin Laden threat, it was commonly said in the agency’s Counterterrorist Center, and Clarke generally supported the CIA’s nascent programs to capture or disrupt bin Laden in Afghanistan. Indeed, Clarke sometimes pushed harder for action on bin Laden than the CIA’s own officers recommended.

250 - A sustained rebellion in Afghanistan might constrain the Soviets’ ability to project power into Middle Eastern oil fields. It also might embarrass and tie down Afghan and perhaps Soviet forces as they attempted to quell the uprising.

251 - He loved the Counterterrorist Center’s engineers on the science and technology side; they took what Clarridge liked to call a “Radio Shack approach” to problem-solving. Clarridge commissioned them to work on a highly classified pilotless drone equipped with intercept equipment, an infrared camera, and low-noise wooden propellers.

252 - Sometimes your nonprofit competition won’t mind sharing their contacts who are loyal to a particular kind of activity. In our city, for example, several organizations put on film festivals once each year and some volunteers who love to see the films volunteer to work in box offices, press rooms, and other capacities, migrating from one festival to the next.

253 - Psychologist Jennifer Stuart studied a group of Yale graduates and concluded that for such women, “the effort to combine career and motherhood may be particularly fraught. The stakes are high, as they may expect nothing less than perfection, both at home and in the workplace.

254 - The CIA in the 1990s was generally seen by intelligence specialists as strong on technology and mediocre at human intelligence operations against hard targets. Agent penetrations and covert action often work best where an intelligence service shares language, culture, and geographical space with its adversary—as with British operations in Northern Ireland, for example.

255 - He would place the explosives on board, set the timers, and exit at layover stops before the bombs went off. He had already killed a Japanese businessman when he detonated a small bomb during a practice run, planting the device in an airplane seat and exiting the flight at a stopover before it exploded.

256 - Imitation preceded creation; I would copy Combat Casey comics word for word in my Blue Horse tablet, sometimes adding my own descriptions where they seemed appropriate. “They were camped in a big dratty farmhouse room,” I might write; it was another year or two before I discovered that drat and draft were different words.

257 - Led into the hall by the mathematician Leonhard Euler, the most distinguished scientist to work in eighteenth-century Russia, then in the final year of his life, she presided over her first meeting less than a week after her appointment. It took all the organisational ability she could muster to tackle the Academy’s mounting debts, revitalise its publishing activity, organise public lectures and reform its creaking administration.121 Impressed by the rapid results, Catherine appointed her later in the year to preside over a new Russian Academy tasked with producing a dictionary of the Russian language (its first six volumes were published between 1789 and 1794).

258 - And if I forgot to mention it earlier, that’s exactly where you want to be: steeped to your eyebrows in failure. It’s a good place to be because failure is where success likes to hide in plain sight.

259 - If I knew I would be returning to a club, I tweaked my hard-learned rule, “Never hit on a waitress the first night,” to “Never hit on a waitress for six months.” I came off as coolly reserved, as I would harmlessly flirt on my first visit; by my next visit, everything was in place. Soon the six months caught up with me, and I always had someone I could latch on to as I rolled from town to town.

260 - If an organization serves low-income clients, for example, having representation from that group on the board is a good idea. The offer of a stipend in exchange for board attendance and service may encourage more people to be actively involved.

261 - “I believed and continue to believe that we were wrong to have been so close to some in the alliance; wrong to have given ISI such power and (now) wrong not to be actively seeking a political settlement.” He knew that Oakley had worked hard to try to get the ISI-created Afghan interim government on its feet, but “I just don’t believe that bunch was worthy of your efforts. Afghanistan surely is, but the AIG is incapable of unity or leading.

262 - That’s why outsiders and insurgents so often invent the next big thing–they don’t start with the tangled past. The truth behind your customer’s situation is no different.

263 - If you don’t have enough (and who does, say the marketers), then how can you possibly give away what you have? And yet, every day, successful people race to give away their expertise and to spread their ideas.

264 - The play has been rolling along, and suddenly the songs, the lights, the dancing–they’re all taken up a notch (or ten). The crowd wakes up, leans forward, and cheers.

265 - ‘Father Platon was in a bad mood today,’ Catherine remarked afterwards, ‘but he spoke extremely well.’110 Always impressed by the young monk’s eloquence, she had been moved to tears by his sermon on the tsarevich’s tenth birthday on 20 September. Many in the congregation also wept at the end, when ‘the preacher spoke of her Majesty’s patience in bearing her labours for the use and safety of the fatherland, on the success of his Highness in the sciences which he was taught, and the resultant hope for Russia’.111 Catherine had herself attended Paul’s first lesson with Platon on 29 August 1763, the Feast of the Beheading of St John the Baptist.

266 - The State Department provided several hundred thousand dollars during 2000 to aid efforts at political negotiations organized from exiled King Zahir Shah’s offices in Rome. Squabbling among royal factions and slow progress disillusioned State officials, however, and the stipend was reduced the following year.

267 - Outcome bias occurs when the outcome of a decision rather than the appropriateness of the decision influences an evaluator’s ratings. When sales managers rate the quality of a salesperson’s decision, outcome information (e.g., salesperson did or did not make the sale) often influences their ratings across all criteria when the decision is perceived to have been inappropriate.

268 - Musharraf himself was typically called a liberal, which in Pakistan’s political vernacular meant he did not blanch at whiskey, danced when the mood was upon him, and believed Pakistan should be a normal country—Islamic in some respects but also capitalistic and to some extent democratic. Yet Pervez Musharraf, chief of Pakistan’s army staff, also believed firmly in the necessity of the Taliban in Afghanistan, for all of their medieval and illiberal practices.

269 - Salespeople furnish the stimuli from a repertoire of words and actions designed to produce the desired response. This approach to selling is illustrated in Figure 2.1.

270 - Sometimes an entirely inaccurate formula is a handy way to move you in the right direction if it offers the benefit of simplicity. I realize that’s not an obvious point, so allow me to give you an example.

271 - In the early hours of December 5, a militant in custody led them to a house with a false floor covered by cinder blocks. Beneath an iron hatch and down a ladder they found seventy-one plastic containers of nitric acid and sulfuric acid.

272 - Maybe someday shedding tears in the workplace will no longer be viewed as embarrassing or weak, but as a simple display of authentic emotion. And maybe the compassion and sensitivity that have historically held some women back will make them more natural leaders in the future.

273 - The new church was looking for political support, and its embrace of mercantilism guaranteed that it would get that support from power brokers that had chafed under the Catholic Church’s opposition to the practice of charging interest and the commercialization of formerly common lands. (The Catholic Church wanted to keep local lords, princes, and kings weak, of course, because it was built around a strong universal leader, the pope.)

274 - Books that will deplore capitalism in all its forms and argue that we need to legislate an alternative. I don’t buy the plausibility or implementability of the argument in favor of freezing things as they were.

275 - If you continue to write, you will begin to filter out these distractions naturally, but at the start it’s best to try and take care of them before you write. I work to loud music—hard-rock stuff like AC/DC, Guns ’n Roses, and Metallica have always been particular favorites—but for me the music is just another way of shutting the door.

276 - They, too, may represent supervisory problems for sales managers, particularly if aggressive sales growth objectives are in place. Most sales managers would prefer to have a high proportion of salespeople who are both highly committed to the organization and highly involved in their selling jobs.

277 - After these standard ingredients, the writer draws upon whatever other credentials recommend the organization for the work she’s about to propose. Drawing attention to signs of outside validation is helpful.

278 - The Americans, on the other hand, saw the Stinger recovery program as a way to supplement Massoud’s income and strengthen his military potential, and as a way to develop trust and regular communication for intelligence reporting about bin Laden. 26.

279 - After earlier backing the anti-Soviet jihad, they now wanted the CIA to move away from Hekmatyar and an ISI-led military solution. Military supplies to the mujahedin should continue, the British argued, and battlefield pressure on Najibullah’s government forces should be maintained, but the time had also come to work with the United Nations to develop a political compromise for Afghanistan.

280 - The annual budget for the Imperial theatres, re-organised under Yelagin’s direction in 1766, was set at 138,410 roubles, including pensions and a small theatrical school. But this was never enough to support nine Italian opera singers, a thirty-two-piece orchestra, a ballet company of forty-two and both French and Russian theatre troupes.95 Formally speaking, the Court’s basic operations were still sustained by the same annual grant of 260,000 roubles decreed by Empress Anna in 1733, with a further 6765 roubles 73 and a quarter kopecks for the servants’ salaries.96 Yet this was merely a fiction.

281 - Based on the angry e-mail I got and the buzz on the Internet, apparently most people interpreted my point to mean I believe in magic. The skeptics of the world were apoplectic about what they perceived as my promotion of magical thinking to an irrational and gullible public.

282 - Making Sales Management Decisions includes two interesting case situations that allow you to make important sales management decisions. If you understand sales management terms, develop sales management knowledge, and build sales management skills, you will be prepared to make successful sales management decisions.

283 - And the lawyer and the competitor and the skeptic and the mother-in-law each have their own worldviews, their own biases and expectations. None of us knows the absolute truth, of course, but the goal is to approach a situation with the least possible bias.

284 - I had hired thousands of people over the previous decade and no one had ever said anything remotely like that. People usually focus on finding the right role for themselves, with the implication that their skills will help the company.

285 - Taliban religious police, Human Rights Watch concluded, were "funded directly by Saudi Arabia; this relatively generous funding . .

286 - The collapse at Tsarskoye Selo had been made the more serious by her refusal to follow her doctors’ advice. Observing that with age ‘the humours become slower in their circulation’, Poissonnier prescribed a purgative intended to induce two or three evacuations every day for a month.

287 - It starts with this: put your desk in the corner, and every time you sit down there to write, remind yourself why it isn’t in the middle of the room. Life isn’t a support-system for art.

288 - If you plan to try affirmations, I recommend keeping your objectives broad enough to allow some luck. It’s probably better to affirm future wealth than to try to win a specific lottery.

289 - As a result, when the war’s most important weapon system had been distributed to Afghan commanders, Massoud had received less than 1 percent, and this only in 1991. The CIA now wanted Massoud to sell back his own stored missiles; he still had all eight of them.

290 - The boxed motto in the upper lefthand corner was not “All the News That’s Fit to Print” but “All the Shit That Will Stick.” That piece of dimwit humor got me into the only real trouble of my high school career. It also led me to the most useful writing lesson I ever got.

291 - 6 (2006): 553–72; and Belinda Probert, “ ‘I Just Couldn’t Fit It In’: Gender and Unequal Outcomes in Academic Careers,” Gender, Work and Organization 12, no. 1 (2005): 50–72.

292 - Under federal law such fugitives could be arrested abroad and returned to the United States for trial. By collecting intelligence overseas about a suspect’s whereabouts, the CIA could aid such an arrest under standing legal authorities approved by the president.

293 - Later in this book I will describe a simplification that can inform all of the steps you take toward your own personal success. It’s the human equivalent of profit.

294 - ‘I can neither sleep nor eat…When can I retire or cut myself off so that the world will hear of me no more? !’ Eight days later, when a storm threatened to destroy his precious fleet at Sevastopol, he seemed a broken man: ‘My mind and spirit are gone.

295 - Twelve Chevaliers Gardes placed the coffin, covered with a pall of gold cloth trimmed with Spanish lace, on a raised catafalque beneath a canopy emblazoned with the imperial crown. By its side stood four ladies-in-waiting, dressed in deep mourning, and entirely covered with crepe veils.

296 - Most salespeople have considerable latitude in determining work priorities and thus experience more freedom on the job than do many other employees. Finally, feedback from sales managers or through self-monitoring is readily available.

297 - Staff members often have information about the organization and the environment in which it operates that’s crucial to the making of a good plan. Check out the sample planning retreat agenda (CD0901) for some guidance in organizing your planning retreat.

298 - This example uses the direct approach for assessing sales region profitability and the contribution approach for evaluating the districts within this region. Notice that the profitability calculations for each district include only district sales, cost of goods sold, and district direct selling expenses.

299 - Still, depending on the methodology employed (such as the age of students, the subject area being taught, and the achievement level of the students), some studies have found few differences in teacher interactions and behavior in the classroom between boys and girls. Notably, very few studies have documented instances in which girls receive more attention from teachers than do boys.

300 - What you got was energy and a kind of superficial intelligence (the writer, Bobbi Anderson, creates a telepathic typewriter and an atomic hot-water heater, among other things). What you gave up in exchange was your soul.

1 - long-term relationships with fewer suppliers, suppliers have no choice but to adopt a relationship approach if they want to sell to them. In other cases, sales organizations have been more proactive in establishing a relationship strategy.

2 - It was a lucky shot (or unlucky, depending on your point of view, I guess), hitting the portal vein and killing her. In town they said it was postpartum depression, how sad.

3 - Remember that you can find places to ask for assistance, and most people are willing to offer advice. We think one of the most exciting features of working for a nonprofit organization is the opportunity to learn as you go along.

4 - In subsequent sessions, company management attempts to show how the salespeople’s personal goal achievement can also assist in organizational goal achievement. One firm that uses life planning is Combustion Engineering, a large industrial company.

5 - In our first meeting and in every interaction we’ve had since, Garrett has been respectful of my time. He is crisp, focused, and gracious.

6 - The reason that start-ups almost always defeat large companies in the rush to market is simple: start-ups have fewer people to coordinate, less thrashing, and more linchpins per square foot. They can’t afford anything else and they have less to lose.

7 - The first two reasons (sexual partners and career options) are about influencing how others view you. And I would argue that feeling good about yourself has meaning only because you know you are influencing others to feel the same way.

8 - You go the extra mile to please a small customer, or build an online forum to teach your customers how to get more out of your products (for no extra cost). These are all examples of the gift system at work.

9 - I wanted to create, invent, write, or otherwise concoct something widely desired that would be easy to reproduce. My plan wasn’t the one and only practical path to success.

10 - On the other hand, if the proposal ends with a discussion of future and additional funding, that part of the proposal may seem remote from the passion that fueled the project in the first place. We recommend taking a bow: A brief concluding section may bring the reader back to the key points of the proposal, leaving a compelling finale as the last thing the reader remembers.

11 - There are, however, different types of relationships that might be established between buyers and sellers. These are difficult but critical decisions for sales organizations, because the type of relationship affects all other aspects of sales management.

12 - Frank was an English major (you don’t have to be an English major to become a writer, but it sure doesn’t hurt) who began submitting his stories to magazines as a college student. He took several creative-writing courses, and many of the magazines to which he made submissions were recommended to him by his creative-writing teachers.

13 - To the left of the throne, the leading male courtiers occupied the second table; the third, placed opposite, was for the clergy; gentlemen of the third rank were served at the remaining table. Although de Veilly’s illustration of the banquet depicts a far from solemn occasion, every effort had been made to ensure that it proceeded in an orderly way.

14 - As Sutt moved through the wreckage of roofless and toppled-over houses, he was struck by the sense that much of the destruction could have been avoided. “In house after house,” he says, “I noticed that it wasn’t the wood that had failed–it was the nails that held the wood together.”

15 - An hour ago I considered doing some writing for this book, but I didn’t have the necessary energy or focus to sit down and start working. I did, however, have enough energy to fix myself a cup of coffee.

16 - Additional analyses would be performed to determine why sales are so low for territory 5 and to take corrective action to increase sales from this territory. The hierarchical approach to sales analysis provides an efficient way to conduct a sales analysis and to identify major areas of sales problems.

17 - A simple trick you might try involves increasing your ratio of happy thoughts to disturbing thoughts. If your life doesn’t provide you with plenty of happy thoughts to draw upon, try daydreaming of wonderful things in your future.

18 - Celebrated as a kind of noble savage by slack-bellied preachers in Saudi Arabia’s wealthy urban mosques, Haqqanni became a militant folk hero to Wahhabi activists. He operated fund-raising offices in the Persian Gulf and hosted young Arab jihad volunteers in his tribal territory.

19 - Rose and Heidi I. Hartmann, Still a Man’s Labor Market: The Long-Term Earnings Gap, Institute for Women’s Policy Research (2004), 10, http://​www.​aecf.​org/​upload/​publication​files/​fes3622h767.​pdf. 16.

20 - Musharraf announced that he was “actively considering” a trip to Kandahar to lobby Mullah Omar to hand bin Laden over to the Americans.4 It was in many ways a cynical charm offensive, designed to compete with India’s diplomacy. It did not mark a shift in Pakistan’s jihad strategy.

21 - For a detailed discussion of the stranded energy reserves of the Caspian region and the dilemma faced by Turkmenistan in particular, see Ahmed Rashid’s Taliban: Militant Islam, Oil, and Fundamentalism in Central Asia, pp. 143-56.

22 - At the Mecca, in Buena Park, I saw the up-and-coming comedian Pat Paulsen, who opened with this funny line: “I’ve had a great life, with the exception of 1959, when, unfortunately, I passed away.” (The best opening line I ever heard was from Sam Kinison. In the late eighties, playing the Comedy Store in Los Angeles, he said, “You’re going to see a lot of comedians tonight; some will be good, some will be okay.

23 - Family history is from Tenet’s account in two speeches, “Acceptance of the Ellis Island Medal of Honor Forum Club Lunch,” November 6, 1997, and “Remarks by DCI George J. Tenet at Swearing-In Ceremony by Vice President Gore,” July 31, 1997, CIA Office of Public Affairs. 4.

24 - Since then, my old boss, Mike Goodwin (who was also the guy who named Dilbert), wrote and published a book about his father’s experience in a Japanese prisoner-of-war camp. (Spoiler alert: It didn’t go well.)

25 - Six months later, Frank sells another story to a magazine called Lodgepine Review (like Kingsnake, Lodgepine is a composite). Only “sell” is probably too strong a word; proposed payment for Frank’s “Two Kinds of Men” is twenty-five contributor’s copies.

26 - Employing about twelve staff members, it was designated a “virtual station.” This meant that within the CIA’s budgeting and cable routing systems, the unit would have the administrative status, privileges, and autonomy enjoyed by more traditional stations abroad. The idea was born from discussions in the Counterterrorist Center’s senior management group.

27 - Salespeople are part of a salesforce that major account manage-serves three main customer groups: large, integrated accounts; clusters of aligned ment programs. accounts; or small and medium-sized accounts.

28 - “We are as good or bad [a] civilized nation as anyone living in the West,” he said later, “because when you carry out this sort of operation it has a double edge.” His squads bombed Kabul cinemas and cultural shows, but the attacking Afghan guerrillas knew that most of their victims “would be the Soviet soldiers.” Otherwise, Yousaf said, “You will not find any case of poisoning the water or any use of chemical or biological.” Car bombs were supposed to be targeted only at military leaders, he said later. By all accounts there were few car bombings aimed at civilians during this period.

29 - Swanson and Crewdson, Chicago Tribune, February 20, 2003, reported that “police records” they obtained showed that “among the numbers called were three belonging to radical Saudi clerics. .

30 - Suzanne M. Bianchi, John P. Robinson, and Melissa A. Milkie, The Changing Rhythms of American Family Life (New York: Russell Sage Foundation, 2006), 74–77. This study of the amount of time parents report taking care of their children finds that in 2000 both employed and nonemployed mothers spent, on average, almost 6.5 more hours per week on caregiving than their counterparts reported in 1975.

31 - Cynthia Hogan served as chief counsel for the Senate Judiciary Committee under then-senator Joe Biden before leaving in 1996 after her first child was born. Her plan was to return to the workforce a few years later.

32 - But I don’t expect that it will lead to growth or significant customer loyalty, particularly in times of change. More important, if you’re looking for a job, I have no idea why you’d want to work in a company like this.

33 - As he wrote, embassy communications officers destroyed cryptography packages one by one to prevent them from falling into the hands of rioters. The vault echoed with the sound of a sledgehammer rhythmically descending on CIA code equipment.

34 - This was before the age of laptops, when “portable” meant that an adult with good upper-body strength could lift it. I spent almost every night and every weekend for two years trying to teach myself enough about programming to create a space-themed, arcade-type game.

35 - He has co-authored The Professional Selling Skills Workbook, Professional Selling: A Trust-Based Approach, and a variety of executive monographs and white-paper on sales performance topics. Mike’s research has been published in many different national and international journals including Journal of Personal Selling & Sales Management, International Journal of Purchasing and Materials Management, Journal of Business and Industrial Marketing, Quality Management Journal, and Journal of Industrial Technology.

36 - The end (or desired result) you seek may be to ensure that all high school students have an equal opportunity to attend college. Your methods may include providing tutoring, offering scholarships, and promoting the value of a college education, to name a few.

37 - Once the appropriate salesforce size is determined—that is, one sufficient for salespeople to call on all the firm’s accounts and prospects in a productive manner—this figure should be adjusted to reflect expected turnover. If an increase or maintenance of current salesforce size is desired, excess salespeople should be in the recruiting-selecting-training pipeline.

38 - Just before Massoud reached the hill’s crest and faced his enemy—a rival faction of similar size—he sent a detachment of loyalists around the opposite side. The enemy never saw them coming.

39 - In Terrorism and U.S. Foreign Policy, p. 107, the CIA’s Pillar wrote, "Intelligence about a scheduled meeting of bin Laden and other terrorist leaders . .

40 - President Reagan had begun to hint openly that America was aiding the Afghan “freedom fighters.” Journalists from the United States and Europe traveled inside Afghanistan with mujahedin escorts. Their stories made clear that the rebels were receiving substantial outside help.

41 - Clarke’s aides grumbled that the CIA was giving Clinton too much unfiltered intelligence, especially in the President’s Daily Brief, warnings included not for their relevance but to protect the CIA’s reputation if a fresh attack came. For its part, the CIA Counterterrorist Center complained that the White House hectored and bullied them over reports that they had never intended to be taken so seriously.

42 - Tabby spent a couple of hours putting things together, and that afternoon at four o’clock she rolled me out through the kitchen and down the newly installed wheelchair ramp into the back hall. She had made me a wonderful little nest there: laptop and printer connected side by side, table lamp, manuscript (with my notes from the month before placed neatly on top), pens, reference materials.

43 - Only when he found Peterhof deserted on the morning of 29 June did he begin to realise the scale of the disaster. Had the tsar been made of sterner stuff, he might have marched on the capital, as he was urged to do by Field Marshal Münnich, a veteran of Empress Anna’s war against the Turks in 1735–9 and the most distinguished of the exiles he had released from Siberia.

44 - For this estimate, you have to continue to be a sleuth: You may find clues by tracking down the approximate amounts of their contributions to other organizations. In researching your foundation prospects, if they give grants of $10,000 or more, you can find grants lists in The Foundation Grants Index and see what they have given to similar projects.

45 - The U.S. embassy in Kabul had been shut for security reasons since January 1989, so there was no CIA station in Afghanistan from which to collect intelligence about the Taliban or the sources of their newfound strength. The nearest station, in Islamabad, no longer had Afghanistan on its Operating Directive, the official list of intelligence-gathering priorities transmitted each year to CIA stations worldwide.3 Without the formal blessing of the O.D., as it was called, a station chief like Gary Schroen lacked the budgetary resources needed to recruit agents, supply them with communications gear, manage them in the field, and process their intelligence reports.

46 - You wouldn’t buy a book if it didn’t have the potential to change you in some way, even if that change is just entertainment or an increase in your knowledge. Books change us automatically, just as any experience does.

47 - Sheehan wrote a thirty-page classified memo during this period urging more pressure on U.S. allies such as Saudi Arabia, the United Arab Emirates, and Pakistan over the terrorism problem. The memo called Pakistan central to the problem and suggested that terrorism should be elevated as the primary issue in U.S.-Pakistan relations.

48 - We spent the first half-day in the meeting teaching the principles and practicing the skills of Habits 4, 5, and 6. The rest of the time was spent in creative synergy.

49 - When I tried to turn myself into a recreational runner, the rest of my brain and body had other plans. It turns out that running only works for me if I’m chasing some sort of ball or if something with fangs is chasing me.

50 - The Panjshir Valley contained only about eighty thousand residents in a country of 15 million, but for the Soviets the valley proved vital. Just to the east of the Panjshir, through a forbidding mountain range, the Salang Highway cut a path between Kabul and Termez, the Soviet transit city on the Afghan border beside the Amu Darya River.

51 - However, given its recent disappointment with the reps, Protech is entertaining the idea of developing its own salesforce. What do you suggest Protech do and why?

52 - These people will be able to sort incoming jobs as we have discussed or may be used for other work in the copy center at non-peak times. These people would also be available to pick up copying work from various central locations throughout General Hospital at specified times, thus eliminating the need for people to come to the copy center.

53 - Our objective is to review several of the basic and most often used ways and to illustrate some variations in these basic structures. To provide continuity to this discussion, each type of sales organization is discussed from the perspective of the ABC Company.

54 - Food, uniforms, fuel, weapons, ammunition—everything the Red Army and the Afghan army required rumbled down the Salang’s treacherous, pitted, zigzag blacktop. The Salang kept Massoud’s forces fed, clothed, and armed as well.When a Soviet convoy tried to pass along the highway, Massoud’s fighters streamed down from the mountains, unleashed a fusillade of gunfire, raided the convoy, and disappeared back into the shadows.

55 - The analytical approaches for making this decision produce a recommended number of sales calls to each account based on some assessment of expected sales and costs for different sales call levels. Although these approaches may incorporate a number of factors in developing the recommended sales call levels, there is no way that any analytical approach can use the detailed knowledge that a salesperson has about the unique needs of individual accounts.

56 - This account of the Predator proof of concept mission, including the scenes in the Langley flight center, is drawn from interviews with five U.S. officials familiar with the operation. All quotations are from author’s interviews, except Clarke’s exchange with Berger, from National Commission staff statement no.

57 - Bin Laden’s movements and wariness are from Fadl testimony and author’s interviews with U.S. officials. 9.

58 - Some of my female classmates work full-time or part-time outside the home, and just as many are stay-at-home mothers and volunteers like my mom. This mirrors the national trend.

59 - The Politburo and the high command of the Soviet Fortieth Army had initially hoped that Soviet troops might play a supporting role in Afghanistan, backing up the communist-led Afghan army. Kremlin officials repeatedly assured themselves that the rebels were nothing more than basmachi, or bandits, the term used to describe Muslim rebels in Central Asia who unsuccessfully resisted Soviet authority following the Bolshevik Revolution of 1917.

60 - By one account Saudi intelligence paid annual cash bonuses to senior ISI officers designated by the Pakistani intelligence chief. Financial aid and discounted oil supplies from Riyadh buoyed the treasuries of Pakistan’s army and intelligence service during these lean years of American economic sanctions.

61 - Yet, outside consultants may be much more expensive, and they, too, are employed by the nonprofit agency. They, too, may have some bias about the report’s results.

62 - Each marketing strategy includes the selection of target market segments and the development of a marketing mix to serve each target market. A key consideration is the role that personal selling will play in the marketing communications mix for a particular marketing strategy.

63 - In summary, allow me to stipulate that if you think I’m full of crap on any particular idea or another, there’s a healthy chance you’re right. But being 100 percent right isn’t my goal.

64 - T. C. W. Blanning, The Power of Culture and the Culture of Power (Oxford, 2002), 59, is the essential historical commentary on Habermas (see note 43, above). 46.

65 - A dancing master was employed to teach the basic courtly arts, though this was later dismissed as ‘a waste of money, because really I only learned to dance much later–this is how a precocious education usually leads nowhere’. The rudiments of a more formal curriculum in French, German and the Scriptures were taught by the Pietist pastor Friedrich Wagner, a chaplain in her father’s regiment.16 This was a far more prestigious position than it sounds.

66 - United Nations diplomats shuttled in their blue-stenciled airplanes between Kabul and Islamabad by the week, but the prospects for a peaceful political settlement appeared dim. Hekmatyar and other Islamists backed by Pakistani intelligence were creeping toward Kabul in their captured Iraqi tanks.

67 - At the age of three, Sophie accompanied her on the first of several trips to her maternal grandmother in Hamburg. Here, as she grew older, she would experience an exceptional degree of freedom: ‘I did what I wanted and ran about from morning until night in every corner of the house.’ On that first visit, however, the frightened child apparently had to be removed, screaming, from the opera house.

68 - Someone is bad in that house.” But al-Zawahiri’s entourage was not as large or as conspicuous as bin Laden’s. He was not easy to track.

69 - I have breast-fed two children and noted, at times with great disappointment, that this was simply not something my husband was equipped to do. Are there characteristics inherent in sex differences that make women more nurturing and men more assertive?

70 - Clinton was innately skeptical of covert action as a substitute for overt foreign policy, and the Iraq episode had only reinforced his instincts. Some of the agency’s career operatives had then revolted against Clinton’s nomination of Tony Lake as director.

71 - Some people decide that their art is important enough that they ought to overcome the resistance they face in doing their work. Those people become linchpins.

72 - Capturing someone’s attention or imagination in a minute can be done, but only when planned and tailored to that individual. Leading with a vague question such as, “What is Facebook’s culture like?” shows more ignorance than interest in the company, since there are hundreds of articles that provide this answer.

73 - It doesn’t matter if you’re a wedding photographer or an insurance broker; there’s no longer a clear path to satisfaction in working for the man. The factory–that system where organized labor meets patient capital, productivity-improving devices, and leverage–has fallen apart.

74 - Now, as the culture industry has infiltrated every industry (yes, there are designer steel mills, and yes, the interior design of a $20 million corporate jet is a huge part of the sale), artists have moved from the exterior of our economy to its center. Disney now licenses its images to egg farmers.

75 - It was barely warmer in April, when Catherine returned from the Easter service ‘as blue as a prune’.73 Faced with such icy conditions, courtiers were inclined to stay away, much to the irritation of the empress who accepted only illness as an excuse for their absence (those who failed to attend the blessing of the waters at Epiphany in 1752 were threatened with a ban from Court receptions).74 Less of an ordeal were the summer sanctification services, which appealed to Catherine’s sense of theatre. In her first summer in St Petersburg, she and her mother followed the procession of the cross to a Jordan on the Moika canal.

76 - Meeting in Moscow, the Politburo’s inner circle made the first tentative decision to invade on November 26, 1979, just five days after the Jamaat student mob had sacked the U.S. embassy in Islamabad and three weeks after Iranian students had seized hostages at the besieged American embassy in Tehran. Clandestine Soviet military and KGB units began to infiltrate Afghanistan early in December to prepare for the assault.

77 - In June of 1999, I decided to spend the summer finishing the damn writing book—let Susan Moldow and Nan Graham at Scribner decide if it was good or bad, I thought. I read the manuscript over, prepared for the worst, and discovered I actually sort of liked what I had.

78 - When people act in ways that violate our preconceived expectations, we take notice and evaluate them more extremely and intensely than we would otherwise. 5.

79 - Benois, Tsarskoe selo: Aleksandr Benua, Tsarskoe Selo v tsarstvovanie Imperatritsy Elisavety Petrovny (SPb, 1910). Bentham: The Correspondence of Jeremy Bentham, vol.

80 - Boards that are actively engaged in major gift and special event fundraising tend to be larger because both fundraising techniques are fueled by personal contacts and friendships. The more board members you have, the more personalized invitations you can send to your next event.

81 - Nonprofits also need to keep information up to date about individual donors: who in the organization knows or knew them, how and why they gave their gifts, and whether any special recognition or invitations were promised to them when they gave. Because nonprofits hope to talk to or keep in touch with these people over time, recording their spouse and children’s names, their interests, their business affiliations, and any other pertinent personal information is important.

82 - Simultaneously with the Zawhar Kili attack, thirteen cruise missiles slammed into a chemical factory in Khartoum, Sudan, called the al Shifa plant. From the beginning there had been a strong push within the Small Group to identify at least some additional targets outside Afghanistan.

83 - To an absolute monarch who regarded her own travel plans as ‘almost faultless’, it was vexing to be delayed first by the weather and then by Potëmkin. Yet the prince had good reason to prevaricate.

84 - Whether ISI also evaded orders from Karamat or privately received a supportive nod from the army high command was never clear to Bhutto. All the while the prime minister and her aides continued to lie to American officials about the nature and extent of Pakistan’s covert support to the Taliban.

85 - I grew up in a world where people did what they were told, followed instructions, found a job, made a living, and that was that. Now we live in a world where all the joy and profit have been squeezed out of following the rules.

86 - Remember that the basic rule of vocabulary is use the first word that comes to your mind, if it is appropriate and colorful. If you hesitate and cogitate, you will come up with another word—of course you will, there’s always another word—but it probably won’t be as good as your first one, or as close to what you really mean.

87 - “Although we fully shared Mr. Clarke’s anger and frustration,” recalled Madeleine Albright, “it was not clear that air strikes directed at training camps would cause any significant disruption to al Qaeda.” Shelton produced a paper after the attack describing thirteen options for the use of American military forces in Afghanistan, including several plans to conduct Special Forces raids to capture or kill bin Laden. Shelton’s chief of operations later described the paper as essentially a primer designed to “educate” Sandy Berger and aides such as Clarke about the “extraordinary complexity” of actually going ahead with any of the options.

88 - Pakistan announced one of its periodic crackdowns on Arab radicals in the spring of 1993, and bin Laden sent money to fly 480 of these jihadists to Khartoum. They became part of bin Laden’s local guard.

89 - If you think of your bad behavior as a lifestyle choice, as in “being yourself” or “just being honest,” you might be ignoring the cost to your personal energy. When you piss off the people around you, there is bound to be some blowback and wasted effort cleaning up the mess you made.

90 - I’m ignoring the outlier possibility that you might be one of the best performers in the world at some skill or another. That can obviously be valuable too.

91 - Then there was the confusing, conspiracy-shrouded question of the Unocal pipeline project.Where did the Americans stand? Massoud’s inner circle discussed the question at length, but they lacked confidence about the answer.

92 - ‘She dances better than anyone I have ever seen,’ one acknowledged, ‘but hates the ceremony of a court.’23 Even after her accession, she shunned formal society, preferring the earthier company of her far from blue-blooded relatives, the Hendrikovs and the Skavronskys (Maria Choglokova’s family). Surrounded by the guards who had brought her to the throne, Elizabeth gave special licence to the new Life Company (her personal bodyguard), the majority of them peasants by origin, who ‘committed all imaginable disorders’ in the early months of the reign as ‘the new noble lieutenants ran through all the dirtiest public-houses, got drunk, and wallowed in the streets.

93 - 1 (2008): 1–36; Rose M. Kreider and Diana B. Elliott, “Historical Changes in Stay-at-Home Mothers: 1969–2009,” paper presented at the Annual Meeting of the American Sociological Association, Atlanta, GA, August 2010, http://​www.​census.​gov/​population/​www/​socdemo/​ASA2010_​Kreider_​Elliott.​pdf; Bureau of Labor Statistics, “Changes in Men’s and Women’s Labor Force Participation Rates,” The Editor’s Desk, January 10, 2007, http://​www.​bls.​gov/​opub/​ted/​2007/​jan/​wk2/​art03.​htm; and Bureau of Labor Statistics, Women in the Labor Force: A Datebook, report 1034 (December 2011), http://​www.​bls.​gov/​cps/​wlf-​databook-​2011.​pdf. While the vast majority of women and mothers are working, when compared to their male counterparts, a sizable employment gap emerges.

94 - Locked in an existential struggle with India, Pakistan was not about to blow up perfectly good tanks or artillery just because some lawyer in Langley was worried about a congressional subpoena. In the end the CIA gave up.

95 - Science has demonstrated that humans have a limited supply of willpower.3 If you use up your supply resisting one temptation, it limits your ability to resist others. Struggling to do anything has a steep price because you don’t want to use up your willpower and energy on something as unimportant as staying away from the candy drawer.

96 - The funny thing is that learning how to add joy, create art, or contribute humanity is a lot easier than learning how to play the guitar. For some reason, we work on the technique before we worry about adding the joy.

97 - New laws and procedures had been enacted to ensure presidential and congressional control over CIA covert actions. Inside Langley the reforms produced anger and demoralization among the professional spy cadres, and even among those who welcomed some of the changes.

98 - • The better the sales organization will perform on sales organization effectiveness dimensions (e.g., sales volume and growth, profitability, and customer satisfaction). • The greater salespeople’s job satisfaction will be.

99 - Nonprofits need to pay attention to a grantmaker’s requirements for reporting the results of a project and make sure that they can afford to do the report. Some grants require collection and analysis of extensive data.

100 - Women still volunteer more than men, and people between the ages of 35 and 44 are the likeliest to volunteer. Those members of the “likeliest group” also are likely to be balancing careers with raising families, not to mention taking care of aging parents, going to the gym, and keeping up with e-mail.

101 - Maybe your organization produces sumptuous musical concerts and can offer contributors the best seats in the house, print their names in the programs, and give them special access. Maybe your organization is based in an attractive building where a corporate donor’s banner can be displayed.

102 - After September 11, Clinton’s White House aides and CIA officers at Langley offered almost opposite views about the impact of the legal guidance on covert operations with Massoud and others. National Security Adviser Sandy Berger, who was primarily responsible for the classified legal authorizations, testified to the Joint Inquiry Committee: "We were not pursuing a law enforcement model.

103 - Vassiliev’s history, translated from the original Russian, draws heavily on original Arabic and Ottoman sources as well as the accounts of travelers; it is the principal source of the pre-twentieth-century Arabian peninsula history in this chapter. 7.

104 - Afghans reported to Santos that Mullah Omar called bin Laden out of the audience at one sermon and praised him before the crowd as one of Islam’s most important spiritual leaders. With the public rituals of mutual flattery came word of expensive construction projects designed to provide Kandahar with a new face.

105 - ‘The empress is not what she was,’ Stedingk reported privately to Gustav III at the end of the month. ‘Age and the inconveniences it brings render her less capable of doing business.’28 But there was never anything pathetic about Catherine.

106 - Women whose husbands earn the least (in the bottom quarter of male earnings) are the group of women most likely to stay at home, followed by women whose husbands are in the top 5 percent of male earners. 8.

107 - Yet even these liberals acknowledged readily by early 2001 that two decades of official clandestine support for regional jihadist militias had changed Pakistan. Thousands of young men in Quetta, Peshawar, and Karachi had now been inculcated in the tenets of suicide warfare.

108 - Yet many of them were still here in Kabul, still at Massoud’s side, despite the severe risks and deprivations. Some of them wondered resentfully why the CIA often seemed to treat them as if money mattered more than kin and country.

109 - At the Ice House, I faced a real nightclub audience and performed almost as frequently as I did at the Bird Cage. Three shows a night was standard at these small clubs.

110 - He said plainly, “Stick to writing.” Which was a polite way of saying that my performing was headed nowhere. I took this warning with a strange delight.

111 - I realized that the performers were just using my material as a starting point and, of course, I thought the better joke was to do it as written. On The Sonny & Cher Comedy Hour, I was thrown the occasional performing bone, appearing as a walk-on with a line or two in a sketch, but I felt no resonance from the producers or audience.

112 - There was little impetus to step back and ask big, uncomfortable questions about whether Saudi charities represented a fundamental threat to American national security. The Saudis worked assiduously to maintain diverse contacts within the CIA, outside of official channels.

113 - The process begins when the sales recruit is first exposed to the organization and may extend for several years. A model of salesforce socialization is shown in Figure 5.1.

114 - It creates a viable place within our society and economy for worthy activities that have little chance of commercial success. We think that it combines the best of the business world with the best of government, bringing together creativity, zeal, and problem solving from the business side with a call to public service from the government side.

115 - Among other things, State’s diplomats hoped Pakistan and its intelligence service would use their presumed leverage over the Taliban to help cut this deal. In effect this was the continuation of an American policy that had long been willing to accept Pakistani hegemony over Afghanistan in the name of regional stability.

116 - It seems "natural” to live the life so many of us live, but in fact, it’s quite recent and totally manmade. We exist in a corporate manufacturing mindset, one so complete that anyone off the grid seems like an oddity.

117 - I got little hints here and there as we talked about what was working and what wasn’t on any given day. All of our tennis conversations swirled around in my brain for years until one day the pattern revealed itself.

118 - Other kinds of data a nonprofit may have on file include names and addresses of people participating in public programs, intake and exit interviews with staff and clients, or questions submitted by e-mail in response to a Web site. If the agency plans to gather data from new sources (such as through surveys, interviews, and focus groups), the proposal should explain what those sources are, who will design the instruments to be used, who will gather the information and input the data, and who will analyze the results.

119 - The bin Laden unit leader personified the single-minded passion that prevailed inside the Counterterrorist Center’s partitioned office suite. He was a disheveled, blunt, undiplomatic career officer who felt the United States ought to kill Osama bin Laden as a matter of the greatest urgency.

120 - American officials ranking in the second tier sometimes met with Pakistani counterparts to talk forcefully—and solely—about bin Laden. But when Clinton himself met with Pakistani leaders, his agenda list always had several items, and bin Laden never was at the top.

121 - Many of these girls watched their mothers try to “do it all” and then decide that something had to give. That something was usually their careers.

122 - What your doctor will do when you confess your vegetarian ways is recommend supplements, including omega-3 fats and B12 and B6 vitamins.11 Those are hard to get with a strict vegetarian diet, and studies show you need them. Your doctor might ask some questions about what you eat, to make sure it’s not all Wonder Bread and candy.

123 - “We’re going to show them a new look,” a Secret Service agent announced on the tarmac in Bombay, adapting the language of American football coaches to the challenge of counterterrorism. A Clinton lookalike wandered between two white executive jets and boarded one marked with the presidential seal.

124 - Several subsequent executive orders and presidential security directives provided for the detailed process by which presidential covert action findings are drafted, approved, and implemented within the executive branch, including at the CIA, which is identified by the law as the primary federal agency for covert action. (If the president wants another U.S. agency to participate in a covert action, this must be spelled out in a finding; otherwise, the CIA is the default agency for such programs.)

125 - The CIA chief also argued that Islamist mujahedin would not fight if they believed the king was “coming back.” Hekmatyar and other Islamist leaders would almost certainly block the carefully planned offensive. Tomsen was livid.

126 - For global tours his black Starlifter transport came outfitted with a windowless VIP compartment secured in the vast cargo bay. Inside were couches, a bed, worktables, and a liquor cabinet.

127 - The most successful corporate mission statements are simple, complete, and communicated directly to salespeople. Siebel Systems used this approach.

128 - He has co-authored The Professional Selling Skills Workbook, Professional Selling: A Trust-Based Approach, and a variety of executive monographs and white-paper on sales performance topics. Mike’s research has been published in many different national and international journals including Journal of Personal Selling & Sales Management, International Journal of Purchasing and Materials Management, Journal of Business and Industrial Marketing, Quality Management Journal, and Journal of Industrial Technology.

129 - A. P. Kern, Vospominaniia, dnevniki, perepiska (M, 1989), 115; Zapiski Sverbeeva, i: 242–4; ii: 283–4. 37.

130 - Research on this topic, known as “expectancy theory,” finds that we tend to evaluate people based upon stereotypes about the groups to which they belong. When people act in ways that violate our preconceived expectations, we take notice and evaluate them more extremely and intensely than we would otherwise.

131 - And the first five hundred words were uniquely terrifying—it was as if I’d never written anything before them in my life. All my old tricks seemed to have deserted me.

132 - And I imagine you’ve had the experience of getting sick soon after eating a specific type of food and the finding that the coincidental association completely alters your preference for the food later. You also might have discovered that some foods you thought were awful tasting can be delightful if prepared and seasoned to your liking.

133 - These lopsided arrangements were never conducive to laughter because the audience couldn’t quite unite. I arrived a day early, in time to see the closing night of another performer, a comedian who, at least in the show I saw, lifted a line or two from Lenny Bruce.

134 - Tenet thought the threat intelligence from intercepts and human agents was as frightening as he had ever witnessed. Cofer Black said later that he became convinced in the spring that al Qaeda was about to strike hard.

135 - After his death the Egyptians surged onto the peninsula and pushed his descendants—and the al-Saud tribes—back into the empty Nejd. (The vengeance-minded Egyptians executed one of Wahhab’s grandsons after forcing him to listen to music from a one-stringed violin.)

136 - Chances are that the two lines that have the highest amount of revenue are line 1 (contributions, gifts, and grants) and line 2 (program service revenue, including government fees and contracts). You may have some income from membership fees for line 3 and income from investments or interest on a savings account for line 4.

137 - Georges Desvaux, Sandrine Devillard-Hoellinger, and Mary C. Meaney, “A Business Case for Women,” The McKinsey Quarterly (September 2008): 4, http://​www.​rctaylor.​com/​Images/​A_​Business_​Case_​for_​Women.​pdf. 8.

138 - Discuss why it is important to differentiate between sales organization effectiveness and salesperson performance. 2.

139 - He was skeptical of exiles who refused to risk their lives and their comfort by fighting from Afghan soil. He and Abdul Haq remained uncomfortable rivals.

140 - None of the kingdom’s records are transparent or published, so it is impossible to be sure, but Turki’s claim, even if interpreted narrowly, seems unlikely to withstand scrutiny. Nawaf Obaid, a Saudi intelligence analyst, wrote in a 1998 master’s thesis, “Improving U.S. Intelligence Analysis on the Saudi Arabian Decision Making Process,” that most of the Saudi aid to the Taliban was funneled by the kingdom’s official religious establishment.

141 - ONE WEEKEND I WAS PLAYING at the Boarding House in San Francisco, opening for a talented mountain-man folksinger named U. Utah Philips. My shows went well, very well.

142 - Once the rewiring was done, the patient waited three and a half months until the new nerve pathways regenerated and the voice came back. Until then, the brain and the vocal cords wouldn’t be connected.

143 - Though it came as no surprise at the end of a degenerative illness that had rendered him ‘useless for four years’, the death of Prince Vyazemsky on 8 January 1793 significantly destabilised her regime. ‘You can’t imagine what a state he’s in,’ Catherine had warned Zubov after seeing her ailing Senate Procurator in 1792.

144 - Badeeb’s account is incomplete and in places ambiguous; he is known to have given only two interviews on the subject, and he does not address every aspect of his history with bin Laden in depth. But his description of the relationship, on its face, is one of intimacy and professional alliance.

145 - Badeeb described a relationship that was far more active than just a series of casual chats at diplomatic receptions. The Saudi embassy in Islamabad “would ask [bin Laden] for some things, and he would respond positively,” Badeeb recalled.

146 - The scattered Pashtun opposition to the Taliban—Hamid Karzai, Abdul Haq, and the rest—simply could not get anything done, Schroen and his colleagues argued. On the other hand, continuing with outreach to supposed Taliban moderates, as urged by the State Department, “is crap,” Schroen said.

147 - I met with her several times and earnestly explained that I felt that she was second-guessing our every move and preventing progress. During each heartfelt discussion, she would listen and nod and thank me for raising the matter.

148 - My nights during the last five years of my drinking always ended with the same ritual: I’d pour any beers left in the refrigerator down the sink. If I didn’t, they’d talk to me as I lay in bed until I got up and had another.

149 - So while writing takes me away from my friends and family for a bit, it makes me a better person when I’m with them. I’m happier and more satisfied with my life.

150 - I pretty much forgot about it and moved on with my life, which at that time consisted of teaching school, raising kids, loving my wife, getting drunk on Friday afternoons, and writing stories. My free period that semester was five, right after lunch.

151 - If the placebo effect is enough to cure cancer (and it can), then it can change your client’s mind and dramatically shift the way people perceive your organization. The same autosuggestion that heals bodies also changes minds.

152 - Maybe you work for a nonprofit and need some ideas about fundraising, managing your organization, or working with your board of directors. Or maybe you’re simply curious about the nonprofit sector and want to find out more about it.

153 - Pillar reflected the high-minded traditions of the CIA’s analytical wing, the Directorate of Intelligence. He was not an Arabist, but he had studied political Islam and the Middle East.

154 - Either way, it was a bad idea to apply to only two colleges and a worse idea to choose those two colleges based on the quality of the photographs in the brochures. (Full disclosure: Attending a college with a favorable male-female ratio turned out to be genius.)

155 - Important selling situation characteristics include the similarity of customer needs, the complexity of the firm’s product offering, the market environment, and the professionalism of the salesforce. Specific criteria of importance are affordability and payout, credibility and coverage, and flexibility.

156 - Civilians and the army shared power, opportunistic politicians debated every issue, and a free press clamored with dissent. Pakistan’s newly elected prime minister was Benazir Bhutto, at thirty-six a beautiful, charismatic, and self-absorbed politician with no government experience.

157 - A CIA case officer’s great fear was being kidnapped by the Afghan communist secret service or the KGB. The motorcycle stopped beside him, and the figure waved for Hart to get on the back.

158 - One popular category of this research is called the trait approach, which attempts to determine the personality traits of an effective leader. To date, trait research, however, has not been enlightening.

159 - Most journalists share the same skill sets and the same approaches to stories, seek out the same sources, ask similar questions, and produce relatively similar stories. .

160 - Peter L. Bergen, Holy War, Inc., p. 60, quotes the British military journalist and inveterate Afghan traveler Peter Jouvenal as seeing bin Laden rebuilding his base in Jaji in February 1989, months before Azzam’s murder. “I witnessed them digging huge caves, using explosives and Caterpillar digging equipment,” Jouvenal said.

161 - Many of the Arab volunteers from countries such as Algeria or Yemen were poor, eager, and undereducated; they had more daring than ability and could barely afford the airfare to Pakistan. Yet some were middle class and college-educated.

162 - Whether the authorizations for each of these different strike forces required a separate MON or were handled by some other form of legal documentation is not clear to the author. All the documents re- main highly classified.

163 - Especially given your health, your family, the economy, your age, the neighborhood, your organization, your education, and your dreams. Everyone feels the same way.

164 - By the end of lunch hour, when word had gotten around about the lady buried in the wall (“They stared with horror at the bones sticking out from the ends of her fingers, realizing she had died scratcheing madley for escape”), I had sold three dozen. I had nine dollars in change weighing down the bottom of my book-bag (upon which Durham’s answer to Daddy Cool had carefully printed most of the lyrics to “The Lion Sleeps Tonight”) and was walking around in a kind of dream, unable to believe my sudden ascension to previously unsuspected realms of wealth.

165 - She can gently but firmly tell the group, “Before we move on, I’d like to hear what [senior woman] had to say.” This action not only benefits the senior woman but can raise the stature of the junior woman as well, since speaking up for someone else displays both confidence and a communal spirit. The junior woman comes across as both competent and nice.

166 - To try to kidnap bin Laden in a city as bustling as Kabul and move him to a safe location while being chased by his bodyguard, as U.S. policy officially required, looked like an implausible episode of Mission: Impossible. The group’s rented farm, paid for by the CIA, was a working vineyard.

167 - The alternative is a tribe of hoarders, with most people struggling to find enough resources to improve productivity. Obviously, there’s another force at work here.

168 - Nathan Detroit walks out in his yellow overcoat, shouts out to Nicely Nicely Johnson, and then Johnson and the cast start belting: “Sit down, sit down, sit down, sit down, sit down you’re rocking the boat!” Adrenaline flows.

169 - Publicity committee: Sunshine and Health uses several methods to tell the public that its services are available. The publicity committee prepares and mails press releases and records and distributes public service announcements to radio stations.

170 - My hope, of course, is that we won’t have to play by these archaic rules forever and that eventually we can all just be ourselves. We still have a long way to go.

171 - No longer did reps have to worry that their bonus was in jeopardy if, for example, the manufacturer did not ship on time. The change has created a happier salesforce, one that is now meeting its weekly and monthly goals.53 Reward systems should be closely monitored and should be changed when conditions warrant.

172 - Nonprofits need to pay attention to a grantmaker’s requirements for reporting the results of a project and make sure that they can afford to do the report. Some grants require collection and analysis of extensive data.

173 - A sympathetic Belgian politician invited him to travel in early April to Strasbourg, France, the seat of the European parliament, to deliver a speech about the al Qaeda threat. Massoud accepted.

174 - They argued that Muslims were obliged to live exactly as the earliest followers of the Prophet Mohammed had done. Deobandi scholars drew up long lists of minute rules designed to eliminate all modern intrusions from a pious Muslim life.

175 - The day before the talk, I headed to the airport with Kim Malone Scott, who ran the Google publishing teams. Kim is an experienced writer, so I figured she would help me craft a speech during the long flight.

176 - The author was in Pakistan at the time of the coup attempt and interviewed Pakistani, American, and, later, Afghan government officials and military officers about the events. 12.

177 - Hart regarded it as a far superior weapon to the flashier communist-made AK-47 assault rifle, which looked sleek and made a lot of noise but was less powerful and more difficult to aim. CIA logistics officers working from Langley secretly purchased hundreds of thousands of the .303 rifles from Greece, India, and elsewhere, and shipped them to Karachi.

178 - In its final incarnation, the building could boast 1050 rooms, 117 staircases, 1886 doors and 1945 windows. Its principal cornice was almost two kilometres long.44 The full extent of such a colossal structure could only be appreciated from the opposite bank of the Neva.

179 - But I decided to speak out after talking to hundreds of women, listening to their struggles, sharing my own, and realizing that the gains we have made are not enough and may even be slipping. The first chapter of this book lays out some of the complex challenges women face.

180 - One word from your excellency on these subjects would be a ray of light, bringing order out of chaos, as when the world was created.’111 In November, Sievers was appointed Governor General of Tver, Novgorod, Olonets and Pskov, an area larger than many European states in which he was given the honour of being the first to put the new reform into practice. As a sign that they had been appointed as the empress’s personal viceroys, he and Zakhar Chernyshëv in Belorussia were each rewarded with an English silver service weighing over 45 poods.

181 - But let me tell you one thing: If I stay or if I go, the Americans will not leave you alone.”30 Osama bin Laden now had every reason to believe that the United States was his primary persecutor. His political theology identified many enemies, but it was America that forced him into flight.

182 - You will be presented with realistic ethical situations faced by sales managers and asked to recommend appropriate courses of action. A module summary is geared to the learning objectives presented at the beginning of the module.

183 - Then, with the elegance of Fred Astaire, he squared the cards by running his fingers smoothly around the edges of the deck. Leo taught me his perfect shuffle (called the faro shuffle), which I perfected a mere four months later, and I squared the deck just like he did.

184 - Krapovitskii, 21, 17 Dec. 1786; Lopatin, 212, C. to Potëmkin, 18 Dec.; A. G. Brikner, ‘Zel’mira: epizod iz istorii tsarstvovaniia imperatritsy Ekateriny II’, Istoricheskii vestnik (1890), 277–303; 551–72. 52.

185 - Defense Secretary William Cohen appointed him Chairman of the Joint Chiefs of Staff, the top position in the American military, shortly before the Africa embassy bombings. After bin Laden became a pressing national security priority in the autumn of 1998, Shelton seemed an ideal Pentagon partner.

186 - The sentence that starts with “You think you already do that” includes the unnecessary word “already.” Remove it and you get exactly the same meaning: “You think you do that.” The “already” part is assumed and unnecessary. That sort of realization is the foundation of business writing.

187 - Here was an opportunity to deflect some of the fire spreading from Khomeini’s pulpit away from the United States and toward the Soviet Union. A sustained rebellion in Afghanistan might constrain the Soviets’ ability to project power into Middle Eastern oil fields.

188 - It begins with the desire to center our lives on correct principles, to break out of the paradigms created by other centers and the comfort zones of unworthy habits. Sometimes we make mistakes, we feel awkward.

189 - Statement of the Director of Central Intelligence, Senate Armed Services Committee, “Current and Projected National Security Threats,” February 2, 1999. 2.

190 - There were reports that ethnic Uzbeks, Turkmen, Tajiks, and Kazakhs chafed under Russian ethnic domination. And there were also reports of rising popular interest in Islam, fueled in part by the smuggling of underground Korans, sermonizing cassette tapes, and Islamic texts by the Muslim Brotherhood and other proselytizing networks.

191 - If you’re producing tires for Hyundai or light-bulb filaments for Sylvania, most of the people in your company need to be inexpensive first, reliable second, and present, third. Hire cheap drones that you can scale, replace, and disrespect.

192 - President Clinton appointed as her successor Bill Richardson, a lively, candid, and pudgy Hispanic former congressman from New Mexico with an adventurous spirit and a keen instinct for publicity. Richardson seemed to be a student of the Jesse Jackson school of international diplomacy: He was a self-promoting troubleshooter who loved to make lightning strikes behind enemy lines in search of dramatic negotiating breakthroughs, especially if they might deliver soundbite opportunities on the national network news programs.

193 - If .303 or AK-47 prices fell dramatically, that would indicate that CIA-supplied weapons were being dumped for cash. Still, the Pakistanis beat the CIA’s systems.

194 - The account of the Tashkent bombing and its aftermath is from The Washington Post, February 17, 1999, and Ahmed Rashid, The New Yorker, January 14, 2002. Rashid reported in this excerpt from his book Jihad that the Tashkent bombings allegedly were organized in the United Arab Emirates.

195 - The IBM example in the opening vignette illustrates the close link between organizational strategy and sales organization structure and salesforce deployment. The business-on-demand strategy requires that salespeople understand customer needs and can sell all of IBM’s products and services to meet these needs.

196 - Also, when Mahmoud talked with CIA officers at Langley and with officials at the White House, he often seemed to condescend and evade. One official who met with him recalled, speaking caustically, “His orientation toward the Americans was to attempt to educate us about the complexities of that area of the world.

197 - The CIA’s senior managers felt that Clinton’s White House aides, in particular, wanted to have it both ways. They liked to blame the CIA for its supposed lack of aggression, yet the White House lawyers wrote covert action authorities full of wiggle words.

198 - Dinner discussions often centered on social injustice and those fighting to make the world a better place. As a child, I never thought about what I wanted to be, but I thought a lot about what I wanted to do.

199 - On the night of her conversion to Orthodoxy, she had been able to present Peter with a jewel-encrusted hunting knife and a gold cane-head only because Elizabeth had provided them for her. After her marriage, she had to pay for her own presents.

200 - Bill Thompson (who would later go on to discover a Mississippi scribbler named John Grisham) had sent it after trying to call and discovering the Kings no longer had a phone. CONGRATULATIONS, it read.

201 - Those communities may be as large as a state (Hawaii and Maine have community foundations) or may be a county or city (Sonoma, California, or Chicago, Illinois). Community foundations aim their grantmaking at specific locations.

202 - The general’s duties with the Tenth Corps meant he sometimes received dignitaries at the Islamabad airport, and he occasionally socialized on the capital’s diplomatic circuit. He seemed to be a general of a certain Pakistani type: British in comportment, spit and polish in appearance, disciplined and correct.

203 - He has co-authored The Professional Selling Skills Workbook, Professional Selling: A Trust-Based Approach, and a variety of executive monographs and white-paper on sales performance topics. Mike’s research has been published in many different national and international journals including Journal of Personal Selling & Sales Management, International Journal of Purchasing and Materials Management, Journal of Business and Industrial Marketing, Quality Management Journal, and Journal of Industrial Technology.

204 - Regions with the largest variation, especially when actual costs far exceed budgeted costs, should be highlighted for further analysis. Large variations are not necessarily bad, but the reasons for the variations should be determined.

205 - The word is only a representation of the meaning; even at its best, writing almost always falls short of full meaning. Given that, why in God’s name would you want to make things worse by choosing a word which is only cousin to the one you really wanted to use?

206 - In interviews with U.S. officials throughout the intelligence community, the author heard repeated accounts of evidence collected in Sudan during the period of bin Laden’s exile there, which showed meetings between visiting midlevel Iraqi officers and Islamists in bin Laden’s circle. This was in the context of many meetings among multinational radicals in Khartoum with varying secular and Islamist agendas.

207 - But when Rice met with Pakistan’s foreign minister in late June, she only repeated the stale warning that Pakistan would ultimately be judged by the behavior of its allies. Clarke wrote a week later to urge that Bush officials think now about how much pressure they would put on Pakistan after the next al Qaeda attack, and then implement that policy immediately.

208 - At the meeting’s climax he called the delegates to the great stone-and-tile square across from the Kandahar governor’s house. Within the square’s gates stood the tomb of the eighteenth-century king Ahmed Shah Durrani and the tile-inlaid Mosque of the Cloak of the Holy Prophet.

209 - Google also works because the interface between the engineers and what the public wants and needs is so tight. Someone at Google has figured out how to help the company solve our problems (problems we didn’t even know we had).

210 - It’s a good deal, because you come off looking like you’re an expert and your first reader will feel flattered to have been of help. And the best catch Mac ever made for me had nothing to do with guns.

211 - It would be up to the agency’s colonel-level officers to decide, day in and day out, what kind of intelligence aid would “fundamentally alter” Massoud’s military position against the Taliban and what would not. If they did not get this right, they could wind up in a federal courtroom, Black warned.

212 - They were good at them, too; they had won all sorts of odd stuff, including a year’s supply of Three Diamonds Brand Fancy Tuna and Jack Benny’s Maxwell automobile. The Maxwell sat off to the left of their house in that part of Durham known as Southwest Bend, gradually sinking into the landscape.

213 - Later, many of the Americans involved said they were deeply cynical about Pakistan’s proposal for joint covert action. They thought Sharif was just trying to cook up something that would distract the Americans and shut them up about bin Laden.

214 - But, unknown to the donors, the nonprofit begins to spend its money on programs to support preschool education. Supporting preschool education is a worthy goal, but it’s a long way from the original purpose of helping stray cats.

215 - Once again my mother sat in the waiting room, once again I sat on the examining table with a nurse hovering nearby, and once again there was that sharp smell of alcohol, an aroma that still has the power to double my heartbeat in the space of five seconds. All that appeared this time, however, was some sort of throat swab.

216 - Hart’s War is a murder mystery set in a World War II POW camp—a neat idea, but problematic in Katzenbach’s hands once he really gets the pot boiling. Here is Wing Commander Phillip Pryce talking to his friends just before the Germans in charge of Stalag Luft 13 take him away, not to be repatriated as they claim, but probably to be shot in the woods.

217 - Revolting Afghan tribesmen fired by Islamic zeal slaughtered them by the thousands, along with their trains of elephants, and forced an inglorious retreat. Abdur Rahman, the “Iron Emir” covertly supported in Kabul by the chastened British in the late nineteenth century, attempted to coerce the Afghans into “one grand community under one law and one rule.” Across a hundred years all these events created new strains of xenophobia in Afghanistan and revived Islam as a national political and war-fighting doctrine.

218 - A second advantage of application forms is that the comparison of multiple candidates is facilitated because the information on each candidate is presented in the same sequence. This is not the case with personalized resumes.

219 - By 1985 I had added drug addiction to my alcohol problem, yet I continued to function, as a good many substance abusers do, on a marginally competent level. I was terrified not to; by then I had no idea of how to live any other life.

220 - Now, however, Grigory was appointed Adjutant General, an office that carried ceremonial duties to allow the favourite to remain at his sovereign’s side. Nor were titles and promotions the only gifts on offer.

221 - If I could go back and change one thing about how I lived in those early years, I would force myself to get more sleep. It’s not only working parents who are looking for more hours in the day; people without children are also overworked, maybe to an even greater extent.

222 - The company operated by moving quickly and tolerating mistakes, and lots of people were nervous that I would not just ruin the party, but squash innovation. Naomi Gleit had joined Facebook right out of college several years earlier.

223 - Now she caught a chill at the Te Deum in celebration of the victory, complaining to Khrapovitsky of an unbearable backache that left her tossing and turning until four in the morning.99 It had not been an easy year. That summer, while Catherine was diverted by her campaign against the Turks, Gustav III had grasped the opportunity to limit Russian interference in Swedish politics by bombarding the Russian fort at Nyslott on 22 June.

224 - A sales organization structure must be developed to help salespeople and sales managers perform the required activities effectively and efficiently. This structure provides a framework for sales organization operations by indicating what specific activities are performed by whom in the sales organization.

225 - Six men were required to lift her into the bedroom, where Dr Rogerson, having diagnosed a stroke, tried in vain to bring her round. Soon Catherine’s confessor was summoned; Metropolitan Gavriil arrived that afternoon.

226 - He would sing “Waist Deep in the Big Muddy (and the Big Fool Says to Push On)” over images of the increasingly tragic war in Vietnam. Glen Campbell probably hadn’t known what he was getting into, but he endorsed us all the way.

227 - If pressed, he or she might have said that there were no mechanics, only that seminal spurt of feeling: first there is a mountain, then there is no mountain, then there is. And if the resulting poem is sloppy, based on the assumption that such general words as “loneliness” mean the same thing to all of us—hey man, so what, let go of that outdated bullshit and just dig the heaviness.

228 - Education — You’ll find schools in this category, of course, along with libraries and education support organizations, such as organizations providing student scholarships. Environmental — These organizations work toward preserving and conserving natural resources and protecting the environment against damage and overuse.

229 - In Peshawar he spent long hours with Abdul Haq and senior mujahedin leaders such as Pir Sayed Ahmad Gailani and Younis Khalis. Ahmed Shah Massoud’s brother Yahya had moved to Peshawar and set up an office for the Panjshiri militia.

230 - THE DOWNWARD SPIRAL following the Cold War’s end was no less steep in, say, Congo or Rwanda than it was in Afghanistan. Yet for Americans on the morning of September 11, it was Afghanistan’s storm that struck.

231 - Following that, I would dumbly watch the five-thirty P.M. airing of The Brady Bunch (this showing, it seemed, was universal), then I would do the show. We—my roadie, Maple, and the sound team—were moving with such clockwork that some nights it seemed as though we were rolling down the highway for the next town before the applause had stopped in the arena.

232 - For each entry on your broad list, jot down notes and questions on a foundation prospect evaluation sheet (you can find a sample evaluation sheet on the CD; check out CD1603). Through cross-checking and deeper study — as we explain later in this section — you narrow your broad list to the five or six best potential sources.

233 - At issue was not whether the pipeline was a good thing—Bhutto had already endorsed it in principle—but which oil company should benefit. Bhutto’s government had a partner already.

234 - The examples of conflicts of interest, chemical dependency, rule-breaking salespeople, the need to terminate employment of unsatisfactory salespeople, and sexual harassment are offered here to remind you of the complex human issues of managing a salesforce. Realities dictate that sales managers be able to confront and handle personnel problems as adeptly as strategic sales management issues to be effective leaders of their salesforces.

235 - Other than Where do you get your ideas?, the questions any publishing writer hears most frequently from those who want to publish are How do you get an agent? and How do you make contact with people in the world of publishing?

236 - When she turned out to be not just unhelpful but actually spiteful, I was not just disappointed; I felt betrayed. Sharon Meers explained to me that this feeling of betrayal was predictable.

237 - “Commander Massoud’s idea was that Karzai should send commanders to these areas where it was liberated so they could revolt,” recalled Massoud’s foreign policy adviser, Abdullah. Karzai could also establish bases in safer Northern Alliance territory such as the Panjshir “and then expand.” Massoud dispatched Abdullah and other aides to meet with Karzai’s people to develop these ideas.

238 - Tenet’s resume might have been thin by historical standards, but he was a natural to serve as a transition director for intelligence issues after Clinton’s election. The transition job “was where you showed whether you were capable of being a member of the administration,” recalled Newsom, Tenet’s colleague on the intelligence committee.

239 - Someone is bad in that house.” But al-Zawahiri’s entourage was not as large or as conspicuous as bin Laden’s. He was not easy to track.

240 - This is the part which allowed me to be a psychotic nurse for a little while when I was writing Misery. And being Annie was not, by and large, hard at all.

241 - (The vengeance-minded Egyptians executed one of Wahhab’s grandsons after forcing him to listen to music from a one-stringed violin.) There the Saudis languished for most of the nineteenth century, herding animals and nursing grievances.

242 - According to Ramzi Binalshibh, several Saudis who were to become “muscle” hijackers on September 11 participated in the destruction. See National Commission final report, p. 527.

243 - Willingness to cover the full cost of a project varies from foundation to foundation and agency to agency. Some like to “own” a project and have their names strongly associated with it; therefore, they may be willing to cover full costs.

244 - Then he’d sneak up behind you while you were loading laundry and lay the steel hooks on the back of your neck. Rocky and I spent a fair amount of time speculating on how Harry accomplished certain bathroom cleanup activities.

245 - The board president is responsible for ensuring that meetings are well organized and begin and end at a scheduled hour. If the organization has an executive director, the president may delegate some responsibilities for setting up meetings.

246 - ‘I do not believe that it could be humanly possible to remember all that I had to learn by heart,’ Catherine later complained, ‘nor that there was any point in doing so. I have kept to this day a German Bible, in which all the verses I learned from memory are marked in red ink.’20 By contrast, Babet Cardel appears in the empress’s memoirs as ‘a model of virtue and wisdom’.

247 - It was largely thanks to Shuvalov, for example, that the Imperial Academy of Fine Arts was founded in St Petersburg in 1757 (Catherine was later to set it on firmer foundations), and he corresponded with Voltaire.3 But this burst of activity took place without the grand duchess’s involvement. In the wake of Bestuzhev’s disgrace, she had little option but to keep a low profile.

248 - Poniatowski had gone back to Poland in the previous August; Bestuzhev’s disgrace made it impossible for him to return to Russia. The death of her infant daughter on 8 March left her ‘inconsolable’.

249 - Of course, this just leads to more anxiety, because everyone likes reassurance and positive feedback. After you check the light, you might want to check the window locks and then recheck the light, just to be sure.

250 - However, I went to class the first day and discovered that UCLA used a different set of symbols from those I had learned at Long Beach. To catch up, I added a class in Logic 101, which meant I was studying beginning logic and advanced logic at the same time.

251 - By contrast, a behavior-based perspective focuses on close supervision of salesperson efforts and subjective measures of salesperson characteristics, activities, and strategies. The perspective taken by a sales organization will affect salespeople and has important implications for sales management.

252 - Would novelize it, as Monarch Books had novelized such undying film classics as Jack the Ripper, Gorgo, and Konga. But I wouldn’t just write this masterpiece; I would also print it, using the drum-press in our basement, and sell copies at school!

253 - Dave had to get up when the baby cried, bring him to me to be fed, change him, and then get him back to sleep. Normally, the mother becomes the instant baby care expert.

254 - Bob Shayne, who in the late sixties booked The Steve Allen Show, had moved over to The Tonight Show and mentioned me to its producer, Freddy De Cordova. Bob showed Freddy a kinescope (an expensive sixteen-millimeter film financed by my bank account) of my appearance on The Steve Allen Show, and Fred replied, “I don’t think he’s for us.” But Bob persisted, and Johnny saw the film and said, “Let’s give him a try.” To close the deal, I went to NBC one afternoon and auditioned on the soundstage, in front of staff and crew, while cables were being pulled and cameras were being moved.

255 - Schroen and Massoud worked out a logistics plan: The Stingers would be gathered initially under Massoud’s control, and when enough had accumulated to justify a trip, the CIA would arrange for a C-130 transport plane to fly out clandestinely to pick them up. They discussed bin Laden.

256 - Among college graduates under age forty, there is not a significant difference between men and women in the share placing a high emphasis on career success. There is a significant gender difference among non–college graduates under age forty.

257 - The CIA and Pakistani intelligence remained focused on the fall of Kabul, not on who would take power once Najibullah was gone. Harry, Gary Schroen, and their case officers met repeatedly during that winter of 1989–1990 with officers in ISI’s Afghan bureau to plan the new offensive.

258 - And as journalist Kara Swisher also noted, Marissa “has a husband who can actually take care of the child, and no one seems to remember that.”5 Women who want to take two weeks off … or two days … or two years … or twenty years deserve everyone’s full support. As Marissa’s experience demonstrates, women in powerful positions often receive greater scrutiny.

259 - If you’re not this organized, always schedule the next meeting before the end of the present meeting. Doing so is much easier than trying to schedule a meeting by telephone or e-mail.

260 - Even if the program continues to be funded by government, cost-of-living increases may cease because of tight financial needs. Over time, as program costs increase and funding remains stagnant, the organization runs a risk of not being able to get reimbursed for the full costs of its programs.

261 - The problem-solving approach typically requires educating the customer about the full impact of the existing problem and clearly communicating how the solution delivers significant customer value. This is true even in cases where the solution seems to be an obviously beneficial course of action for the buyer.

262 - The same motive underlay her implicit argument that Montesquieu had been wrong to classify Russia as a despotism ruled by fear, the only form of government he thought workable in a very large state and the ultimate insult in the vocabulary of eighteenth-century politics. Catherine instead presented Russia as an absolute monarchy in which the sole ruler voluntarily accepted the limitations imposed by fundamental laws.

263 - It fell to Catherine’s contemporary–the Frenchman Jean Baptiste Vallin de la Mothe–to fill Rastrelli’s empty shell, and he set to work as soon as she departed for her coronation in Moscow in September 1762. Vallin began by designing neoclassical interiors and furniture for a new bedroom, dressing room, boudoir and study in the west wing, overlooking the Admiralty, where the empress initially intended to live.

264 - So did the volatile Richard Pryor, who dropped the gags, appealed to the underground audience, and used “motherfucker” as poetic punctuation. Robert Klein was the educated one; you sat in the audience nodding in agreement with his tart observations.

265 - No one can be as intellectually slothful as a really smart person; give smart people half a chance and they will ship their oars and drift … dozing to Byzantium, you might say. So yes—I expect to be accused by some of promoting a brainless and happy Horatio Alger philosophy, defending my own less-than-spotless reputation while I’m at it, and of encouraging people who are “just not our sort, old chap” to apply for membership at the country club.

266 - AS SPRING APPROACHED, the CIA station began to pick up reports from its unilateral Afghan agents that Pakistani intelligence was now secretly moving forward with its own plan to install Hekmatyar in Kabul as Afghanistan’s new ruler. The CIA’s informants reported that a wealthy fundamentalist Saudi sheikh, Osama bin Laden, was providing millions of dollars to support ISI’s new plan for Hekmatyar.

267 - These are just interests which have grown out of my life and thought, out of my experiences as a boy and a man, out of my roles as a husband, a father, a writer, and a lover. They are questions that occupy my mind when I turn out the lights for the night and I’m alone with myself, looking up into the darkness with one hand tucked beneath the pillow.

268 - The Americans wanted to reassure him that even though there had been no recent CIA visits to the Panjshir, the agency was still going to keep up its regular payments of several hundred thousand dollars each, in accordance with their intelligence sharing deal. The CIA also wanted to know how Massoud felt about his military position as the spring fighting season approached in Afghanistan.

269 - For example, companies such as Ford, Xerox, and General Electric have drastically reduced the number of their suppliers. Instead of working with many suppliers for a particular product or service, these firms want to deal with only one supplier or a few suppliers.

270 - From George Tenet to the lowest-paid linguist in the Counterterrorist Center, the system was biased toward sounding the alarm.1 It was an imperfect arrangement, many on the inside believed, but it was the only way to ensure that the intelligence community did all it could to detect surprises before they erupted. The daily operations of this threat and warning network dominated the American government’s reponse to the Africa embassy bombings.

271 - “It doesn’t take a genius to figure out that you need to hit them hard, you need to hit them deep, and you need to hit his heart and brains,” Forrest said. His enthusiasm extended to a broader campaign of urban sabotage that some on the NSC interagency committee regarded as outright terrorism.

272 - I considered the implications of his comment and then said, “You’re kind of into ‘quick fix,’ aren’t you?” “What do you mean?”

273 - These also crawled with maggots in the summertime, but it was blood they were feeding on instead of lobster-meat and clam-jelly. Clothes, sheets, and pillowslips deemed to be infected were stuffed inside what we called “plague-bags” which dissolved when the hot water hit them, but blood was not, in those times, considered to be especially dangerous.

274 - The decision on specialization hinges on the relative importance to the firm of selling skill versus selling effort. Thus, if sales management wants to emphasize the amount of selling contact, a generalized salesforce should be used.

275 - He explained that some reports of medical breakthroughs are more credible than others and I shouldn’t assume that this report was accurate. I wasn’t surprised.

276 - “Using the methods of terror and intimidation and playing on religious and national sentiments, the counterrevolutionaries have a strong influence on a considerable part of the country’s population,” the Soviet Fortieth Army’s headquarters admitted to Moscow in June 1980. See “Excerpt from a report of 40th Army HQ,” released by the Cold War International History Project.

277 - These were accomplished, professional women of the baby boomer generation now stepping into powerful positions that women had not held in Washington before, at least not in these numbers. They kept in touch with one another and worked each other’s issues.

278 - Now that Elizabeth’s horizons were shrinking, there was no great ceremony or banquet at the end of August for the knights of the Order of St Alexander Nevsky. Back in St Petersburg, she took her meals at a round table in a corner room of the Summer Palace, overlooking the Fontanka.

279 - It was terrible, actually, a story populated by paper-thin characters and driven by outlandish plot developments. Worst of all (or so it seemed to me at the time), Leinster had fallen in love with the word zestful.

280 - Customers who already know what they want can make bookings directly through the Internet or by calling one of Marriott’s event-booking centers staffed by inside salespeople. Customers who need help in making an appropriate choice are serviced by the field salesforce.

281 - We went to see the Jets, a two-man comedy-music team whose gags included passing through the audience, using the microphone as a “falsie detector.” I enjoyed my time with Nina—she was funny and saucy as well as cute—and one year later, she was to have a significant effect on my professional life. Nina and me, ca.

282 - The intended purchases by accounts might be obtained through mail surveys, telephone surveys, personal interviews, or other approaches. For example, at Dow Chemical’s Basic Chemical Division, salespeople provide forecast data based on customers’ business plans.6 Similarly, Hewlett-Packard Company’s major customers supply its marketing centers with input concerning future needs.7 At times, forecasts based on customer intentions may be distorted due to buyers’ unwillingness to put much effort into predicting future needs.

283 - What seemed to fascinate its audience was the moral dilemma in which the young lawyer finds himself: working for the mob is bad, no argument there, but the frocking pay is great! You can drive a Beemer, and that’s just for openers!

284 - The transaction establishes the rules of the engagement, and if it’s not in the rules, you don’t have to worry about it. If I eat in your restaurant tonight and pay my check, there’s no obligation for me to return tomorrow or for you to send me a Christmas card.

285 - I wrote stories in my teenage years where all these styles merged, creating a kind of hilarious stew. This sort of stylistic blending is a necessary part of developing one’s own style, but it doesn’t occur in a vacuum.

286 - In the end they settled on language that directed the CIA to use “all available means” to support the mujahedin’s drive for a free Afghanistan. Pillsbury attracted support by offering budgetary blank checks to every agency remotely involved in Afghanistan—State, the Agency for International Development, the United States Information Agency, and the Pentagon.

287 - I don’t mind a fair fight, but this invisible, nameless problem was kicking my ass and I didn’t even know which direction to punch back. I needed a name for my condition.

288 - Recently I read this sentence in a forthcoming novel I prefer not to name: “He sat stolidly beside the corpse, waiting for the medical examiner as patiently as a man waiting for a turkey sandwich.” If there is a clarifying connection here, I wasn’t able to make it. I consequently closed the book without reading further.

289 - Johnny is different from other violent, paranoid mystics in only one way: he really can see the future. Only don’t they all say that?

290 - After the collapse of Afghan communism he had joined Kabul’s newly triumphant but unsettled Islamic coalition as its defense minister. Attacked by rivals armed in Pakistan, Massoud counterattacked, and as he did, he became the bloodstained power behind a failed, self-immolating government.

291 - My lower leg was broken in at least nine places— the orthopedic surgeon who put me together again, the formidable David Brown, said that the region below my right knee had been reduced to “so many marbles in a sock.” The extent of those lower-leg injuries necessitated two deep incisions—they’re called medial and lateral fasciotomies—to release the pressure caused by the exploded tibia and also to allow blood to flow back into the lower leg. Without the fasciatomies (or if the fasciotomies had been delayed), it probably would have been necessary to amputate the leg.

292 - He negotiated arms deals and basing agreements, and he exchanged occasional tips and favors with the U.A.E. security services.

293 - By Badeeb’s account, bin Laden was responsive to specific direction from both the Saudi and Pakistani intelligence agencies during the early and mid-1980s. Bin Laden may not have been paid a regular stipend or salary; he was a wealthy man.

294 - The food was delicious and the company spectacular, so we did not regret missing out on the “health salads” served at our local incense-burning restaurants—gunky concoctions of cheese-laden, ham-draped iceberg lettuce doused with creamy dressing. One evening after dinner, we adjourned to the living room—something else I had never done before—and I was surprised to see a marijuana cigarette passed among the guests.

295 - But I wouldn’t just write this masterpiece; I would also print it, using the drum-press in our basement, and sell copies at school! Zap!

296 - The next morning in Islamabad’s serene diplomatic quarter near the university, local Iranians draped their embassy with provocative banners denouncing the United States and calling for a global Islamic revolution against the superpowers. The student leaders of Jamaat were enthusiastic volunteers.

297 - For example, you can split the job of submitting a proposal into even smaller steps, such as finding the envelope, affixing proper postage, walking to the post office, and dropping the envelope in the mail slot. You see what we mean.

298 - These nights are accidental and statistical: Like lucky cards in poker, you can count on them occurring over time. What was hard was to be good, consistently good, night after night, no matter what the abominable circumstances.

299 - We haven’t had them since the Soviets left because we’ve judged it too dangerous to maintain a mission there. So what we’re reacting to for the most part are press reports, reports from others who, in fact, have sources there-in other words, second-, third-hand reports.“

300 - She defended Bhutto in public against charges that Pakistan was the secret force behind the Taliban’s rise. She also wanted to lift U.S. economic sanctions against Pakistan.

1 - Even though my mother did most of the household work, my father always vacuumed the floor after dinner. She never had to persuade him to do this chore; it was simply his job from day one.

2 - Four theater boxes stood on either side of the stage, where VIPs would be seated ceremoniously behind a velvet rope. Young girls in low-cut dance-hall dresses served paper cups brimming with Pepsi that seemed to have an exceptionally stinging carbonated fizz, and the three-piece band made the theater jump with liveliness.

3 - Making comics is a process by which you strip out the unnecessary noise from a situation until all that is left is the absurd-yet-true core. A cartoonist has to accomplish that feat with as few as four short sentences.

4 - Fear that by speaking up, we will call attention to ourselves, which might open us up to attack (a fear brought to us by that same voice in the back of our heads that urges us not to sit at the table). Communication works best when we combine appropriateness with authenticity, finding that sweet spot where opinions are not brutally honest but delicately honest.

5 - Miller’s background, outlook, and involvement with the Turkmenistan-Afghanistan Pakistan pipeline deal are from the author’s interview with Miller, September 23, 2002, Austin, Texas (SC and GW). 2.

6 - The Amish community remains tightly knit, and when a new farm is purchased, the family buying it can’t help but hear all about Bill. It wouldn’t take very much to undo all this positive word of mouth, and as a result, Bill holds himself even more accountable.

7 - But by breaking the development of articles into millions of one-sentence or one-paragraph projects, Wikipedia took advantage of the law of the Mechanical Turk. Instead of relying on a handful of well-paid people calling themselves professionals, Wikipedia thrives by using the loosely coordinated work of millions of knowledgeable people, each happy to contribute a tiny slice of the whole.

8 - Richardson and Rabbani talked privately about bin Laden over lunch, a heaping banquet of Afghan rice, meats, and fruits spread across a long table. “Look, bin Laden is in your territory,” Richardson told Rabbani.

9 - And, of course, where the military dictator went, so went most of Pakistan’s military and security establishment.When the first distress calls went out from the U.S. embassy later that day, much of Pakistan’s army brass was unavailable. They were pedaling behind the boss on their bicycles.

10 - The company implemented a customized customer relationship management (CRM) program to address this problem. The CRM program standardized the process for planning and managing sales activities, tracking leads, and monitoring reseller programs.

11 - I am also indebted to the many people who have given me opportunities and guidance over the course of my career. Larry Summers offered to advise my senior thesis, gave me my first job out of college, and has been an important part of my life ever since.

12 - Among the courtiers who competed to stage celebrations in Elizabeth’s honour in a series of festivities lasting through the New Year carnival, none could surpass her young favourite, Ivan Shuvalov, who hosted a public masquerade that lasted for two whole days and nights in the last week of October, beginning and ending with allegorical fireworks.2 The scale of the empress’s own accession-day celebrations on 25 November can be judged from the tally of candles alone. In addition to 4000 plain white sticks for the chandeliers and 300 table candles of unspecified weight, the Court accountants recorded 1642 ‘semi-banquet’ candles and 1505 ‘ordinary’ ones weighing almost 900 lbs.

13 - One survey found that the most difficult challenge involved in running a contest was measuring results, followed by administering the program.35 Even so, sales contests will doubtlessly continue to be a commonly used tool. By following the five guidelines previously mentioned, sales managers can improve the odds of making justifi-able investments in sales contests.

14 - The Arabs might be disagreeable, but their Afghan allies, Hekmatyar especially, commanded some of the rebel movement’s most effective fighters, especially in the crucial regions around Kabul and Khost. Throughout 1989 the CIA pumped yet more arms, money, food, and humanitarian supplies into the Paktia border regions where the Arabs were building up their strength.

15 - Through these interviews, the consultant estimates how much the organization is likely to raise with a capital campaign. You find more about this practice in Chapter 18.

16 - I’ve done this experiment and found that you can’t get anywhere near the U.S. government’s daily recommended intake levels of vitamins and minerals. You would have to eat a wheelbarrow full of food to come close.

17 - )1 And growth in the number of salespeople should bring a corresponding growth in the number of sales management positions. According to Exhibit 2A.1, there are particularly good opportunities in manufacturing and wholesaling companies.

18 - I have never heard a woman refer to taking care of her own children as “babysitting.” A friend of mine ran a team-building exercise during a company retreat where people were asked to fill in their hobbies. Half of the men in the group listed “their children” as hobbies.

19 - These were the plentiful lands that Catherine had so admired on her Volga cruise only seven years earlier. Now, in the last and bloodiest phase of the revolt, the peasants flocked to the rebel cause in increasing numbers, burning their lords’ manor houses and slaughtering many of their ‘unjust’ and ‘cruel’ occupants.

20 - It’s yours, you’ll recognize it as yours, even be able to remember what tune was on the stereo when you wrote certain lines, and yet it will also be like reading the work of someone else, a soul-twin, perhaps. This is the way it should be, the reason you waited.

21 - A December 1996 State Department cable reported that Pakistani intelligence was secretly supplying cash, equipment, and military advisers to the Taliban, and that high-level Pakistani officers from ISI were fighting inside Afghanistan along with uneducated recruits from Pakistan. “We recently have received more credible information about the extent and origin of Pakistani assistance and support to the Taliban,” the Islamabad embassy reported.

22 - “Our work to date has been remarkable and in some instances heroic; yet each day we all acknowledge that retaliation is inevitable and that its scope may be far larger than we have previously experienced. .

23 - I was surprised by James Cagney’s noblesse oblige phone call to my New York hotel room just to say hello, and by Cary Grant’s friendly backstage chat at the American Film Institute’s salute to Gene Kelly, during which he seriously charmed my girlfriend. But guess what.

24 - But for now the Counterterrorist Center had no legal authority from the White House to promote lethal operations with Massoud. The initial visit was to set up a system for collection and sharing of intelligence about bin Laden, and to establish connections with Massoud for future operations.

25 - After you’ve written your budget, write down all the actual amounts that relate to the income you hoped for and expenditures you planned. It’s a discipline that makes you watchful and keeps your organization on solid ground.

26 - Perhaps he was trying on behalf of the Orlovs to discredit his former patron; just as probably, he had mercenary self-interest at heart. Whatever his motives, this time he had overreached himself.

27 - I had started at the company reporting to Eric Schmidt but was transitioning to work for Omid Kordestani. During that process, Omid and I had a major misunderstanding.

28 - The information regarding Berger’s meetings is from his testimony before the Joint Inquiry Committee, September 19, 2002. “Operations we knew .

29 - Is long-distance running enough of a benefit to your overall health to justify the pounding on your knees? The questions and complexity are literally endless.

30 - Your options are to feel empty and useless, perhaps enjoying the spoils of your success until they bore you, or set new goals and reenter the cycle of permanent presuccess failure. The systems-versus-goals point of view is burdened by semantics, of course.

31 - To the Pakistani generals and American intelligence officers who came to know of him, no Saudi more embodied that mystery than Ahmed Badeeb’s former pupil from Jedda, Osama bin Laden. MOHAMMED BIN LADEN migrated to Jedda in 1931 from a harsh, impoverished valley in Yemen.

32 - Mark had been teaching my son how to fence, so they would sometimes practice with pretend foils, which was adorable. Mark also taught both my kids various office pranks, which was slightly less adorable.

33 - He left Algiers in 1989 and afterward served in the Tunis and Tel Aviv stations before retiring in 1997. 5.

34 - Her bedside table was covered with prescription painkillers, and he was afraid there might be something seriously wrong with her. “She’s always smoked like a chimney, you know,” Dave said.

35 - Aspiring to resemble his idol as precisely as possible at his son’s wedding, Augustus ordered his Parisian agent in 1717 to send a costume doll to Dresden wearing an outfit ‘such as the late King of France wore on great occasions like his wedding’. A drawing would not suffice, Augustus insisted: it had to be a doll.41 Those unable to marvel at Louis XIV’s palace in person avidly collected the illustrated descriptions that the Bourbon kings were eager to see published as a way of propagating French culture.

36 - I also didn’t use affirmations when I invested in my first or second restaurant, and in the long run, neither of those worked out. I didn’t use affirmations when I started my vegetarian burrito company, and that never took off.

37 - The use of different types and levels of specialization typically requires the establishment of separate salesforces. 3.

38 - Locked in an existential struggle with India, Pakistan was not about to blow up perfectly good tanks or artillery just because some lawyer in Langley was worried about a congressional subpoena. In the end the CIA gave up.

39 - It had been his February announcement of the forthcoming jihad against “Crusaders and Jews.” It had been the site of his May press conference and one-on-one television interviews. By striking the complex, the Americans would be attacking the birthplace of bin Laden’s war and a symbol of his power.

40 - Once during my Treasury years, Larry Summers and I traveled together to South Africa, where we holed up in the living room of his hotel suite to work on his speech on fiscal policy for the next day. Jet-lagged and oblivious to the time change, we suddenly noticed it was 3:00 a.m. We both knew it would look awful if anyone saw me leaving his hotel suite at that time.

41 - nonprofit: A term describing the Internal Revenue Service’s designation for organizations whose income isn’t used for the benefit or private gain of stockholders, directors, or other owners. A nonprofit organization’s income is used to support its operations and further its stated mission.

42 - He was putting himself on the line, essentially acting as human spam, and getting paid a pittance to do it. I started to give him some ideas on how he could gather better leads, how he could be more remarkable in his presentation, how he could turn a few casual customers into a larger group of truly committed customers.

43 - He initially caroused and smoked hashish, fell tumultuously in and out with his Turkish girlfriend, and then grew intensely religious and withdrawn. His girlfriend challenged his Islamic beliefs; at times he hit her in frustration.

44 - The notion that the journey was intended to quell growing turbulence in Moscow seemed equally improbable. Even if Princess Dashkova was stirring up trouble there, ‘distant storms’ were unlikely to threaten Catherine and she would scarcely be wise to move closer to a centre of unrest.

45 - Individuals usually give these lead gifts that they pledge during personal visits from nonprofit staff. (See Chapter 14 for more about raising money from individuals.)

46 - Carney, writing with Mansoor Ijaz, has also published a brief account of his participation, in The Washington Post, June 30, 2002. 19.

47 - But you don’t have to drill far down into the details of diet options before even well-informed people become unsure. Are eggs healthy this week?

48 - Bearden’s case officers, Schroen’s case officers, and military officers from ISI’s Afghan bureau—often led by the committed Islamists Brigadier Janjua and Colonel Imam—met frequently in Rawalpindi and Peshawar. CIA officers unveiled a covert plan to cut off the main supply line between Kabul and Jalalabad.

49 - Housing developments rose out of the ground like spring wells, changing the color of the landscape from desert brown to lawn green, and my parents purchased a brand-new tract home for sixteen thousand dollars. I was ten years old when my family moved from complicated and historic Los Angeles to uncomplicated and nonhistoric Garden Grove, where the sky was blue and vast but without the drama of Wyoming, just a flat dead sky of ease.

50 - The second is that while it is impossible to make a competent writer out of a bad writer, and while it is equally impossible to make a great writer out of a good one, it is possible, with lots of hard work, dedication, and timely help, to make a good writer out of a merely competent one. I’m afraid this idea is rejected by lots of critics and plenty of writing teachers, as well.

51 - I. de Madariaga, ‘The secret Austro-Russian treaty of 1781’, SEER, 38 (1959), 114–45; Ransel, Politics, 254–5. 75.

52 - Eight weeks later, I see Diet Coke as a weird little colored water full of chemicals that I don’t need. My cravings are completely gone, and it didn’t require much of anything in terms of willpower beyond the first several days.

53 - I shall also send a man that I can trust to warn five officers of the Guards of whom I am sure, who will each bring me fifty soldiers (this is arranged at the first signal), and though perhaps I may not use them, they will follow me as a reserve in case of difficulty. NB that they will take no orders except from the grand duke or me.

54 - Once Catherine had put the finishing touches to the protocols, she took the opportunity to relax.61 Although she had to review the cavalry on exercise in the Petrovsky woods and there were the usual festivities in honour of her accession day and Paul’s name day on 28 and 29 June, she preferred the less formal entertainments to be found on the various imperial estates dotted around the old capital. As soon as she returned from the Volga, she inspected her new apartments and stables at Kolomenskoye.

55 - I read advertising pamphlets from distant companies in Ohio that offered collapsible opera hats, pre-owned tuxedos, and white-tipped canes. I had fantasies of levitation and awesome power and, with no Harry Potter to be compared to, my store-bought tricks could go a long way toward making me feel special.

56 - Even if the salesman did not succeed in obtaining an order, he frequently picked up valuable information on the state of the market, sometimes the very reasons for refusal. .

57 - Aged and politically irrelevant, Sayyaf maintained a modest headquarters compound outside of the capital; he was no longer active in the war. Because of his long history as the host of Arab volunteers in Afghanistan and his wide contacts among Arab Islamist theologians, he provided a link between Massoud and Arab radicals.

58 - After he left the CIA’s Counterterrorist Center in 1999, Pillar spent a year at the Brookings Institution where he synthesized his views and experiences into a book that was written and published just before the events of September 11. In the same period, after they left the White House, Simon and Benjamin collaborated on an article in the security journal Survival about terrorism and al Qaeda.

59 - Be cautious if you take this step: Some of these companies charge a very high percentage of the money raised in exchange for providing this service while others are reputable and valued by the nonprofits they serve. Another expense that may serve your organization is adding capacity to its Web site so that donors can make gifts electronically.

60 - If Bhutto fell in Islamabad and Hekmatyar seized power with Tanai’s help in Kabul, the Islamists would have pulled off a double coup. Did bin Laden work on the Tanai coup attempt on his own or as a semiofficial liaison for Saudi intelligence?

61 - Now, as the new American policy blueprint put it, each side sought to demoralize, sabotage, frighten, and confuse its enemy by whatever means necessary. AS THE AFGHAN operations director for Pakistani intelligence between 1983 and 1987, Brigadier Mohammed Yousaf was Akhtar’s “barbarian handler,” as one CIA colleague put it, quoting an old Chinese moniker.

62 - His father was a clerk in the city sanitation department, one of tens of thousands of Irishmen who owed their government jobs to the city’s Democratic patronage machine. But Casey would break early with his family’s liberal political inheritance.

63 - These references can indicate how loyal and satisfied the customers were with the candidate, which is a good indication of a prospective employee’s past performance. 2.

64 - E. V. Anisimov, Rossiia v seredine XVIII veka: Bor’ba za nasledie Petra (M, 1986), 183–6; idem, Elizaveta Petrovna (M, 1999), 189–204 (192, Saxon envoy). 38.

65 - Design a series of questions that you could use as a guide to interview a candidate for this position. Now, find a classmate who also has found job qualifications and a position description for a sales position, and swap information.

66 - Perhaps a retail store is refusing to take a return item, or you purchased the wrong model and the one you want is out of stock. You need to persuade someone to go above and beyond the rules to make you happy.

67 - Kara Swisher, “Kara Swisher at Garage Geeks,” YouTube video, 9:33 minutes, posted by ayeletknoff, August 1, 2012, http://​www.​youtube.​com/​watch?​v=​jFtdsRx2frI​&​feature=​youtube. 6.

68 - I should close this little sermonette with a word of warning—starting with the questions and thematic concerns is a recipe for bad fiction. Good fiction always begins with story and progresses to theme; it almost never begins with theme and progresses to story.

69 - The object of fiction isn’t grammatical correctness but to make the reader welcome and then tell a story … to make him/her forget, whenever possible, that he/she is reading a story at all. The single-sentence paragraph more closely resembles talk than writing, and that’s good.

70 - The Qatari minister of religious endowments, Sheikh Abdullah bin Khalid al-Tahni, was known to harbor Islamists loyal to bin Laden. If they asked the Qatar government for help in seizing bin Laden, it was likely that Mohammed would be alerted.

71 - A. Moore, ‘The Houghton Sale’, in British Art Treasures, 46–55; J. Conlin, The Nation’s Mantelpiece: A history of the National Gallery (London, 2006), 21–8. 108.

72 - I told the members of the graduating class that they should be ambitious not just in pursuing their dreams but in aspiring to become leaders in their fields. I knew this message could be misinterpreted as my judging women for not making the same choices that I have.

73 - Osama bin Laden was an impressionable college sophomore on a $1 million annual allowance during the first shocking upheavals of 1979. His teachers in Jedda included Abdullah Azzam, a Palestinian who would become a spiritual founder of Hamas, the Palestinian branch of the Muslim Brotherhood, the Islamist rival to the secular-leftist Palestine Liberation Organization.

74 - Azzam was such a commanding figure, and bin Laden such a relatively minor pupil (however copious his wealth), that there was no question of an open challenge from the protégé, especially in a culture where seniority and scholarship were so respected. Yet bin Laden seemed to be heading in a new direction.

75 - This time the subject was ‘Wisdom and Clemency’ and the empress was represented as Minerva, the helmeted goddess of wisdom.9 Even the hostile French attaché had to concede that the whole evening had been ‘a very brilliant and well organised spectacle’.10 And no one could miss its central message: here was a ruler whose maternal gentleness was not to be mistaken for weakness. On the contrary, she had every intention of deploying knowledge and reason in the service of her formidable empire.

76 - It was Nina who had the dough, and we learned that Vegas could support even the poorly heeled by offering dollar-twenty-five all-you-can-eat buffets. Nina treated me to some Vegas nightclubs and I fantasized about starring as a lounge act at a spiffy hotel.

77 - Bylaws often outline the methods for selecting directors, forming committees, and conducting meetings. capacity building: A general term used to describe activities to help a nonprofit organization do its job better.

78 - The November presidential election had deadlocked and then devolved into a weeks-long national crisis over Florida recounts and constitutional disputes. It looked as if George W. Bush would prevail, but Clinton’s White House aides were enduring the strangest postelection transition in a century as the CIA’s options paper landed.

79 - The cop will harass you, you will fight back, it will escalate, you’ll be arrested, they’ll frame you for something else, and you’ll end up in jail for the rest of your life! No wonder you’re stressed when you finally pull over.

80 - Pakistani intelligence was so penetrated by Taliban and bin Laden sympathizers, they believed, that there was little basis to rely on joint operations such as the commando training the CIA was providing. Iran shared a long border with Afghanistan but was out of the question as a partner.

81 - That Bandar used to hold on to the funds and that CIA officers speculated he was doing so to earn the interest is from interviews with three U.S. officials with direct knowledge. Hart, the Islamabad station chief from 1981 to 1984, said in interviews that the Saudis were frequently late in paying their bills, although he did not comment on Bandar’s role.

82 - She said, “You’re just a few months away from having a baby, so surely you and your husband have thought about who is going to pick up your child if he is sick at school? Who is going to arrange for child care?” And so on.

83 - Potëmkin’s autumn advances along the Danube had been thwarted at Ismail, a 265-gun fortress on the northern bank of the river defended by an exceptionally large garrison of 35,000 Turks. But on 29 December, the favourite’s younger brother Valerian Zubov arrived in St Petersburg with news that even this seemingly impregnable stronghold had fallen.

84 - It turned out that the bus tours offered a nightclub as part of their packages, but on Mondays the Playboy Club was the only one open, so every foreign tour group was herded into this showroom. Now I understood the musician’s wry grin.

85 - Although that elite served the tsar in a variety of military and bureaucratic organisations, their institutional hierarchies were then overlaid (as they have been ever since in Russia) by a network of informal patronage groups too flexible to be classed as factions. By marrying into the Romanov dynasty, the Saltykovs and the Naryshkins, themselves related by marriage to the Trubetskoys, had cornered an increasing number of leading offices since the reign of Peter the Great.53 So it is no surprise to find Peter Naryshkin among the gentlemen-in-waiting carrying the empress’s train and Lev Naryshkin among her closest friends.

86 - The idea that creative endeavor and mind-altering substances are entwined is one of the great pop-intellectual myths of our time. The four twentieth-century writers whose work is most responsible for it are probably Hemingway, Fitzgerald, Sherwood Anderson, and the poet Dylan Thomas.

87 - H. M. Scott, ‘Frederick II, the Ottoman Empire and the origins of the Russo-Prussian alliance of April 1764’, European Studies Review 7 (1977), 153–75. 16.

88 - Devoted, like his father, to the martial image of Peter the Great, and exuding the same uncompromising masculinity, Nicholas did little to hide his contempt for Catherine’s legacy. Even before her beloved Russian Academy was absorbed into the Academy of Sciences in 1841, the Chesme Palace was converted into a dilapidated home for invalids, while the palace at Tsaritsyno became a barracks, the ultimate symbol of the Nicolaevan regime.

89 - THE SEVEN HABITS OF HIGHLY EFFECTIVE PEOPLE Brought to you by FlyHeart The price must be paid and the process followed. You always reap what you sow; there is no shortcut.

90 - I mention cheese only because it illustrates my approach to choosing foods, not because I necessarily choose right. I’m trying to provide a rational template for diet choices, not a specific prescription for each of you.

91 - On learning of this new outbreak of pox, accompanied by a high fever, Elizabeth raced back from St Petersburg to join her nephew at Khotilov, a staging post between Novgorod and Tver where they had all celebrated her birthday on 18 December. Cancelling the New Year’s banquet, she stayed with him there until his recovery was assured, having cannon hauled specially from Tver to celebrate Epiphany, though Khotilov was too far from the river to conduct the customary blessing of the waters.71 By 26 January, empress and heir were safely back at Tsarskoye Selo.

92 - The five states that have short-term disability insurance programs that provide paid medical leave for birth mothers are California, Hawaii, New Jersey, New York, and Rhode Island. California and New Jersey also provide six weeks of paid leave that can be used by either the mother or the father.

93 - Girardet was the first Western journalist to provide a detailed account of Massoud’s war in the Panjshir. 17.

94 - And I had been in terrible situations before which the writing had helped me get over—had helped me forget myself for at least a little while. Perhaps it would help me again.

95 - What happens when the conversation doesn’t happen, the product doesn’t sell, the consumer is not delighted, your boss is not happy, and the people aren’t moved? Make more art.

96 - The mayor refused to answer questions from the Americans about the Taliban’s leadership or organization. The movement’s leaders “appeared coached and the overall impression was one of disingenuity and a degree of deception,” the American officials cabled afterward to Washington.

97 - Television show plots: Talking about TV shows that you and your conversation partner both enjoy can be fun and entertaining. But no one wants to hear the entire plot of a television show that you watched and they didn’t.

98 - Cecilia L. Ridgeway, “Status in Groups: The Importance of Motivation,” American Sociological Review 47, no. 1 (1982): 76–88.

99 - You may think to budget the obvious, more visible modifications needed, but an experienced professional can point out more subtle requirements that you might overlook. In this early planning stage, you will develop a list of major projects to be done.

100 - Of course, Batman or Superman wouldn’t need an introduction, but the lesser (lower-rent) heroes had to speak up and describe their superpowers. "I’m the Wasp.

101 - As a teenager he converted to Islam, and at twenty-three, at the height of the anti-Soviet jihad, he traveled to the Afghan frontier to work with refugees. Mohammed Odeh learned about the Afghan jihad while attending a university in southeast Asia; he was a college student one week and a volunteer on the Afghan battlefield the next.

102 - Interviews with U.S. and Pakistani offi- cials involved in the episode, including the U.S. ambassador to Pakistan at the time, Tom Simons, August 19, 2002, Washington, D.C. (SC). Some published accounts have suggested that Ralston told Karamat directly at dinner that the cruise missiles were in the air.

103 - Then, thanks to disorganized hazing by friends, raised eyebrows from the family, and well-meaning, well-organized, but toxic rules at school, the resistance gained in strength. Do you think it’s an accident that the powers that be wanted the disobedient and creative part of your brain to sit down and shut up?

104 - I didn’t quite get this concept, nor do I still, but it stayed with me and eventually sparked my second wave of insights. With conventional joke telling, there’s a moment when the comedian delivers the punch line, and the audience knows it’s the punch line, and their response ranges from polite to uproarious.

105 - Toward the end of the Boarding House show, I stepped off the stage, saying: “I just want to come down into the audience with my people…DON’T TOUCH ME!” I took them into the lobby, where there was an old-fashioned grand staircase. One of the doormen, a very likable and funny guy named Larry who had seen my show all week, happened to come in from the street, carrying a pair of pants on a hanger fresh from the dry cleaner.

106 - The foundation funders made their grants to Angeline Community Center, earmarked for the immigration counseling program. Jones now provides immigration counseling services under the auspices of the Angeline Community Center.

107 - I have heard so many women say that they wished their partners helped more with child care, but since it’s only a few more years until their kids are off to school, it’s not worth the battle to change the dynamic. In my opinion, it is always worth the battle to change an undesirable dynamic.

108 - “The U.S. has set for itself the goal of disrupting a settlement in Afghanistan by any means,” he told his inner circle.What were his options? Gorbachev wanted to end Soviet involvement.

109 - CIA officers delivering sworn testimony before Congress in 2002 asserted there were no such contacts, and so did multiple CIA officers and U.S. officials in interviews. The CIA became aware of bin Laden’s work with Afghan rebels in Pakistan and Afghanistan later in the 1980s but did not meet with him even then, according to these record searches and interviews.

110 - J. M. Cyranowski et al., “Assessing Social Support, Companionship, and Distress: National Institute of Health (NIH) Toolbox Adult Social Relationship Scales,” Health Psychology 32, no. 3 (2013): 293–301.

111 - Apart from the fact that Catherine liked a bargain, the most important benefit conferred by great works of art was international prestige. Like diplomacy, collecting was a competitive business.

112 - It could be useful for Saudi Arabia’s intelligence chief to have a personal connection with a prospective American president. He wrote to Clinton and opened a correspondence.

113 - I went downstairs, handed in the line, and Dick Smothers read the joke: “It has been proven that more Americans watch television than any other appliance.” Two highly experienced writers, Hal Goodman and Al Goldman, with credits extending back to Jack Benny, came up to me and said, “Did you write that joke?” “Yes,” I said. “Good work,” they said.

114 - Volunteers who answer telephones, for example, may need more training than those volunteers who stuff envelopes for the publicity committee. They need to know the background information about the program or service, information about the types of services available, proper telephone etiquette, and emergency procedures, just to name a few.

115 - You want to review the resume carefully to see whether the candidate’s experience and expertise match your needs. Don’t be intimidated just because the person sitting across the table from you has more experience than you do.

116 - Thirty-five states and the District of Columbia accept the Unified Registration Statement (www.multistatefiling.org) — others have their own forms. Only a handful of states don’t regulate charitable fundraising.

117 - Harvard professor Hannah Riley Bowles interrupted her vacation to spend hours on the phone discussing her work on negotiation. Professor Francis Flynn of the Stanford Graduate School of Business walked me step by step through the findings of his breakthrough Heidi/Howard study.

118 - Gates, Robert M. From the Shadows: The Ultimate Insider’s Story of Five Presidents and How They Won the Cold War. New York: Simon & Schuster, 1996.

119 - Optimistic by nature, she spent her final week in Moscow cementing her links with favoured courtiers by touring their country estates. On 7 June, after lunch at Znamenskoye with the Chief Cup-Bearer, Alexander Naryshkin, she took a stroll through the garden to see the museum where her host preserved a treasured yacht built before the foundation of the Russian fleet in the early 1690s.

120 - In any event, the CIA argued, their cash payment represented a fresh political initiative: Massoud would have the resources that summer to win civilian support for his militias and local councils, and to start rebuilding the Panjshir. McWilliams knew nothing of this secret money.

121 - Outside at the motor pool the rioters poured gasoline into embassy cars and set them burning one after another; in all, more than sixty embassy vehicles would go up in flames. Some rioters attacked the embassy residences, a cluster of modest brick town houses that were home to midlevel American personnel and their families.

122 - And while I had some nice moments with my son, I look back on that maternity leave as a pretty unhappy time. Being a new mother was exhausting, and when my son slept, I worked instead of rested.

123 - I had been working on this deal for over six months and, in a very real sense, all my eggs were in this one basket. All of them.

124 - Personal selling–driven strategies are appropriate when (1) the market consists of only a few buyers that tend to be concentrated in location, (2) the buyer needs a great deal of information, (3) the purchase is important, (4) the product is complex, and (5) service after the sale is important. The target market characteristics that favor personal selling are similar to those found in most business purchasing situations.

125 - In our experience, semimonthly is the most common schedule for payment, but the decision is up to the organization. Although in-house staff can handle payroll, contracting with a payroll service is a better option.

126 - No one knew how many years that might take, so I put my résumé together and sent it to some of the other big companies in the area. I had officially failed at my banking career and, against all odds, my incompetence wasn’t the cause.

127 - 41-42; Barnett R. Rubin, The Fragmentation of Afghanistan, p. xv; Michael Griffin, Reaping the Whirlwind, p. 65. 40.

128 - program officer: A staff member of a foundation or corporate giving program who may review grant requests, recommend policy, manage a budget, or process applications for review by a board or committee. Other titles, such as program director or program consultant, also are used.

129 - Why Karzai supported the Taliban and that many Pashtuns hoped they would lead to the king’s return are from interviews with Qayum Karzai, May 19, 2002; Hedayat Amin-Arsala, May 21, 2002; Hashmat Ghani Ahmadzai, May 12, 2002; and Zalmai Rassoul, May 18, 2002, Kabul, Afghanistan (GW). 15.

130 - Bin Laden frequently inspected training camps, where he met with lieutenants, made speeches, and shot a few guns. He moved continuously in unannounced, zigzag loops around Afghanistan.

131 - For once, Rastrelli’s advanced techniques counted against him because it proved impossible, even by firing cannon balls into the burning ruins, to dislodge the iron girders that underpinned the whole structure, and so to isolate the fire in the main staterooms. Flames soon engulfed the entire 400-metre length of the building.

132 - I’m not sure what the purpose of fooling myself was, but I toyed with the idea for several semesters. I concluded that not to continue with comedy would place a question in my mind that would nag me for the rest of my life: Could I have had a career in performing?

133 - There was a baffling moment when Sonny Bono and his partner, Denis Pregnolato, who were becoming showbiz entrepreneurs, approached me at work and took me aside. Sonny and Denis had seen me perform—I don’t know where—and Sonny said, “Steve, we’ve been watching you.

134 - Perhaps seventeen just feels so close to twenty-five that the team that is behind feels deflated and the team that is ahead feels extra confident. Perhaps at the high-school level the coach who is behind feels the need to give the bench players some time before the end of the game.

135 - I’m not sure what I meant, but I wanted to use the lingo, and it was seductive to make these pronouncements. Through the years, I have learned there is no harm in charging oneself up with delusions between moments of valid inspiration.

136 - She and her friend Margery Sanford would write heartfelt appeals calling for the release of political prisoners. In the evenings, my dad would join them.

137 - For example, scientists know that your brain triggers the hunger sensation and hunger hormones like leptin and ghrelin when you don’t get enough sleep.6 The next time you have one of those days when you can’t eat enough to satisfy your hunger, ask yourself how much sleep you got the night before. You’ll be surprised at how often a bad night of sleep leads to nonstop eating.

138 - The camera cut away to a dimly lit Johnny, precisely as he whirled up from his chair, doubling over with laughter. Suddenly, subliminally, I was endorsed.

139 - In my case, eating simple carbs depletes my energy so thoroughly that a few hours after consuming them I can fall asleep within thirty seconds of closing my eyes. I literally use white rice like a sleeping pill on evenings when I’ve had too much coffee.

140 - Actual performance can be compared with the quota objective and a performance index calculated for each criterion being evaluated. The individual performance indices can then be weighted to reflect their relative importance and combined to produce an overall performance index.

141 - He was a tall, lanky man with a nervous blink and the careful, articulate voice of a university professor. A U.S. army officer in Vietnam, he had degrees from Dartmouth and Oxford, and a doctorate from Princeton.

142 - More than four-fifths of the children admitted to the Moscow Foundling Home in 1764 were dead within a year, and in 1767 the mortality rate reached almost 99 per cent.122 Not surprisingly, Catherine lost confidence in the more extravagant of Betskoy’s schemes, leaving herself open to the charge that she failed to complete what she had begun, and invested only in her personal glory.123 That accusation was false. Having overcome two serious challenges to her authority–a plot among the Guards to restore Ivan VI to the throne in 1763, and a much more menacing attempt by the guardsman Mirovich to release Ivan from captivity while Catherine and her Court were at Reval in 1764–she embarked on her most ambitious project of all.

143 - Early in 2000, while traveling in Central Asia, Zinni told Dana Priest of The Washington Post, "If Pakistan fails, we have major problems. If Musharraf fails, hardliners could take over, or fundamentalists, or chaos.

144 - The president-elect’s media specialists worried that reporters would accuse Clinton of appointing a bunch of Carter administration retreads. Woolsey could understand why, since “we were, in fact, a bunch of Carter administration retreads.” Trying to be helpful, Woolsey mentioned that he had served in the Bush administration, leading a team that negotiated a reduction of conventional armed forces in Europe.

145 - What I bring to the party is a willingness to discuss a wide range of success-related topics that your in-person friends might consider awkward dinner conversation. I’m not an expert in any of the topics I’ll discuss here.

146 - That squad was in place on Wednesday morning when rumors began to circulate in Islamabad, and later on local radio stations, that the United States and Israel stood behind the attack at the Grand Mosque. The rumor held that Washington and Tel Aviv had decided to seize a citadel of Islamic faith in order to neutralize the Muslim world.

147 - In this case, however, they failed to properly seal off bin Laden’s convoy by forming an L-shape at the ambush site. In an L-shaped ambush, attackers rake a convoy first from the side and then seal the vehicles off from the front.

148 - Sarah, who evidently understood a lot about psychology, told me my drawing skill was fine; no improvement necessary. That triggered a highly unexpected change in my actual level of talent: It went up.

149 - United Nations diplomats shuttled in their blue-stenciled airplanes between Kabul and Islamabad by the week, but the prospects for a peaceful political settlement appeared dim. Hekmatyar and other Islamists backed by Pakistani intelligence were creeping toward Kabul in their captured Iraqi tanks.

150 - CIA-supplied Afghan rebels used Stingers to down scores of Soviet helicopters and transport aircraft between 1986 and 1989. The missile forced Soviet generals to change air assault tactics.

151 - The Taliban governor of Kandahar was Mohammed Hassan, a former Quetta madrassa student who had fought against the Soviets in Uruzgan province. He had lost a fingertip and a leg in battle during the anti-Soviet jihad.

152 - The four twentieth-century writers whose work is most responsible for it are probably Hemingway, Fitzgerald, Sherwood Anderson, and the poet Dylan Thomas. They are the writers who largely formed our vision of an existential English-speaking wasteland where people have been cut off from one another and live in an atmosphere of emotional strangulation and despair.

153 - My experience was that the combination of chocolate and peanuts generally pepped me up, exactly as Snickers commercials suggest. My only problem with Snickers was that I binged on them.

154 - At the age of fourteen, she conceived the triple ambition of pleasing her husband, Elizabeth and the nation. She overlooked nothing to achieve this.

155 - It knew far less about Soviet Central Asia, the vast and sparsely populated steppe and mountain region to Afghanistan’s immediate north. Pushed by Casey, American scholars and CIA analysts had begun in the early 1980s to examine Soviet Central Asia for signs of restiveness.

156 - Less than six weeks later, he enjoyed his last meal in the company of nineteen relations and courtiers. Many of them would have been familiar to his mother.

157 - ‘Where bigotry baffles reason, and where fanaticism supplies courage,’ Sir George Macartney remarked in 1766, the result was bound to be uncertain: ‘A religious war, however justly undertaken, is always of the most odious nature, and of all wars of the most doubtful success.’1 However, if the empress’s cause proved unexpected, then there had never been any doubt of her seething ambition. Having entered the Seven Years’ War in 1756 as the junior partner in the anti-Prussian coalition, Russia had emerged by 1763 as ‘the arbiter of eastern Europe’.2 Victories over Frederick the Great at Gross-Jägersdorf and Kunersdorf, not long after he had himself routed the French at Rossbach, had raised memories of the glorious era of Peter the Great.

158 - We do not know when their affair began, but here was a type who would subsequently attract her again and again. Though he could boast none of Poniatowski’s intellectual accomplishments, Grigory seemed willing to learn (he too was interested in astronomy) and keen to listen to her ideas.

159 - There was only one motor route between the two cities, the Sarobi Road, which ran for miles through a narrow chasm, crisscrossing flimsy bridges. The CIA had imported specially shaped conical explosive charges, designed like very large household flower pots, that could blow huge craters in the road.

160 - It takes an enormous amount of processing power to absorb all these signals, compose a response, and broadcast it back. Because interactions so overwhelm our processing ability, it’s almost impossible to fake your intent.

161 - For example, your brain processes “The boy hit the ball” more easily than “The ball was hit by the boy.” In editors’ jargon, the first sentence is direct writing and the second is passive. It’s a tiny difference, but over the course of an entire document, passive writing adds up and causes reader fatigue.

162 - There are, in fact, now more American Muslims than American Jews,” he added, as if this might assuage Taliban attitudes toward the United States. Yet Americans, Simons continued, “have learned that it is very difficult to discern the will of God.

163 - If he ever flew on an airplane, slept in a hotel, or watched a satellite movie, he gave no indication of it. In later years he had many opportunities to travel abroad but refused even a religious pilgrimage to holy Muslim shrines in Saudi Arabia.

164 - I’d like to make an argument in favor of including copious amounts of both salt and butter in your diet, so long as you’re adding them to otherwise healthy food. Here I’ll remind you again—because I can’t say it too often—to be wary of health ideas from cartoonists.

165 - Left alone since February, when her husband had been appointed as ambassador to Constantinople after a public altercation with the tsar, Princess Dashkova had had plenty of time to mull over her plans for a revolution. It was in April that she later claimed to have begun to sound out contacts in the capital–and it is possible that she did, since the Austrian ambassador reported her in mid-May as an ‘intriguer who likes to meddle in affairs’.59 The signs could hardly have been more promising.

166 - PSZ, xii: 9161, 27 May 1745; N. I. Batorevich, Ekateringof: Istoriia dvortsovo-parkovogo ansamblia (SPb, 2006), 83–9. 81.

167 - I asked how you could hear a person die and she told me that it was a girl who had drowned off Prout’s Neck in the 1920s. She said the girl swam out past the rip, couldn’t get back in, and began screaming for help.

168 - I put my hands in front of me, fingertips together, as speakers do, while I absorbed the applause and converted it to positive energy. The energy felt good.

169 - When Massoud’s forces closed in, the Arab soldiers hurriedly gathered in a circle, pulled the pins on their grenades, and committed collective suicide. Massoud became very specific about “problems of the resistance,” as one of his intelligence aides in the meeting recalled, including “the problems of purchasing weapons from Russia,” and the kind of military equipment that the Americans could supply if they wanted to make a difference in the war.

170 - Bulletin boards: Posting job announcements on bulletin boards at colleges, universities, other agencies, job centers, and even grocery stores is an inexpensive approach. In addition, you can put as many details as you want on a small poster at no extra cost.

171 - In our experience, semimonthly is the most common schedule for payment, but the decision is up to the organization. Although in-house staff can handle payroll, contracting with a payroll service is a better option.

172 - Board members usually are protected if they attend meetings, ask questions, and keep well informed about the organization — in other words, if they’re doing a reasonably good job being board members. If they’re not doing their jobs, they may be considered personally negligent and become vulnerable.

173 - The overall conclusion is that buyers expect salespeople to contribute to the success of the buyer’s firm. Buyers value the information furnished by salespeople, and more than ever before, they value the problem-solving skills of salespeople.14 See “An Ethical Dilemma” for a scenario in which the salesperson must think about where to draw the line in sharing information with customers.

174 - D13433, C. to Voltaire, 9 July 1766; Madariaga, Politics and Culture in Eighteenth-Century Russia (London, 1998), 215–35. 120.

175 - I had landed on Planet Female, and one sortie into the girls’ locker room at Brunswick High School years before wasn’t much help in navigating there. For me writing has always been best when it’s intimate, as sexy as skin on skin.

176 - Because auditing should be objective, it should be conducted by someone from outside the sales organization. This could be someone from another functional area within the firm or an outside consulting firm.

177 - However, as salespeople continue to be added, sales increases tend to decline until a point is reached when the costs to add a salesperson are more than the revenues that salesperson can generate. In fact, the profit maximization point is when the marginal costs of adding a salesperson are equal to the marginal profits generated by that salesperson.

178 - Too often in the past, as in the case of Oliver North, CIA managers felt the agency had been goaded into risky or illegal operations by politically motivated White House cowboys, only to be left twisting after the operations went bad. White House officials came and went in the rhythm of electoral seasons; the CIA had permanent institutional interests to protect.

179 - To try to kidnap bin Laden in a city as bustling as Kabul and move him to a safe location while being chased by his bodyguard, as U.S. policy officially required, looked like an implausible episode of Mission: Impossible. The group’s rented farm, paid for by the CIA, was a working vineyard.

180 - Warren Marik, an undeclared CIA case officer operating out of the American consulate in Karachi, away from ISI surveillance in Islamabad, handled many of the Europeans. After they flew in to Karachi from France or Belgium, Marik would hook them up with trusted Afghan guides and sometimes provide false papers and cover identities.

181 - CIA officers working in the Kabul station concentrated most of their efforts on Soviet targets, not Afghan communists. Their principal mission in Kabul for years had been to steal Soviet military secrets, especially the operating manuals of new Soviet weapons systems, such as the MiG-21 fighter jet.

182 - The number of religious rituals in the Russian Court calendar went up rather than down during her reign as her Court remained knee-deep in holy water. The very first entry in the Court journals after the coup is from 1 August 1762, when the empress followed an elaborate clerical procession from the chapel at the Summer Palace to the blessing of the waters on the Moika canal at the beginning of the Dormition Fast.99 A similar ceremony was repeated three times in the 1760s, Catherine sheltering from the rain in 1764 in a specially constructed gallery.

183 - Ensure that the data sources remain confidential so those being rated do not know specifically who did the rating. 4.

184 - Depending on the format and extensiveness of the resume, it may be possible to examine salary history and requirements, travel or relocation restrictions, and reasons for past job changes. Also, valuable clues about the recruit may be gathered from the appearance and completeness of the resume.

185 - The son of a Boston chocolate factory worker, Clarke was a pale, stout man whose cropped red hair had turned steadily gray under the pressures of his work. He had ascended through education and restless work, winning entrance by competitive exam to the Boston Latin School, a centuries-old six-year high school whose Revolutionary War–era alumni included John Hancock, Paul Revere, and Benjamin Franklin, and which more recently had launched Joseph Kennedy, the political family’s patriarch.

186 - Senior sales leaders address the broader aspects of the sales management process, while field sales managers are more involved in implementing the process with their assigned salespeople. The management activities of salespeople are more focused on the planning, implementation, and control of sales activities within their assigned territory.

187 - Robert Klein was the educated one; you sat in the audience nodding in agreement with his tart observations. After The Smothers Brothers Comedy Hour fell, I joined in with my never-miss Nixon jokes (“Nixon’s best friend is Bebe Rebozo, a name that means ‘to have bozo-ed again’”).

188 - I always get the question of how we could make a Dilbert movie different enough from the TV show The Office or the cult movie Office Space. The implication is that the quality of a Dilbert movie might be less important to its success than whatever the public reflexively compares it with.

189 - The typical indoctrinated response is that great work and great art and remarkable output are the domain of someone else. You think that your job is to do the work that needs doing, anonymously.

190 - In order to be true to your art, you must sacrifice the part of it that hinders the spread of your art. Deciding what to leave out and what to insist on is part of your art.

191 - He continued to fly back and forth to Pakistan, but he began to spend less time on the Afghan frontier. He had new enemies in mind.

192 - Special events can be a wonderful catalyst for attracting businesses that like to be recognized when they make contributions, or for attracting people who like to socialize and be seen. At their best, special events raise substantial amounts of money, draw attention to an organization’s good work, and attract new volunteers.

193 - Whitman was a “good friend.” On the television show, Bush explained that he did not “get cable.” About the Taliban, he shook his head in silence. The writer provided a hint: “Because of the repression of women—in Afghanistan.” Bush lit up.

194 - The telemarketers take leads and generate appointments for the independent reps. Once an appointment is made, the telemarketer faxes a profile sheet of the customer to the appropriate rep. The rep later returns it with information on the results of the sales call.

195 - If dispersed rebel units—even some at war with one another, such as those loyal to Hekmatyar and Massoud—could be persuaded to hit Najibullah’s supply lines and cities at the same time, they might provide the last push needed to take Kabul. The CIA and Pakistani intelligence remained focused on the fall of Kabul, not on who would take power once Najibullah was gone.

196 - Another bit: I would wonder what it would be like if the human body had only one arm right in the center of our chest. How would we applaud?

197 - Since the relevant budgets are all highly classified, it is difficult to resolve the contradictions with any confidence. Clearly the second Clinton term was better for counterterrorism budgets than the first.

198 - It took time for word of Musharraf’s dismissal to circulate among senior generals and for them to discuss a response. They intended to hold to military discipline.

199 - However, he does not want to dismiss the Brighton reps, some of whom are top performers that might be able to enhance Brighton’s revenue stream that has been falling for the past year. After speaking to his CEO about adding a position to his salesforce, Wills was given permission to do so as long as the new salesperson made more of his salary in commissions than base salary.

200 - By early September of 2001 Tenet had reviewed a “concept of operations” submitted by his Counterterrorist Center that outlined how a CIA-managed armed Predator might be fielded and how a decision to fire would be made. At the September 4 Cabinet meeting, Tenet said he wanted the Bush policy makers to understand the proposal: The CIA would be operating a lethal fixed-wing aircraft of the sort normally controlled by the Air Force and its Pentagon chain of command.

201 - And that usually means the information has already been packaged and simplified, and in some cases sold. But it’s usually free for the asking.

202 - Thus, if sales management wants to emphasize the amount of selling contact, a generalized salesforce should be used. If sales management wants to focus on specific skills within each selling contact, then a specialized salesforce should be used.

203 - They missed the action inside the embassy that afternoon but soon began to rally support from a command post at the British embassy next door. Looking out windows, Schroen and Lessard could see buses pulling up before the main gate.

204 - The new chief’s connections presumably would help attract resources to the cause and smooth decision-making. Tenet quickly followed this appointment with another: He named Cofer Black as director of the entire Counterterrorist Center.

205 - Perhaps you didn’t have a name for it, or recognize all the symptoms, but you can be sure that it is a part of you. I’ve seen it wreck people, teams, and corporations.

206 - When you accept without necessarily believing that each new skill doubles your odds of success, you effectively hack (trick) your brain to be more proactive in your pursuit of success. Looking at the familiar in new ways can change your behavior even when the new point of view focuses on the imaginary.

207 - I began closing my show by announcing, “I’m not going home tonight; I’m going to Bananaland, a place where only two things are true, only two things: One, all chairs are green; and two, no chairs are green.” Not at Lewis Carroll’s level, but the line worked for my contemporaries, and I loved implying that the one thing I believed in was a contradiction. I also was enamored of the rhythmic poetry of e. e. cummings, and a tantalizing quote from one of his recorded lectures stayed in my head.

208 - Ideally, you’ve made plans for your nonprofit already, and you can take the figures from your business plan. If you haven’t written a business plan, now’s a good time to do so.

209 - Yet depending on the specific methodology used, some studies have found that women give more accurate appraisals of their performance, while men overestimate their performance. Several explanations have been advanced to explain why women tend to lower their self-assessments, including low self-confidence; “feminine modesty,” which holds that to act in accordance with gender role stereotypes and/or to avoid the negative consequences of female immodesty, girls and women present themselves in a more humble manner; and concern with protecting the self-esteem of others.

210 - "May hold the key” is from Anthony Zinni’s testimony before the Senate Armed Services Committee, February 29, 2000. 16.

211 - Sarah, who evidently understood a lot about psychology, told me my drawing skill was fine; no improvement necessary. That triggered a highly unexpected change in my actual level of talent: It went up.

212 - Not bad, and it would have made a pretty good story (not such a good novel, however; no one likes to root for a guy over the course of three hundred pages only to discover that between chapters sixteen and seventeen the pig ate him), but that wasn’t the way things eventually went. Paul Sheldon turned out to be a good deal more resourceful than I initially thought, and his efforts to play Scheherazade and save his life gave me a chance to say some things about the redemptive power of writing that I had long felt but never articulated.

213 - The alternative is a tribe of hoarders, with most people struggling to find enough resources to improve productivity. Obviously, there’s another force at work here.

214 - Like the UPS salespeople in the opening vignette, they strive to deliver relevant presentations based on unique customer needs. Teamwork between salespeople and others in the organization, also illustrated in the UPS example, is increasingly important for sales success.

215 - I also noticed during my corporate years that women who had never met me in person flirted like crazy on the phone whenever I used my fake professional voice. I assume the same voice qualities that indicate potential for leadership also influence potential mates.7 My fake confidence, along with my fake low voice that screamed “testosterone,” worked like catnip on the ladies.

216 - First, they should recognize that, generally speaking, they will be better liked by others if they can cope effectively with their own job pressures. Being calm and pleasant under pressure will bring a sales manager more power than caving in to the pressure, which might result in temper tantrums and impulsive reactions.

217 - • The use of reps provides predictable sales expenses because most of the selling costs are variable and directly related to sales volume. • The use of reps can provide greater territory coverage because companies can employ more reps than company salespeople for the same cost.

218 - Determine the candidate’s customers who were the most difficult to handle, and those problems that were the toughest to solve. Even first-party references may reveal difficulties that can be indicative of future sales performance.

219 - A partially declassified version of NSDD-207 has been obtained and published by the National Security Archive. 25.

220 - Then I followed him around in the guidance counselor’s tiny library of college information and learned that the process for applying to each college was described in those books. Eventually I picked two colleges that looked good on paper.

221 - Even so, in these final years of her life she largely withdrew from public life, leaving much of the work of her government in the hands of her sophisticated favourite, Ivan Shuvalov. In retrospect, the continuities between Russian cultural policies of the late 1750s and those of Catherine’s own reign are obvious.

222 - The first time I asked a prospective employee if she was considering having children soon, I understood that doing so could expose me and my company to legal risk. Unlike many women, I was in a position to evaluate that risk and chose to take it.

223 - Tying a pipeline deal into the broader agenda of American foreign policy could provide Unocal with a competitive advantage. Some European or Middle Eastern companies seeking oil and gas deals in Central Asia arranged payoffs to local officials.

224 - My years on the road had produced a change I had only dreamed of earlier: I now had four hours of material from which to pick and choose, and there was more to come. I opened at the Boarding House on a Tuesday evening to a fair-sized crowd.

225 - I tried a lot of different ventures, stayed optimistic, put in the energy, prepared myself by learning as much as I could, and stayed in the game long enough for luck to find me. I hoped a buck would eventually walk by, and with Dilbert it did.

226 - I sank low and, in spite of my declining financial situation, called Marty, saying, “You’ve got to get me out of here.” He did, and I went back the next night to collect my things. My clothes had been stolen.

227 - According to recent research from the U.S. Census Bureau, young, less-educated, and Hispanic women are more likely to be stay-at-home mothers (Kreider and Elliott 2010). For studies on opting out and women’s labor force participation rates, see Pamela Stone and Lisa Ackerly Hernandez, “The Rhetoric and Reality of ‘Opting Out,’ ” in Women Who Opt Out: The Debate over Working Mothers and Work-Family Balance, ed.

228 - The survey also found that 37 percent of girls compared to 51 percent of boys said that “being my own boss” was “extremely important” or “very important” to them in a future job. See Deborah Marlino and Fiona Wilson, Teen Girls on Business: Are They Being Empowered?, The Committee of 200, Simmons College School of Management (April 2003), 21, http://​www.​simmons.​edu/​som/​docs/​centers/​TGOB_​report_​full.​pdf.

229 - They were basically past it.”2 Stinger missile recovery remained the only well-funded covert action program in the region. The Islamabad station did continue to collect intelligence on regional terrorism.

230 - ‘She dances better than anyone I have ever seen,’ one acknowledged, ‘but hates the ceremony of a court.’23 Even after her accession, she shunned formal society, preferring the earthier company of her far from blue-blooded relatives, the Hendrikovs and the Skavronskys (Maria Choglokova’s family). Surrounded by the guards who had brought her to the throne, Elizabeth gave special licence to the new Life Company (her personal bodyguard), the majority of them peasants by origin, who ‘committed all imaginable disorders’ in the early months of the reign as ‘the new noble lieutenants ran through all the dirtiest public-houses, got drunk, and wallowed in the streets.

231 - Just as different marketing mixes are developed to serve different target markets, sales organizations need to use different relationship, selling, and sales channel strategies for different account groups. The account targeting strategy used by IBM for small and medium-sized businesses is illustrative.

232 - What Prince Turki concluded about the Mecca uprising: “Memorandum of Conversation Between HRH Prince Turki and Senator Bill Bradley,” April 13, 1980, author’s files. Quotations from Tehran: The New York Times, November 23, 1979; The Washington Post, November 23, 1979.

233 - Badeeb’s account is incomplete and in places ambiguous; he is known to have given only two interviews on the subject, and he does not address every aspect of his history with bin Laden in depth. But his description of the relationship, on its face, is one of intimacy and professional alliance.

234 - In the case of the CIA’s attempts to disrupt al Qaeda’s leadership in Afghanistan, the severe inherent difficulties were extended by the vast cultural gaps and forbidding geographical distances that separated CIA operatives from their targets. Still, even within these limits, the agency did not do all it might have done.

235 - And at the end of this twisted road lay September 2001 when the American public and the subsistence traders of the Panjshir Valley discovered in twin cataclysms that they were bound together, if not by the political ideas they shared, then at least by the enemies who had chosen them. THE OPPORTUNITIES missed by the United States on the way to September 2001 extended well beyond the failure to exploit fully an alliance with Massoud.

236 - Warren Buffett makes a similar observation about his own skills, saying, in effect, that if he had been born in an earlier time, his natural talents wouldn’t have matched the opportunities. My worldview is that every element of your personality, from your perseverance to your risk tolerance to your ambition to your intelligence, is a product of pure chance.

237 - In it, a mysterious man in a black coat—likely not a human being at all but some creature inexpertly disguised to look like one—abandons his vehicle in front of a small gas station in rural Pennsylvania. The vehicle looks like an old Buick Special from the late fifties, but it’s no more a Buick than the guy in the black coat was a human being.

238 - Despite dozens of pleas from Arthur Hummel, the ambassador, and John Reagan, the CIA station chief, hour after hour passed and still no Pakistani troops or police arrived to clear the rioters. By midafternoon enormous black clouds of gasoline-scented smoke poured out from the American compound, visible from miles away.

239 - Congress secretly allocated about $470 million in U.S. funding for Afghan covert action in fiscal year 1986, and then upped that to about $630 million in fiscal 1987, not counting the matching funds from Saudi Arabia. With support from headquarters, Bearden expanded the CIA’s unilateral recruitment of independent Afghan agents and commanders without the involvement of Pakistani intelligence.

240 - Before the truce, a group aligned with Hekmatyar’s party had been using an adjacent valley, the Andarab, to stage assaults on Massoud’s flank and cut off his supply lines. With one swift commando raid, Massoud drove these fighters out of the valley and, for the time being, off his back.

241 - My best hope was that one of us, somewhere on earth, would figure out a cure for this problem within my lifetime, before the condition devoured what was left of my optimism. My odds were not good.

242 - I’m going to focus on ordinary talents and combinations of ordinary talents that add up to something extraordinary. In the case of ordinary talent, how do you know which of your various skills can be combined to get something useful?

243 - Private foundations, including endowed company foundations, are tax exempt; however, they must pay a modest excise tax on net investment income. All 501©(3) and 501©(4) organizations are tax exempt, but only contributions to a 501©(3) are tax deductible to the donor.

244 - There is straight description (“a few solitary drinkers at the bar”) and a bit of rather more poetic description (“The backbar mirror … glimmered in the gloom like a mirage”) in my central descriptive paragraph about Palm Too. Both are okay, but I like the figurative stuff.

245 - President George H. W. Bush and later President Bill Clinton authorized a highly classified program that directed the CIA to buy back as many Stingers as it could from anyone who possessed them. Congress secretly approved tens of millions of dollars to support the purchases.

246 - They may serve to determine appropriate compensation and other reward disbursements, to identify salespeople who should be promoted or fired, to determine training and counseling needs, to provide information for human resource planning to identify criteria for future recruitment and selection of salespeople, to advise salespeople of work expectations, to motivate salespeople, to help salespeople set career goals, to tie indivdual performance to sales organization goals, to enhance communications, and to ultimately improve salesperson performance. 2.

247 - In the same period, after they left the White House, Simon and Benjamin collaborated on an article in the security journal Survival about terrorism and al Qaeda. In documenting their competing views here, I have relied solely on language composed by the participants before they had the benefit of knowing about September 11.

248 - Miss Hisler had been the teacher at my previous school, the one-roomer at Methodist Corners, where I went to the fifth and sixth grades. During that time she had spied me reading a rather sensational “teenage rumble” novel (The Amboy Dukes, by Irving Shulman), and had taken it away.

249 - He worked Senate hearing rooms the way he had worked the Queens diner counter, vamping for attention. He was a bulky man, overweight, and a chronic poacher of office junk food.

250 - Most pharmaceutical companies find sales calls to doctors a more effective way to increase prescriptions than consumer advertising. Thus, the number of pharmaceutical salespeople has tripled to over 90,000 in the past decade.

251 - I was the only person bringing young children on this corporate plane—and now my daughter most likely had lice! I spent the rest of the flight in a complete panic, trying to keep her isolated, her voice down, and her hands out of her hair, while I furiously scanned the web for pictures of lice.

252 - Most organizations and businesses don’t allow employees to accrue vacation time beyond a certain amount. This policy ensures that employees use vacations for the purpose for which they’re intended.

253 - His cables from the embassy provided details about Soviet atrocities, battlefield failures, and political abuses. McWilliams and his embassy colleagues—who were surveilled by KGB and Afghan intelligence officers, prohibited from traveling outside the city, and limited largely to interactions with other diplomats and spies—had become “very much cold warriors,” and “many of us felt it in a very sadistic way.

254 - I work to loud music—hard-rock stuff like AC/DC, Guns ’n Roses, and Metallica have always been particular favorites—but for me the music is just another way of shutting the door. It surrounds me, keeps the mundane world out.

255 - Special events can be a wonderful catalyst for attracting businesses that like to be recognized when they make contributions, or for attracting people who like to socialize and be seen. At their best, special events raise substantial amounts of money, draw attention to an organization’s good work, and attract new volunteers.

256 - When I give speeches or attend meetings, a startling number of women introduce themselves and, in the same breath, ask me to be their mentor. I cannot recall a single man asking me to do the same (although men have asked me to mentor their wives or girlfriends).

257 - There was so much cash washing through the system by 1983 that it was hard for Hart to be sure who was making a reasonable profit and who was ripping off the CIA. The headquarters task force that made the purchases prided itself on buying communist weapons through global arms markets and putting them into the hands of anticommunist Afghans.

258 - As noted before, the task is an extremely important one; sales management must develop the appropriate sales organization structure for its particular selling situation to ensure the successful implementation of organizational and account strategies. This task becomes increasingly more difficult as firms operate globally.

259 - Now, not only in literal terms but in a far larger sense, Afghanistan was not part of the agency’s Operating Directive. THE DOWNWARD SPIRAL following the Cold War’s end was no less steep in, say, Congo or Rwanda than it was in Afghanistan.

260 - Private foundations, including endowed company foundations, are tax exempt; however, they must pay a modest excise tax on net investment income. All 501©(3) and 501©(4) organizations are tax exempt, but only contributions to a 501©(3) are tax deductible to the donor.

261 - Kasi pulled his car into a left-hand-turn lane, stopped, swung his door open, and stepped into the road. He saw a man driving a Volkswagen Golf and fired at him through the car’s rear window, then walked around and shot him three more times.

262 - There Clarridge pushed the operation to the limits, running speedy Q-boats to smuggle guns and plant mines. When his harbor-mining operations created a congressional uproar, Casey moved Clarridge to the European Division in the Directorate of Operations.

263 - The discarded weaponry offered the potential for a classical covert action play: The CIA would secretly use spoils captured from one of America’s enemies to attack another enemy. The CIA station in Riyadh, working with Saudi intelligence, assigned a team of covert logistics officers to round up abandoned T-55 and T-72 Iraqi tanks, armored personnel carriers, and artillery pieces.

264 - He felt that if they missed bin Laden, Clinton could just declare to the public that he had been targeting Taliban and al Qaeda “infrastructure” and “terrorist training camps” because of continuing threats. Clinton, however, was not enthusiastic about bombing Taliban and al Qaeda camps that Hugh Shelton derided as little more than “jungle gyms” if there was scant expectation that bin Laden or his top lieutenants would be killed.

265 - Too many of her projects, founded ostensibly ‘for the good of the nation’ were in fact ‘simply symbols of her love of glory, for if she really had the nation’s interest at heart, she would, after founding them, have also paid attention to their progress’. This was the voice of a scholarly aristocrat who had once enjoyed Catherine’s patronage as an historian but now found himself permanently excluded from her inner circle.

266 - Some of them wanted Massoud to participate in political talks that would create a unified Afghan government in exile, symbolically blessed by the king, to which disaffected Taliban commanders could defect. Others, like Hamid Karzai, wanted Massoud’s help to mount armed rebellions against the Taliban in Pashtun areas of southern Afghanistan.

267 - Sales managers are also needed to recruit, select, train, motivate, supervise, evaluate, and control salespeople. In essence, the firm has salespeople and sales managers who must engage in a variety of activities for the firm to perform successfully.

268 - It’s important to look at happiness in terms of timing because timing is easier to control than resources. It’s hard to become rich enough to buy your own private island but, relatively speaking, it’s easier to find a job with flexible hours.

269 - Yes, there are brilliant novels that run counter to this preference (or maybe it’s a prejudice)—Rebecca, by Daphne du Maurier, for one; A Dark-Adapted Eye, by Barbara Vine, for another—but I like to start at square one, dead even with the writer. I’m an A-to-Z man; serve me the appetizer first and give me dessert if I eat my veggies.

270 - Professor Francis Flynn of the Stanford Graduate School of Business walked me step by step through the findings of his breakthrough Heidi/Howard study. Sharon Meers generously shared all of the research she spent years doing for her book Getting to 50/50.

271 - To demonstrate their faith, the aspiring Mahdi’s followers had opened fire on worshipers with automatic weapons. Just outside Washington, President Jimmy Carter prepared for Thanksgiving at Camp David.

272 - Hugh Shelton, who stayed on as chairman of the Joint Chiefs of Staff, used the transition weeks to extricate the Navy from its obligation to maintain cruise missile submarines within striking distance of Afghanistan. The program had proved expensive; in addition, it disrupted deployments, and the CIA had never delivered intelligence precise enough to act upon.

273 - This type of laugh seemed stronger to me, as they would be laughing at something they chose, rather than being told exactly when to laugh. To test my idea, at my next appearance at the Ice House, I went onstage and began: “I’d like to open up with sort of a ‘funny comedy bit.’ This has really been a big one for me…it’s the one that put me where I am today.

274 - Diana had just spoken at a panel that I attended and we bumped into each other afterward—where else?—in the women’s room. We ended up having a talk that continued beyond the sinks, and she became a close friend and trusted advisor.

275 - You can’t please all of the readers all of the time; you can’t please even some of the readers all of the time, but you really ought to try to please at least some of the readers some of the time. I think William Shakespeare said that.

276 - What I noticed over the years was that for the most part, the men reached for opportunities much more quickly than the women. When we announced the opening of a new office or the launch of a new project, the men were banging down my door to explain why they should lead the charge.

277 - I told her I had another subject in mind and started pulling together a talk on how women can succeed in the workforce (a talk that TED later named “Why We Have Too Few Women Leaders”). Very quickly, I became excited.

278 - All quotations about Casey’s seizure and hospital discussions are from Joseph E. Persico, Casey: From the OSS to the CIA, pp. 551-57.

279 - For example, storing large amounts of fat was necessary to survive when food was scarce, so we evolved to crave it and consume it when it’s available. But in this era of plenty, we no longer need large amounts of fuel in reserve, so instead of simply giving in to this inclination, we exercise and limit caloric intake.

280 - Education and experience: Someone with ten years of experience can command higher compensation than someone just beginning his career. Education levels also affect salary, as does having specialized knowledge or skills.

281 - Secondly, we provide two fully trained Royal employed operators and professional reproduction management. Finally, we schedule all work, and protect you with comprehensive back-up capabilities at our Royal Reproduction Center .

282 - I. de Madariaga, ‘The secret Austro-Russian treaty of 1781’, SEER, 38 (1959), 114–45; Ransel, Politics, 254–5. 75.

283 - He worked so hard at the job in 1993 and 1994 that he suffered a heart attack, an event that caused him to give up cigar smoking but had little apparent impact on his schedule. Memos about covert action plans, international criminal cases, and intelligence policy flowed continually between Tenet’s desk and the CIA’s Office of General Counsel, the NSC, the Justice Department, and the Pentagon.

284 - “The Secretary’s Visit to Pakistan: Afghanistan,” cable from U.S. embassy, Islamabad, to Secretary of State, June 1, 1983, released by the Cold War International History Project. 29.

285 - It was impossible for her to come into my room without breaking at least one of my favorite toys, usually the favorite of favorites. Her gaze had some magical tape-destroying quality; any poster she looked at seemed to fall off the wall only seconds later.

286 - According to him, the empress’s obsessive quest for immortality had left her vulnerable to a series of cunning flatterers–Betskoy, Yelagin, Vyazemsky and Bezborodko prominent among them. Too many of her projects, founded ostensibly ‘for the good of the nation’ were in fact ‘simply symbols of her love of glory, for if she really had the nation’s interest at heart, she would, after founding them, have also paid attention to their progress’.

287 - *Kirby McCauley, my first real agent, used to quote science fiction writer Alfred Bester (The Stars My Destination, The Demolished Man) on this subject. “The book is the boss,” Alfie used to say in tones indicating that that closed the subject.

288 - Decision-makers feared that “the purpose and nature of the operation would be subject to unavoidable misinterpretation . .

289 - There the valley erupts in lush, wavy green fields, and the river sits as placidly as a glacial lake, braided by grassy sandbars. In front of the Massoud ancestral home in Jangalak, almost exactly halfway up the valley, the water is at its calmest.

290 - My cartooning career, for example, is a direct result of failing to succeed in the corporate environment. I was looking for a pattern with my speech that day.

291 - For the next three and a half years I experienced a total disconnect from normal life and a profound sense of aloneness, despite the love and support of family and friends. My quality of life was dipping below the point of being worth the effort.

292 - Can you expect 25 percent of your clients to pay the full fees for the service; 25 percent to pay 75 percent; 25 percent to pay 50 percent; and 25 percent to need full subsidies? Do any special requirements for providing the program exist?

293 - Likes to read popular books on management, particularly books that champion the bold, gut-feel entrepreneur. He would probably earn more money at Adams if hired.

294 - Lori did a great job running recruiting and within months was promoted to her current job, leading People@Facebook. When I asked her recently if she wanted to go back to marketing someday, she responded that she believes human resources allows her to have a greater overall impact.

295 - Disneyland on acid.” On the strength of everything that was happening, Bill McEuen closed a record deal with an uneasy Warner Bros. He took the Boarding House recordings up to his studio in Aspen and began editing them.

296 - The size of the grant should be appropriate to others awarded by the agency, and the focus of the foundation should be aligned with the project request. Foundation staff members talk with colleagues at other foundations.

297 - I continued to fulfill my contracts, mostly weekly gigs where I was allowed to “sit down,” a term meaning the performer wasn’t having to travel to a different town every night. Working in Vegas for several weeks, I taped tinfoil over the windows in my rental house so I could adjust to the city’s all-night schedule.

298 - For a review of consequences from negative self-evaluation, including depression and lower aspirations, see Sylvia Beyer and Edward M. Bowden, “Gender Differences in Self-Perception: Convergent Evidence from Three Measures of Accuracy and Bias,” Personality and Social Psychology Bulletin 23, no. 2 (1997): 169.

299 - The digitization of work (measurement, Internet connection, mechanization) makes typical MBAs very happy. This is the sort of thing you can put in a spreadsheet.

300 - Nonprofits that provide programs such as counseling or health-related services typically have sliding-scale fees. In other words, the amount you pay is based on your income and the number of people in your family.

1 - After 1987, ISI moved with CIA encouragement toward a system of “operational packaging” in which commanders, rather than political leaders, sometimes received weapons directly. What do all these statistics and supply system variations add up to?

2 - Even if you begin as a volunteer-run organization and work from a home office, you still need funds for letterhead, supplies, equipment, postage, and insurance. You’ll also have filing fees of at least several hundred dollars for your incorporation and tax-exemption applications.

3 - Obviously, either a change in managerial behavior toward the discontented entry-level salespeople was called for in this case, or the company’s recruitment and selection methods should have been changed. Either way, being able to match managerial actions to the situation, rather than responding within a narrowly defined range of behaviors, would be a big advantage to effective leadership.

4 - Writing and literature classes can be annoyingly preoccupied by (and pretentious about) theme, approaching it as the most sacred of sacred cows, but (don’t be shocked) it’s really no big deal. If you write a novel, spend weeks and then months catching it word by word, you owe it both to the book and to yourself to lean back (or take a long walk) when you’ve finished and ask yourself why you bothered—why you spent all that time, why it seemed so important.

5 - A few months later, we moved from Hollywood to Inglewood, California, and lived in a small bungalow on Venice Way, directly across from Highland Elementary School. This was the site of my first stage performance, where, in kindergarten, I appeared as Rudolph the Red-nosed Reindeer.

6 - My reaction is to push for people to resolve them quickly, in some cases before they realistically can. David Fischer and I have worked closely together for fifteen years at Treasury, Google, and Facebook.

7 - A separate issue is whether other cuts at the CIA during this period in the Directorate of Operations, on which the center heavily depended, merely shifted the burden of the budget problems from one CIA office to another. This, too, is a difficult question to resolve without fuller access to the classified budgets.

8 - She thought the sanctions drove America and Pakistan apart without having any impact on Islamabad’s nuclear ambitions. She and Clinton ultimately won new American aid for Bhutto’s government.

9 - The facility had a base headquarters and five satellite training areas, all of them primitively equipped. Because it was so close to the Pakistani border, officers from Pakistan’s Inter-Services Intelligence Directorate could make easy day trips for meetings, training, and inspections.

10 - For the rest of their lives his children remembered this little act of priority setting, not only as an object lesson in their minds but as an expression of love in their hearts. Work Centeredness.

11 - In September 1943, Casey, a Navy lieutenant, junior grade, was a landing craft production coordinator shuffling papers around a stifling Washington office. He had resolved not “to spend this war goosing ship builders,” and he had heard through his office grapevine about the outfit usually referred to as “Oh So Secret.” Casey knew a lawyer who knew Donovan, and he pushed himself forward.

12 - Apparently, the day before he had been taking his initial tour of the trading floor and commented, “Gold looks interesting.” This got repeated as “Rubin likes gold,” and someone spent millions of dollars to please the new boss. More than a decade later, I experienced my own “Rubin likes gold” moment.

13 - There were things wrong with this story (the biggest hole was probably Roger’s failure simply to start over with a different glue), but it was cute, it was fairly original, and I knew I had done some pretty good writing. After a long time spent studying the markets in my beat-up Writer’s Digest, I sent “Happy Stamps” off to Alfred Hitchcock’s Mystery Magazine.

14 - “I urge you in the strongest way to get the Taliban to expel bin Laden,” Clinton wrote Sharif on June 19. But the crisis only deepened.

15 - Later today, when I’m mentally spent, I’ll do a few hours of mindless drawing for the comics I already roughed out. So the first part of my system involves managing my mental and physical states so I can do more things with the right kind of energy.

16 - You still need to continue to show the appropriate sources of income, over any four-year period, to maintain public charity status. Advance rulings may seem tenuous, but they offer nonprofits an opportunity to develop the appropriate revenue streams and to become well-established organizations.

17 - The simple entry point for developing a news-reading habit is that you read only the topics that interest you, no matter how trivial they might be. That effectively trains you to enjoy the time you spend reading the news, even if the only thing you look at involves celebrity scandals and sports.

18 - According to a Lexis-Nexis search, Christopher did not publicly mention Afghanistan again during his term as Secretary of State except in four passing references, none of which addressed American policies or interests there. 6.

19 - In others, especially when team efforts are required, they would represent a sales management challenge. Salespeople who are highly committed to the organization but who do not strongly identify with their selling roles might be called corporate citizens.

20 - Richard L. Zweigenhaft and G. William Domhoff, The New CEOs: Women, African American, Latino and Asian American Leaders of Fortune 500 Companies (Lanham, MD: Rowman & Littlefield, 2011), 28–29. 11.

21 - “Unlike traditional forms of terrorism, such as state-sponsored or the Iran/Hezbollah model, Sunni extremists are neither surrogates of nor strongly influenced by one nation,” the FBI’s analysts wrote. “They are autonomous and indigenous.” There was now reason to “suspect Yousef and his associates receive support from Osama bin Laden and may be able to tap into bin Laden’s mujahedin support network.” In addition, they may also have been able to draw on Islamic charities for support.

22 - Centralization is most appropriate when environmental uncertainty is low, sales organization activities are routine and repetitive, and the performance emphasis is on effectiveness. Two of the most important factors in determining the appropriate type of specialization are the similarity of customer needs and the complexity of products offered by the firm.

23 - What’s the point of getting involved early when you can’t see what’s already done and your work will probably be redone anyway? The point of getting everyone involved early is simple: thrash late and you won’t ship.

24 - Around 1960, Forry (who sometimes referred to himself as “the Ackermonster”) spun off the short-lived but interesting Spacemen, a magazine which covered science fiction films. In 1960, I sent a story to Spacemen.

25 - (Much later, when asked to do the Playboy Interview, I called Hermon “The asshole of the world.” Hermonites were infuriated by that, and I hereby apologize. Hermon is really no more than the armpit of the world.)

26 - The cause for which you’re seeking money matters, your timing matters, and your organization’s reputation matters, but the most important element in raising money from an individual is to have someone he knows and trusts ask for the contribution. This fact is particularly true when it comes to major gift fundraising, where individuals ask other individuals (usually face-to-face) to make significant contributions, and special events fundraising (because most people are more comfortable socializing with people they know).

27 - His lapses prompted a writer from Glamour magazine to list a series of names and ask Bush what came to mind: Christine Todd Whitman, Madonna, Sex and the City, the Taliban. Whitman was a “good friend.” On the television show, Bush explained that he did not “get cable.” About the Taliban, he shook his head in silence.

28 - New laws and procedures had been enacted to ensure presidential and congressional control over CIA covert actions. Inside Langley the reforms produced anger and demoralization among the professional spy cadres, and even among those who welcomed some of the changes.

29 - When a female employee kicked off a negotiation by insisting that she should have a higher title and was underleveled because she was a woman, it immediately put him on the defense. She was speaking her truth, but in this case, her truth was an accusation with legal ramifications.

30 - The Internet permitted him to jump to a third circle, a hundred million or more people around the world who benefit from his art, who participate in his tribe and follow his work. As the third circle grows in size, the second circle takes care of itself.

31 - The Saudi-Egyptian intelligence report is from “Usama bin Ladin: Islamic Extremist Financier,” publicly released CIA assessment, 1996. 5.

32 - In that case, don’t move ahead until you consider the conse-quences of entering into competition with another nonprofit. If you face this situation, we recommend talking with the other nonprofit to find a common solution.

33 - My eyes have turned into magnifying glasses; the hideously bright morning light coming in through the hotel windows is being concentrated by them and will soon set my brains on fire. Participating in that day’s scheduled activities—a walk to Times Square, a boat ride to the Statue of Liberty, a climb to the top of the Empire State Building—is out of the question.

34 - And every time I didn’t embarrass myself—or even excelled—I believed that I had fooled everyone yet again. One day soon, the jig would be up.

35 - She had changed her name to the more mellifluous Nina Lawrence and landed a job dancing on The Smothers Brothers Comedy Hour, the hippest thing on television and Flower-Powered all over the place. She had begun dating Mason Williams, the head writer on the show.

36 - Alone in Virginia, orphaned, and half a world from home, he spent hours watching news from the Middle East on CNN: the Gulf War, the subsequent upheaval in Iraq, the conflict between Israelis and Palestinians. He told his roommate that he was going to do “something big,” maybe at the White House, maybe at the Israeli embassy in Washington.

37 - I have seen both men and women miss out on great opportunities by focusing too much on career levels. A friend of mine had been working as a lawyer for four years when she realized that instead of shooting for partner, she’d rather join a company in a sales or marketing role.

38 - On her return from Moscow, she had been disconcerted to find that the apartment being prepared for her confinement was in Elizabeth’s wing of the Summer Palace, where she was later to remember two sombre rooms, ‘badly done out with crimson damask, and with almost no furniture or comfort of any kind’. The reason for their location was confirmed when her child was taken from her at the end of a difficult labour lasting from two in the morning until midday.

39 - “We do not regard an attack against a convoy successful, even if we destroy many trucks or tanks, unless we bring back supplies,” Massoud told a visiting journalist in 1981.16 Massoud, the Soviets decided, was one bandit they had to stop quickly. In each of the first six Soviet assaults on the Panjshir between the spring of 1980 and the fall of 1982, Massoud hardly seemed to stand a chance.

40 - Salespeople with healthy egos are better equipped to deal with the possibility of rejection throughout the sales process. They are probably less likely to experience sales call reluctance and are resilient enough to overcome the disappointment of inevitable lost sales.

41 - A comparison of the more-effective and less-effective sales organizations indicated that those that were more effective had achieved much better results in many areas, compared with their less-effective counterparts. For example, the more-effective sales organizations generated much higher sales per salesperson ($3,988,000 versus $1,755,000) and much lower selling expenses as a percentage of sales (13 percent versus 18 percent) than the less-effective sales organizations.

42 - The jungle gym model benefits everyone, but especially women who might be starting careers, switching careers, getting blocked by external barriers, or reentering the workforce after taking time off. The ability to forge a unique path with occasional dips, detours, and even dead ends presents a better chance for fulfillment.

43 - He has held two visiting professorships at the University of Hawaii and another at the Kelley School of Business at Indiana University. In April 2002, Ramon received a Leavey Award.

44 - These included old commanders with Abdurrab Rasul Sayyaf, who was now an ally of Massoud and opposed to the Taliban; Shiite commanders who had worked with the CIA around Kabul during the late 1980s; and Pashtun elders and political figures who spent most of their time in Pakistan but who had kin networks in eastern Afghanistan and sometimes traveled across the border. (An exception was Abdul Haq, still regarded as unreliable by his former CIA allies.)

45 - I’ll bet you don’t know the answer to that question because it’s not the sort of thing anyone pays attention to. But now that I’ve put the idea in your head, you’ll automatically find yourself noticing the link between daily body maintenance and your not-so-mysterious happiness.

46 - This centralization is due to more line management levels, shorter spans of control, and a specialized sales training staff position. This example structure illustrates the important point that the specialized salesforces within a sales organization do not have to be structured in the same manner.

47 - people in organizations handle their interactions as though they are in charge of teaching people a lesson. We make policies and are vindictive and focus on the past because we worry that if we don’t, someone will get away with it.

48 - Squawking peacocks roamed the grounds, and there was a little wooden chapel that played organ music while you stared at a picture of Jesus and watched his eyes magically open. My first performances for a paying audience were at the Bird Cage, a wooden theater with a canvas roof.

49 - To speed reconstruction, materials were brought from both the Petrovsky palace and the old wooden palace in the Kremlin, dismantled in the spring (the Moscow nobility might have been unnerved to learn of the further order to survey the surrounding area for ‘buildings made of good timber belonging to private individuals’). By 10 November, 1018 men were already at work, erecting a new superstructure onto the existing foundations since fresh ones would have threatened a repeat of the disaster at Gostilitsy by sweating through the winter.

50 - In official meetings with the Taliban, American diplomats should strive to “demonstrate [American] willingness to deal with them as the new authorities in Kabul; seek information about their plans, programs, and policies; and express [U.S. government] views on areas of key concern to us—stability, human rights, narcotics, and terrorism.” Bin Laden ranked last on the cable’s more detailed list of issues for discussion. Washington’s confidential talking points suggested two very gentle questions for Taliban leaders.

51 - National Security Adviser Sandy Berger, who was primarily responsible for the classified legal authorizations, testified to the Joint Inquiry Committee: “We were not pursuing a law enforcement model. .

52 - Prince Georg of Holstein followed the Emperor as his nearest relation; then came the Prince of Holstein-Beck. The Empress followed also on foot, holding a burning taper and clad in a robe carried by all her maids of honour.

53 - When a motor truck first appeared in their territory, they set it on fire and sent its driver fleeing on foot. Abdul Aziz skillfully employed the Ikhwan to capture Mecca, Medina, and Jedda between 1914 and 1926.

54 - ‘Russia is a European State.’ Catherine began her first chapter with one of her few original contributions to her treatise, a cultural rather than a geographical claim, designed to challenge the prevailing view of her empire as a slough of oriental backwardness. The same motive underlay her implicit argument that Montesquieu had been wrong to classify Russia as a despotism ruled by fear, the only form of government he thought workable in a very large state and the ultimate insult in the vocabulary of eighteenth-century politics.

55 - Then they would all fly back to Islamabad where ISI would allow Kasi to be flown immediately to the United States. Rana agreed to the plan in its entirety.

56 - If you’re hiring the consultant to facilitate a one-day retreat for your board of directors, be sure that the contract includes the preparation time needed. Also, will the consultant be writing a report following the retreat?

57 - They may need an office environment to relate to, especially if their past work experience provided regular contact in an office environment. The independence of action traditionally enjoyed by salespeople is being scrutinized by sales managers more heavily now than in the past.

58 - As the festivities continued at Peterhof, good news from the Danube helped to compensate for a shocking report from the Volga. Pugachëv, having escaped capture at Berda in March, had emerged from his hideaway in the Urals and appeared before Kazan at the head of 20,000 troops on 11 July.

59 - She first encountered Stanislaw at Oranienbaum on 29 June 1755, when 121 guests of the first five ranks were spread across the palace staterooms at the banquet in honour of her husband’s name day.7 Though Peter had to be satisfied with toy soldiers in the winter months, he preferred drilling the real regiments he had been allowed to recruit from Holstein. An elaborate new star-shaped fort was built for their exercises.

60 - Kurt Vonnegut, for example, rewrote each page of his novels until he got them exactly the way he wanted them. The result was days when he might only manage a page or two of finished copy (and the wastebasket would be full of crumpled, rejected page seventy-ones and seventy-twos), but when the manuscript was finished, the book was finished, by gum.

61 - The degree to which you go to collect information about an applicant depends on the magnitude of the position. If you’re hiring someone to lead a large and complex organization, you likely want to dig deeper into a candidate’s background than if you’re hiring a data entry clerk.

62 - He made clear years later that in every case where Clinton’s Cabinet discussed cruise missile strikes, a decisive problem was the lack of absolute certainty that bin Laden was present. Tenet concluded that the CIA’s strategy against bin Laden had to be reexamined.

63 - In March the Saudis secured the defection of bin Laden’s Afghanistan-based treasurer, Mohammed bin Moisalih. He revealed the names of prominent Saudis who had been secretly sending funds to bin Laden.

64 - is backed up by considerable ability to do just that.” Religiously motivated terrorism such as that preached by bin Laden was on the rise, and this terrorism threatened greater casualties than past forms, Pillar acknowledged. Taking bin Laden out of action would be “a positive development,” he believed, yet al Qaeda would likely survive, other leaders would emerge, and Sunni Islamist extremism in Afghanistan and across the Arab world would continue.

65 - To this end, some companies hold extensive training and development sessions on “life planning” for their salespeople. In these sessions, salespeople define their short- and long-term personal goals.

66 - By refusing to declare the Taliban an enemy Clinton and his Cabinet made Tarnak a very complicated target. In another sense, however, the farm was a symbol of the political-military problem now commonly referred to in Washington as “asymmetric warfare,” which described the advantages that terrorists and guerrillas can exploit against a superpower by virtue of being small, dispersed, and blended with civilian populations.

67 - Jamaat’s student union leaders enjoyed an additional pedigree: They had lately emerged as favored political protégés of Pakistan’s new military dictator, General Mohammed Zia-ul-Haq. The general had seized power in July 1977 from the socialist politician Zulfikar Ali Bhutto, father of future prime minister Benazir Bhutto.

68 - I talked about leaving work to have dinner with my children and then getting back online after they went to bed. I said that I was sharing my schedule because I wanted to encourage others to personalize their schedules too.

69 - All this was discussed at the White House just two days before President Clinton faced a final vote on impeachment charges in the U.S. Senate. It seemed clear that Clinton would win the trial and finish out his term, but his power had fallen to its nadir.

70 - Gloria Steinem, “In Defense of the ‘Chick-Flick,’ ” Alternet, July 6, 2007, http://​www.​alternet.​org/​story/​56219/​gloria_​steinem%3A_​in_​defense_​of_​the_​‘chick_flick’. 2.

71 - One of Tenet’s aides referred to them derisively as “weekend warriors,” middle-aged and now prosperous Afghan fighters with a few Kalishnikovs in their closets. The tribal agents were being asked to take on vicious, religiously motivated bin Laden bodyguards who would fight to the death; it was small wonder that the team was reluctant to attack.

72 - The firm could take U.S. forecasts provided by the industry trade association and convert them to market and sales forecasts for each county by using their calculated indices and market shares. The use of market factor methods is widespread in the sales management area.

73 - My brother has always elected to work where his expertise would be in demand so he can have the greatest impact. Just as I believe everyone should have a long-term dream, I also believe everyone should have an eighteen-month plan.

74 - The first semi-pornographic engraving to feature the empress had appeared on 24 October 1787 NS, two months after the beginning of the Turkish war. Backed by a cowering Joseph II complete with dunce’s cap, Catherine appears as ‘The Christian Amazon’ as a simian Louis XVI lobs towards her two grenades that form testicles to the phallic symbol of the Turk’s bayonet.24 The great majority of such satirical prints, however, date from the spring of 1791.

75 - Soon Turkmenistan would teem with European venture capitalists, Arab sheikhs, and American petroleum company executives. They would come to get rich on his oil and gas, or to entertain themselves at his planned Disneyland-style resort.

76 - Also, if Kabul fell without a replacement government, there would be “political chaos,” Abdul Haq warned. Massoud and other commanders who could not accept Hekmatyar would wage war against him.

77 - They understand that there’s always another argument or mystery around the corner, which means that the map is never perfected. Craig Venter, who first decoded the human genome, didn’t wait for someone to tell him what to do next.

78 - There was a whole world of vicarious adventure which came packaged in black-and-white, fourteen inches across and sponsored by brand names which still sound like poetry to me. I loved it all.

79 - At Facebook, I teach managers to encourage women to talk about their plans to have children and help them continue to reach for opportunities. I give men the option of quoting me if the words don’t feel right coming out of their mouths.

80 - Happy to borrow an occasional joke from Lev Naryshkin–‘A capital at the edge of an empire is like an animal with a heart at the tip of its finger’–he kept most of these essays short, out of a self-confessed antipathy to ‘purely systematic ideas on serious subjects’. Nevertheless, the empress had encouraged him to write at length and he had no intention of patronising her.

81 - Content and delivery must consider the skill level, education level, and learning style of participants. 2.

82 - After refining the letter sent to the test group, and focusing on the kinds of lists that seemed to work best, the organization sends the full-blown mailing to hundreds of thousands of names. 6.

83 - If a CIA officer was killed on one of these trips, Pavitt was the one who would have to visit his widow and explain why it had all mattered so much.Was it likely that Massoud would help capture or kill bin Laden, or were they taking unnecessary chances? Pavitt’s questions provoked sometimes heated replies from working-level officers in the Counterterrorist Center.

84 - At the beginning of April 1769, Vladimir Orlov reintroduced her to Ivan Kulibin, the inventor from Nizhny Novgorod whose clock in the form of a mechanical toy egg struck the hour with Easter tunes and opened to reveal a scene of the Resurrection, played out by miniature figures done in gold and silver. Catherine rewarded him with 1000 roubles.57 God seemed firmly on her side when campaigning opened just before her fortieth birthday.

85 - The National Security Agency ramped up its telephone intercept network and combed its databases for clues. The NSA’s listeners searched the airwaves for suggestive fragments: a foreign intelligence agent talking about the case in celebratory tones, or a foreign head of government hinting at credit in a private meeting.

86 - Historians have argued ever since about the plausibility of this claim, resorting to precisely the sort of semantic debates that the empress hoped to avoid. Her intention was almost certainly not to distort Montesquieu, but rather to adapt the ideas of a writer she admired to Russian circumstances about which he knew little.

87 - The KGB’s Andropov—along with Gromyko and Ustinov—formed a working group that spring to study the emerging crises in Afghan communism. None of their options seemed attractive.

88 - CIA authority to transfer suspects offshore from one place to another—as in the case of rendition to Egypt or Saudi Arabia—was carefully documented in a succession of classified White House executive orders and national security memoranda, all of them briefed repeatedly to Congress. These included a Presidential Decision Directive, signed by President Clinton in 1995, which explicitly instructed the CIA to undertake covert “rendition” programs if they would enhance American national security.

89 - It’s a tiny difference, but over the course of an entire document, passive writing adds up and causes reader fatigue. Eventually I learned that the so-called persuasive writers were doing little more than using ordinary business-writing methods.

90 - My friend Jimmy Smith laughed so hard he slid into the footwell on the passenger side of the front seat. There he remained for most of the trip back to Bangor, chortling among the beer-cans.

91 - Untroubled by government, and funded by smugglers and organized crime networks rooted in Pakistan, Afghan poppy farmers supplied heroin labs nestled in cities and along the lawless Afghanistan-Pakistan border. By 1992 hundreds of tons of refined heroin flowed from these labs east through Karachi’s port or north through the new overland routes of the Russian mafia, destined for European cities.

92 - But when I got done beating the dystonia problem to death and rifling through its pockets, I came out the other end a far more efficient cartoonist. The quality of my drawing improved dramatically on the Wacom because it’s so easy to make small adjustments.

93 - sales the company salesforce will become more cost-efficient, because reps typically receive higher commission rates than company salespeople (see Figure 3.6). Marley Cooling Tower capitalizes on the different cost structure between company salesforces and independent reps. Tim Wigger, vice president of sales, manages a company salesforce of 40, plus 70 manufacturers’ reps.

94 - Their principal mission in Kabul for years had been to steal Soviet military secrets, especially the operating manuals of new Soviet weapons systems, such as the MiG-21 fighter jet. They also tried to recruit KGB agents and communist bloc diplomats onto the agency’s payroll.

95 - That beat is part of the genetic hardwiring (Kellerman writes a lot of frags because he hears a lot of frags), but it’s also the result of the thousands of hours that writer has spent composing, and the tens of thousands of hours he/she may have spent reading the compositions of others. I would argue that the paragraph, not the sentence, is the basic unit of writing—the place where coherence begins and words stand a chance of becoming more than mere words.

96 - When the school day ended at two o’clock, I was summoned to the principal’s office, where I was told I couldn’t turn the school into a marketplace, especially not, Miss Hisler said, to sell such trash as The Pit and the Pendulum. Her attitude didn’t much surprise me.

97 - If their airline started using hidden cameras and customer report forms to push them to do it more, they’d actually do it less. Manipulated art (even the art of service) ceases to be art.

98 - We’re going to be selective about who we’ll shoot.” But by the time the cables describing these assurances and conversations circulated at Langley, where the plan awaited approval from senior managers, there were some at CIA headquarters who began to attack the proposed Tarnak raid as reckless. Schroen urged his superiors to “step back and keep our fingers crossed” and hope the tribals “prove as good (and as lucky) as they think they will be.” But the deputy chief of the CIA’s clandestine service, James Pavitt, worried aloud about casualties and financial costs.

99 - The principals agreed that the CIA should pursue reconnaissance Predator flights in Afghanistan while work continued—the same recommendation Clarke had made unsuccessfully the previous winter. On Massoud, however, the CIA could at least start the paperwork.

100 - Haider hurriedly consulted Islamic scholars to fashion detailed religious arguments that might appeal to the Taliban. Flanked by translators, note takers, and Islamic consultants, he flew by executive jet to Kandahar’s airport, circling down over Tarnak Farm.

101 - I don’t decide to be unavailable for a romantic lunch with my wife; I simply have an exercise system. On some level it’s exactly the same, but it sure feels different.

102 - By the time she was ready to convene it, there was nothing insecure about Catherine’s position on the throne. As if to prove it, while the greater part of the Russian political nation gathered in the old capital to prepare for the commission’s opening, she herself set sail on a voyage down the Volga to Kazan, a Muslim city 500 miles east of Moscow, conquered by Ivan the Terrible in 1552 as his ‘gateway to Siberia’.

103 - For example, decentralized organization structures with few management levels, large spans of control, and the use of staff positions may be consistent with a specialized salesforce in some selling situations but not in others. The appropriate sales organization structure depends on the specific characteristics of a firm’s selling situation.

104 - Karzai was a “small player,” one U.S. official recalled, but his political and tribal allies were well wired in Kandahar and could provide helpful information about the Taliban and bin Laden. Arms supplies seemed implausible, however.

105 - He was seen by his State Department colleagues as closed off, unusually secretive, and protective of CIA turf. Pakistani intelligence also sent a brigadier and a colonel to take notes.

106 - I tell him I want to go to Northern Cumberland Hospital in Bridgton, because my youngest child—the one I just took to the airport—was born there twenty-two years before. I ask Fillebrown again if I’m going to die, and he tells me again that I’m not.

107 - Many corporations give in-kind gifts, which are contributions of goods and services instead of or in addition to cash contributions. Individual contributions.

108 - They would talk in Akhtar’s office or in a small dining room, attended by servants in starched uniforms. Outside, gardeners trimmed shrubbery or washed sidewalks.

109 - M. V. Klochkov, ‘Nakaz imperatritsy Ekateriny II v sudebnoi praktike’, Sbornik statei v chesti M. K. Liubavskago (Petrograd, 1917), 1–18. 51.

110 - I fantasized about all sorts of rejoinders, but in the end, my best response was to ignore the attacks and do my job. Arianna Huffington, founder of The Huffington Post, believes that learning to withstand criticism is a necessity for women.

111 - Unlike the mujahedin commanders who would turn up for staged training camp demonstrations, this Afghan leader rarely traveled to Pakistan. He operated almost entirely from his own strategic blueprint.

112 - Eventually, Bill McEuen and David Picker, who by now had left the studio, moved the film to Universal after Paramount passed. Carl Reiner, who, in a six-year burst of comic perfection, wrote and produced television’s The Dick Van Dyke Show, was our lucky choice as director.

113 - Professional people would replace a part-time operator (20 hours) and an operator that is on leave (20 hours). 2.

114 - Encourage them to leave as soon as they’re terminated and “walk them to the door.” Disgruntled former employees can damage your organization’s records and documents in a few days, hours, or even minutes. Wrongful discharge lawsuits are common and can be very expensive.

115 - One learns most clearly what not to do by reading bad prose—one novel like Asteroid Miners (or Valley of the Dolls, Flowers in the Attic, and The Bridges of Madison County, to name just a few) is worth a semester at a good writing school, even with the superstar guest lecturers thrown in. Good writing, on the other hand, teaches the learning writer about style, graceful narration, plot development, the creation of believable characters, and truth-telling.

116 - He stood exposed now beside a dim street, waiting, aware that an Afghan guerrilla’s sense of time might not conform to his own. Down the road rumbled a large, loud motorcycle driven by a man wearing the unmistakable pressure suit, coat, and helmet of a Soviet fighter pilot.

117 - If you’re writing or have written a novel, you’ll want to note the lists of literary agents in the writing magazines and in Writer’s Market. You may also want to add a copy of the LMP (Literary Market Place) to your reference shelf.

118 - A few blocks away from San Francisco’s Playboy Club, where I had died so swiftly, was a very different kind of club, one that booked current music acts, and where the waitresses were sexy but didn’t have to wear bunny outfits. I had played the Boarding House before, but only as a developing opening act.

119 - Could a Special Forces team be provisioned to lie buried in the sand flats near Tarnak for a few weeks, ready to call in a strike whenever bin Laden turned up? As he pushed for answers, Clarke summoned the direct authority of President Clinton.

120 - And so we’re trapped, always seeking to fit in a little more, always looking for one more signal that we haven’t gotten it just right, that the system is about to be disrupted, that the rules will change again and that we’ll have to adjust (again). The problem with being outwardly focused is that we have no center, nothing to return to.

121 - The word is only a representation of the meaning; even at its best, writing almost always falls short of full meaning. Given that, why in God’s name would you want to make things worse by choosing a word which is only cousin to the one you really wanted to use?

122 - Allowing personalities—liking one purchaser and disliking another—to affect price, delivery, and other decisions regarding the terms of sale. 4.

123 - In the early nineties, before they moved on to their own lives, my kids sometimes came up in the evening to watch a basketball game or a movie and eat pizza. They usually left a boxful of crusts behind when they moved on, but I didn’t care.

124 - What happens when the world cares more about unique voices and remarkable insights than it does about cheap labor on the assembly line? Marx also traced our evolution from a single-class world (tribe members) to a world with two levels: the bourgeoisie and the proletariat.

125 - Although you can’t always depend on the experience of others fitting exactly with your particular situation, examining what others have done is always wise. We’ve put together a needs assessment questionnaire (CD0903) as an example of a simple survey.

126 - There are plenty of details I could have added—the narrowness of the room, Tony Bennett on the sound system, the Yankees bumper-sticker on the cash register—but what would be the point? When it comes to scene-setting and all sorts of description, a meal is as good as a feast.

127 - Spoiled, tired executives are waited on by flight attendants for hours on end, rarely earning the service they demand. Sure, they paid for it, but all too often, they’re not open or receptive to it.

128 - Several men tried to reach her, but that day’s rip had developed a vicious undertow, and they were all forced back. In the end they could only stand around, tourists and townies, the teenager who became my mother among them, waiting for a rescue boat that never came and listening to that girl scream until her strength gave out and she went under.

129 - This situation is illustrated in Exhibit 4A.7, where some of the more accurate methods (e.g., decomposition) are not used by many firms. Strengths and weaknesses of each forecasting method are found in Exhibit 4A.8.

130 - For global tours his black Starlifter transport came outfitted with a windowless VIP compartment secured in the vast cargo bay. Inside were couches, a bed, worktables, and a liquor cabinet.

131 - One of her clients was willing to hire her in this new capacity but wanted her to start at the ground level. Since she could afford the temporary pay cut, I urged her to make the jump, but she decided against taking a job that put her “back four years.” I understood how painful it was for her to lose hard-earned ground.

132 - This was also the stated goal of American policy toward Afghanistan, albeit a policy that was lightly examined, adrift, and poorly funded. As they examined the details of the pipeline project, Raphel and the Clinton White House persuaded themselves that what was good for Unocal might also be good for Afghanistan.

133 - Wyeth-Ayerst offers other benefits, including child-care subsidies, educational assistance, and professional development programs. Please forward your resume with salary requirements to Wyeth-Ayerst.

134 - When that gift comes back to me, one day, in an unexpected way, I enjoy the work I did twice as much. Reciprocity defined as payment for my work isn’t the point.

135 - Second, it should identify the organization’s performance gap relative to benchmarked performance levels. Third, it should identify best practices and facilitators that produced the results observed during the study.

136 - Decorative souls may add a little lace, and welcome—my tablecloth is your tablecloth, knock yourself out. Likewise, the matter of the cage leaves quite a lot of room for individual interpretation.

137 - These programs are relatively quick and inexpensive compared with other recruiting methods, such as advertising, using employment agencies, and visiting college campuses. Referral programs also may be very effective.

138 - Salesforce deployment decisions include allocating selling effort to accounts, determining the appropriate salesforce size, and designing sales territories. The key considerations and analytical approaches for each of these decisions are discussed.

139 - These passports supplemented the false documents that bin Laden acquired for his aides from the travel papers of Arab volunteers who had been killed in the Afghan jihad. Working with liaison intelligence services across North Africa, Black and his Khartoum case officers tracked bin Laden to three training camps in northern Sudan.

140 - These details about the assassins, as well as other aspects of the plot described in this chapter, draw on two comprehensive journalistic investigations of Massoud’s death: Jon Anderson, The New Yorker, June 10, 2002, and Pyes and Rempel, Los Angeles Times, June 12, 2002. Time, August 12, 2002, also added fresh details to the record through interviews.

141 - Hart had gotten close to Abdul Haq since their initial meeting in Peshawar, and Haq assured him that they could make a quick tour inside with very little risk. Abdul Haq’s guerrillas ruled the roads and the footpaths, especially in the mountain ravines just above Peshawar.

142 - That Karzai provided $50,000 in cash and a large cache of weapons is from Karzai’s interview with Ahmed Rashid, The Daily Telegraph, December 8, 2001. Why Karzai supported the Taliban and that many Pashtuns hoped they would lead to the king’s return are from interviews with Qayum Karzai, May 19, 2002; Hedayat Amin-Arsala, May 21, 2002; Hashmat Ghani Ahmadzai, May 12, 2002; and Zalmai Rassoul, May 18, 2002, Kabul, Afghanistan (GW).

143 - For research on how aggressive women violate social norms, see Madeline E. Heilman and Tyler G. Okimoto, “Why Are Women Penalized for Success at Male Tasks? The Implied Communality Deficit,” Journal of Applied Psychology 92, no.

144 - American tolerance of the Taliban was publicly and inextricably linked to the financial goals of an oil corporation. There were by now about 1.5 million Afghan war dead, dating back to the Soviet invasion.

145 - Senior princes did not want their crackdown to be seen as violent or arbitrary or to create new waves of dissidents, stoking unrest. The Awakening Sheikhs were placed under house arrest, but the government quickly opened negotiations to address some of their demands.

146 - The linchpin is enlightened enough to see the world as it is, to understand that this angry customer is not about me, that this change in government policy is not a personal attack, that this job is not guaranteed for life. At the same time, the linchpin brings passion to the job.

147 - I’m often asked if I think the beginning writer of fiction can benefit from writing classes or seminars. The people who ask are, all too often, looking for a magic bullet or a secret ingredient or possibly Dumbo’s magic feather, none of which can be found in classrooms or at writing retreats, no matter how enticing the brochures may be.

148 - As expected, the more complex the product or service, the higher the likelihood that detailed knowledge about the offering will be stressed in the training program. Although it is an essential requirement, adequate product knowledge will not necessarily lead to sales success.

149 - The sales training process consists of assessing training needs, developing objectives, evaluating alternatives, designing the training program, carrying it out, and evaluating it. Sales managers face difficult decisions at each stage of the sales training process, because it is not only extremely important but also expensive, and there are many sales training alternatives available.

150 - But smart people don’t tolerate this for long, and the marketplace values these rare people too highly for this inequity to be a long-term solution for capitalists. If you are lucky enough to work with someone this generous, pay him a lot, or your competition will.

151 - Egypt, the most populous and historically influential country in the Arab world, was one of America’s closest allies, the second largest recipient of American aid after Israel, and a crucial partner with Washington in the Israeli-Palestinian peace process. Pillar and other CIA analysts believed the United States should do everything possible to shore up Mubarak’s government against the Islamists despite Mubarak’s obvious failings.

152 - I’ve spent a lot of time describing just one psychological phenomenon: the tendency to make irrational comparisons. But how many psychological tips and tricks does a person really need to understand in order to be successful in life?

153 - We’ve listed more sources of information about federal grants and contracts and suggested further steps to take in your research: See CD1604, the Federal Government Program Research Checklist. One great advantage of pursuing money from the government is that information of all sorts is public.

154 - Everything from food to luggage to phones to pens to insurance forms is transformed by design and art and insight. If art is about humanity, and commerce has become about interactions (not stuff), then commerce is now about art, too.

155 - Dressed as the ‘genius of victory’, Naryshkin’s son Dimitry led the empress through a portal emblazoned with the slogan ‘CATHERINE II: CONQUEROR’. Inside, he presented her with a laurel wreath and a speech which had been printed (in French) along with plans of the temple in a booklet distributed to all the guests.

156 - The BPI is an extremely useful tool for forecasting, because it is readily available and updated on an annual basis. It is most appropriate for often-purchased consumer goods because of the factors used in calculating the index for each area.

157 - But since the following day was mid-Pentecost, the empress and her suite processed through the rain for almost a mile to a sanctification service at a Jordan on the Volga. Once Grigory Orlov had passed her the customary glass of holy water, they returned to the cathedral where Gavriil had given ‘a very good sermon’ earlier that morning, and the empress lunched with him before finally boarding her galley, the Tver.

158 - case statement: A brief, compelling statement about an organization’s projects, accomplishments, and vision. challenge grant: A grant that’s made on the condition that other funds must be secured before it will be paid — usually on a matching basis and within a defined time period.

159 - The State Department could now honestly argue that U.S. policy was no longer the captive of Hekmatyar or Pakistani intelligence. At the same time the CIA would continue to press the covert war to increase rebel military pressure against Najibullah.

160 - After Jaji he began a media campaign designed to publicize the brave fight waged by Arab volunteers who stood their ground against a superpower. In interviews and speeches around Peshawar and back home in Saudi Arabia, bin Laden sought to recruit new fighters to his cause and to chronicle his own role as a military leader.

161 - The Near East officers did not doubt Massoud’s contempt for bin Laden and his Arab volunteers, but Schroen argued that geography and logistics made operations against bin Laden nearly impossible for Massoud. Even the Near East Division’s TRODPINT tracking team, operating on al Qaeda’s home turf around Kandahar, had been unable to produce reliable forecasts of bin Laden’s movements.

162 - The man Gauger was supposed to meet for lunch that day, political counselor Herbert G. Hagerty, later provided a comprehensive reconstruction of the attack in a chapter for the book Embassies Under Siege, edited by Joseph G. Sullivan. See also Dennis Kux, The United States and Pakistan, 1947-2000, pp.

163 - And the superpowers would have certain goals in common: a desire for stability in the Central Asian region and a desire to contain Islamic fundamentalism. “We have not approached the United States of America in a real way,” Gorbachev said.

164 - However, in an unconscious anticipation of the abbé Chappe d’Auteroche, Catherine declared Nizhny to be ‘abominably built’.42 Vladimir Orlov agreed: though the cathedral seemed in many ways the finest they had yet seen, there was ‘almost nothing worthy of remark’ in a town whose merchants seemed ‘very meagre’ in view of their advantageous position at the crossroads of Russian trade.43 Not content with decreeing the reconstruction of its principal public buildings, Catherine immediately set about founding a new trading company to boost the local economy.44 News of the impending bankruptcy of the British timber merchant William Gomm seemed to confirm all her suspicions about privileged manufacturers. Demanding ‘precise accounts’ of his various activities, which ranged from tobacco to iron, she was inclined to ‘conclude that all these are sustained out of state money’.45 One of the few bright spots in the visit was when Orlov introduced her to a local inventor, Ivan Kulibin, the protégé of an Old Believer merchant who delighted her with a microscope and telescope.

165 - I get so much joy out of watching the career of Emily White, who started working with me right out of college and now runs mobile partnerships for Facebook. When I first met Bryan Schreier, he had never worked in a tech company or traveled abroad, but he displayed unusually strong leadership and analytical skills.

166 - Shopkeepers in the ramshackle markets clustered around Ahmed Shah Durrani’s still magnificent tomb in central Kandahar—now a fume-choked city of perhaps 750,000—battled ruthless extortion and robbery gangs. Reports of unchecked rape and abduction, including child rape, fueled a local atmosphere of fear and smoldering anger.

167 - Top-down approaches typically consist of different methods for developing company forecasts at the business unit level. Sales managers then break down these company forecasts into zone, region, district, territory, and account forecasts.

168 - Bearden told colleagues that he respected Massoud’s track record as a fighter but saw Massoud already positioning himself to take power in postwar Kabul, hoarding supplies and limiting operations. “Ahmed, I know what you’re doing, and I don’t blame you, but don’t do it on my nickel” was the thrust of Bearden’s message.

169 - The Google management team shared this data openly with the female employees, and women’s self-nomination rates rose significantly, reaching roughly the same rates as men’s. All the feedback from TED convinced me that I should keep speaking up and encouraging others to do the same.

170 - And since many of the thousands of edicts promulgated in the intervening period remained unpublished, and some were mutually contradictory, there was much to do to bring order out of chaos. This task was to be left to a new Legislative Commission, a consultative body at which elected deputies from the free estates of the Russian empire–nobles, merchants, townsmen and state peasants–were to be encouraged to reveal the needs of provincial society ‘from below’.

171 - You can debate the morality of viewing profits as the top priority in business, but you can’t argue that it doesn’t work. At most, you can argue that some companies take it too far.

172 - M. Umbach, ‘Visual Culture, Scientific Images and German Small-State Politics in the Late Enlightenment’, Past and Present, 158 (1998), 110–45. 49.

173 - After lunch on 26 May, she drove out to watch the fire that blazed all day in Mesh-chanskaya Street.24 June brought the prospect of more pleasurable excursions, as she travelled first to Peter Shuvalov’s estate at Pargolovo and then to Peterhof, reliving the old days by dining in Aleksey Razumovsky’s rooms while hunting horns serenaded them outside. After another excursion a few days later, it was three in the morning before she returned from Monplaisir, the seaside pavilion at Peterhof.

174 - If you believe that your management and fundraising costs may be considered high in comparison to your overall budget, be prepared to explain your situation or consider reorganizing and streamlining your efforts. A growing number of Web sites about charitable giving analyze the percentage of nonprofits’ expenses dedicated to management and fundraising and use this information as a means of identifying which organizations make efficient use of charitable contributions.

175 - An issue of the classified National Intelligence Daily reported on April 20 that hundreds of Islamist militants had passed through the camps during the previous twelve months. In September, Langley cabled CIA stations worldwide to assess the vulnerabilities of bin Laden’s network and in November the agency identified a series of bin Laden–related targets for further intelligence collection.

176 - Some of them swore direct fealty to Osama bin Laden and the war-fighting organization he now called al Qaeda. Others said they never met bin Laden, nor did they consider him their general.

177 - Emily Pronin, Thomas Gilovich, and Lee Ross, “Objectivity in the Eye of the Beholder: Divergent Perceptions of Bias in Self Versus Others,” Psychological Review 111, no. 3 (2004): 781–99; Emily Pronin, Daniel Y. Lin, and Lee Ross, “The Bias Blind Spot: Perceptions of Bias in Self Versus Others,” Personality and Social Psychology Bulletin 28, no.

178 - These parents—mostly mothers—constitute a large amount of the talent that helps sustain our schools, nonprofits, and communities. Remember that mom who pointed out that my son should be wearing a green T-shirt on St. Patrick’s Day?

179 - Target markets are typically defined in broad terms, such as the small business market or the university market. Marketing mixes are also described broadly in terms of general product, distribution, price, and marketing communications approaches.

180 - Like the Americans, the Soviets had directed most of their resources and talent toward the ideological battlefields of Europe and Asia during the previous two decades. In the early spring of 1979 religious activists inspired by Khomeini’s triumphant return carried their defiant gospel across Iran’s open desert border with Afghanistan, particularly to Herat, an ancient crossroads on an open plain long bound to Iran by trade and politics.

181 - Sales analysis is more useful when sales results are compared with forecasts, quotas, previous time periods, and competitor results. 5.

182 - Faye J. Crosby, Margaret S. Stockdale, and S. Ann Ropp (Malden, MA: Blackwell, 2007), 235–70; and Ann Crittenden, The Price of Motherhood: Why the Most Important Job in the World Is Still the Least Valued (New York: Metropolitan Books, 2001). 10.

183 - Our paradigms, correct or incorrect, are the sources of our attitudes and behaviors, and ultimately our relationships with others. I remember a mini-Paradigm Shift I experienced one Sunday morning on a subway in New York.

184 - He cooks and cleans more, knows the details of the schedule, and is happy to be the number one, in-demand parent for half the week. A year and a half into this new arrangement, Andy told me that he loves his time alone with their boys and the increased role that he has in their lives.

185 - While the vast majority of women and mothers are working, when compared to their male counterparts, a sizable employment gap emerges. Surveys of highly educated men and women find that the postgraduation rates of employment and hours of employment are higher for men than for women, especially among those who have children.

186 - As late as 17 September, Trubetskoy remained uncertain of the guest list because the Synod had characteristically failed to tell him how many clergy would be attending. In the end, on the model of Elizabeth’s coronation, he arranged for four tables to be laid in the Palace of Facets for the churchmen and 102 senior courtiers, while 259 lesser ranking guests were accommodated in the hall above and 26 more in a neighbouring gallery.

187 - Interviews with U.S., Pakistani, Saudi, and Afghan intelligence officials involved with the Stinger program. 4.

188 - Had he approached his career with a specific goal in mind, or perhaps specific job objectives (e.g., his boss’s job), it would have severely limited his options. But for him, the entire world was his next potential job.

189 - Research on this topic, known as “expectancy theory,” finds that we tend to evaluate people based upon stereotypes about the groups to which they belong. When people act in ways that violate our preconceived expectations, we take notice and evaluate them more extremely and intensely than we would otherwise.

190 - He had ascended through education and restless work, winning entrance by competitive exam to the Boston Latin School, a centuries-old six-year high school whose Revolutionary War–era alumni included John Hancock, Paul Revere, and Benjamin Franklin, and which more recently had launched Joseph Kennedy, the political family’s patriarch. Clarke enrolled at age eleven, just as John F. Kennedy became president.

191 - And if your corpulent friends keep steering you toward fast-food joints when you’re together, that can hurt too. So it seems entirely plausible that hanging around with overweight people can influence your own waistline.

192 - In the CIA’s executive suites Tenet and clandestine service chief James Pavitt stressed that Langley would not make policy on its own—that was the lesson of the Iran-Contra debacle, they believed. For their part, Clarke and his White House colleagues repeatedly questioned the CIA’s ability to act creatively and decisively against bin Laden.

193 - I was so proud to be employed that some years later—still at Disneyland—I harbored a secret sense of superiority over my teenage peers who had suntans, because I knew it meant they weren’t working. In Frontierland, I was fascinated by a true cowboy named Eddie Adamek, who twirled lariats and pitched his homemade product, a prefab lasso that enabled youngsters to make perfect circles just like their cowboy heroes.

194 - After years as Zia’s intelligence chief, Akhtar wanted a promotion, and Zia rewarded him with a ceremonial but prestigious title. Zia named as the new ISI chief a smooth chameleon who spoke English fluently, Lieutenant General Hamid Gul.

195 - ‘Only those with no conscience would refuse to serve in a conscience court,’ Catherine insisted to her secretary in April 1782. And again in July: ‘The conscience court is the pulse showing the morals of each province.’81 To reinforce those morals, she had promulgated a lengthy Police Ordinance on 8 April–literally a ‘statute of good order’–which not only determined the procedures and punitive powers of urban police boards, but also embodied the Cameralist conception of ‘police’ as a rational, creative force for shaping her subjects’ behaviour.

196 - He organized militias to defend the northern gas fields that provided his government’s only reliable income. He was doing what he could, he told his Soviet sponsors.

197 - I still think it was a great idea, but managing programmers in India turned out to be impractical for me because of time differences, language issues, and my own time limitations. After too much time and expense on this side project, I let it go.

198 - When I arrived at college in the fall of 1987, my classmates of both genders seemed equally focused on academics. I don’t remember thinking about my future career differently from the male students.

199 - Quoted in S. Massie, Pavlovsk: The Life of a Russian Palace (London, 1990), 32–3, where the visit is dated 11 May, presumably the NS date of K. Kiukhel’beker’s letter to Maria Fëdorovna. Compare SIRIO, ix: 145–7, C. to Mariia Fedorovna, 2 May 1782; KfZh (1782), 186, 29 Apr.

200 - By 1983 the bureau employed about sixty officers and three hundred noncommissioned officers and enlisted men. It often recruited Pathan majors and colonels who spoke the eastern and southern Afghan language of Pashto.

201 - We will also fix all of your cost for the next three years (that includes supplies, machine, support and operators) if you sign a three-year agreement at the end of the trial period. this will enable you to sve upwards of another 10% per year.

202 - Here you can explore topics critical to your success—from negotiating effectively to understanding your strengths. You also can create and join Lean In Circles, small peer groups that meet in person for ongoing encouragement and development.

203 - I spent some time with Sir Richard, and I can tell you that you could certainly do most of what he does, perhaps better than he does it. Except for what he does for about five minutes a day.

204 - A charismatic Afghan army captain named Ismail Khan called for jihad against the communist usurpers that March and led his heavily armed Herat garrison into violent revolt. His followers hunted down and hacked to death more than a dozen Russian communist political advisers, as well as their wives and children.4 The rebels displayed Russian corpses on pikes along shaded city streets.

205 - To ignore the salesforce in this step of the training process, however, could be a serious sin of omis-sion. For example, when implementing a CRM strategy, Storage Tek, a network computing storage company, found resistance from its salesforce.

206 - I wouldn’t pick for long, though; I’d have to be home by five-thirty because we were all going to the movies. The General’s Daughter, starring John Travolta.

207 - ‘The purpose of this book is clear on every page,’ she retorted in notes which subsequently provided the basis for the interrogation conducted by Sheshkovsky, the prosecutor who later investigated Novikov. ‘Its author, infected and full of the French madness, is trying in every possible way to break down respect for authority and for the authorities, to stir up in the people indignation against their superiors and against the government.’ If Radishchev’s views on serfdom made him a rebel worse than Pugachëv, then the chapter on corruption, levelled primarily at Potëmkin (identifiable by his craving for oysters), revealed the purpose of the whole book: ‘It is a safe bet that the author’s motive in writing it was this, that he does not have entrée to the palace.

208 - At “the Farm” at Camp Peary, Virginia, the agency gave Hart the standard two-year course for career trainees, as aspiring case officers were called: how to run a paid agent, how to surveil targets and avoid being surveilled, how to manage codebooks, how to jump out of airplanes. Upon graduation Hart joined the Directorate of Operations, the clandestine service.

209 - My Ramblin’ Guy persona had been inspired, way back, by the folksinger Ramblin’ Jack Elliott’s outlaw stance, then reinforced by the Allman Brothers’ hit “Ramblin’ Man” and even Joni Mitchell’s “He’s a rambler and a gambler and a sweet-talkin’ ladies man.” It seemed like all the sexy guys were ramblers! I would sing: “I’M RA-uh-AM-uh-AM-uh-AM…[long pause]…BLIN’!” I liked to give myself heroic qualities that were obviously delusional.

210 - In California, for example, having one common occupational skill plus fluency in Spanish puts you at the head of the line for many types of jobs. If you’re also a skilled public speaker (good but not great) and you know your way around a PowerPoint presentation, you have a good chance of running your organization.

211 - They’re not refused because they’re wrong; they’re refused because the person doing the selling doesn’t have the stature or track record to sell it. Your boss has a worldview, too.

212 - It’s human nature to want to spend time with people who can appreciate a good laugh or, better yet, cause one. Take it from me when I say a good sense of humor can compensate for a lot of other shortcomings in one’s looks and personality.

213 - These organizations may use consultants or temporary employees to help raise money or catch up on filing, but they never have the money to support regular full-time employees. No rules exist about when a nonprofit organization should employ paid staff.

214 - Trumbo encouraged Mitzi to join him and she was whisked off to Budapest for the duration of the film. After I’d received several charming letters from her and then noticed a lag in the regularity of their arrival, Mitzi sent me a gentle and direct Dear John letter.

215 - In this way America unnecessarily made easier, to at least a small extent, the work of al Qaeda recruiters. Largely out of indifference and bureaucratic momentum, the United States constructed its most active regional counterterrorism partnerships with Pakistan and Saudi Arabia, despite evidence that both governments had been penetrated by al Qaeda.

216 - If you have the support, and foreclosure isn’t hanging over your agency’s head, the best way to get started is to form a planning committee. This small group of board members, staff, and one or two outside people can take on the role of guiding the planning process and, in the beginning, pull together the facts and observations that you need to make your planning decisions.

217 - Miller had to content himself with rolling out more tear gas canisters as fire engulfed the building he was sworn to protect. When the lobby had completely filled with smoke, the Marines retreated upstairs to join the rest of the embassy staff in the third-floor vault.

218 - If my sense of security lies in my reputation or in the things I have, my life will be in a constant state of threat and jeopardy that these possessions may be lost or stolen or devalued. If I’m in the presence of someone of greater net worth or fame or status, I feel inferior.

219 - Sure, the physical manifestation of the art might sell for a million dollars, but that painting or that song is also going to be enjoyed by someone who didn’t pay for it. Art is not limited to art school, or to music or even to the stage.

220 - Marty Miller found Robin Raphel, the Assistant Secretary of State for South Asia, who oversaw policy toward Afghanistan, “very helpful.” He met with her whenever they were both in Washington. They compared notes about trips they each took to the region, the conversations they had, and the impressions they formed about Afghan and Pakistani politics.

221 - Chris and I liked just about any horror movie, but our faves were the string of American-International films, most directed by Roger Corman, with titles cribbed from Edgar Allan Poe. I wouldn’t say based upon the works of Edgar Allan Poe, because there is little in any of them which has anything to do with Poe’s actual stories and poems (The Raven was filmed as a comedy—no kidding).

222 - Meanwhile, through the Stinger missile recovery program and occasional meetings with CIA officers at safehouses in Tajikistan and in the Panjshir, Massoud kept his lines to Langley open. At the State Department, Pickering and Inderfurth evolved a more nuanced policy toward Massoud by the summer of 1999.

223 - Past attempts to negotiate with Sudan had yielded no improvements in its record of coddling terrorists and waging a brutal civil war against Christian rebels in the south, the cabinet group concluded. If closing the embassy isolated Khartoum’s government, perhaps that would be the right signal after all, some of the participants in the meetings said.

224 - Some years later Uncle Oren had it authenticated by a Homer expert in New York, and a few years after that I believe he sold it for a good piece of money. Exactly how or why Fazza came by the engraving in the first place is a mystery, but there was no mystery about the origins of the toolbox—he made it himself.

225 - The older Muslim Brotherhood–influenced leaders such as Rabbani and Sayyaf regarded Hekmatyar’s group as a rash offshoot. The more professorial Afghan Islamists spoke of broad, global Islamic communities and gradual moral evolution.

226 - If all online products at all online stores are the same, then of course I’ll use a price-shopping Web site to find the cheapest product. If all employees are nothing but a resume, and resumes can be scanned, then why are we surprised that our computers end up finding us anonymous average people to fill our anonymous average jobs?

227 - If I got some laughs, I could almost make it, but if the audience was dead, my twenty-five-minute show would shrink to about twelve. Afraid of falling short, I ad-libbed, wandered around the audience, talked to patrons, joked with waitresses, and took note of anything unusual that was happening in the crowd and addressed it for laughs, in the hope of keeping my written material in reserve so I could fill my time quota.

228 - Perhaps we remember victories that weren’t so amazing in reality, or we remember normal events as being huge coincidences. False memories are so common that you’ve certainly experienced them.

229 - That Clinton overruled the Secret Service is from Daniel Benjamin and Steven Simon, The Age of Sacred Terror, pp. 317-18.

230 - He is the leading banker to the Amish community there, and he says he’s never lost a single house to foreclosure. Bill isn’t Amish, but most of his customers are.

231 - Marketing mixes are also described broadly in terms of general product, distribution, price, and marketing communications approaches. All accounts within a target market (e.g., all small businesses or all universities), however, are not the same in terms of size, purchasing procedures, needs, problems, and other factors.

232 - The walls in the living room were large, and they give me my most vivid memory of the house, for they were covered with art. Political art.

233 - He protected Atta from bin Laden’s hectoring about timing and targets and tried to give the Egyptian the space and resources he needed to bring the project to completion. Atta selected early September after determining Congress would be in session.

234 - Some in the army and ISI agreed with her, but the Taliban did not care for these Pakistani diplomatic nuances. They still meant what they said: They did not want to negotiate with other Afghan leaders, they wanted to hang them.

235 - Once the major incidents had been summarily put down, the empress turned her mind to more fundamental change. Although serfdom was far too integral to Russian political culture to allow for wholesale emancipation of the serfs, an audience with Pastor Eisen in October 1763 may have persuaded her to try out his controversial ideas for a free, property-owning peasantry on the crown estate at Bronnaya, beyond Oranienbaum.

236 - Technology was transforming communication and changing lives not just in the United States and developed countries, but everywhere. My long-term dream instinct kicked in.

237 - If you send a fundraising letter, you can borrow wording from the case statement to write that letter or include a copy of the case statement with the letter. Instructions for writing a case statement resemble a recipe for stew or soup.

238 - He talked to commanders who operated in the west of Afghanistan, in the central Hazara region, and also some who fought near Kandahar, the southern city that was Afghanistan’s historical royal capital. He drove up to Chaman on the Afghan border and talked with carpet merchants shuttling back and forth into Afghanistan.

239 - That goes for reading and writing as well as for playing a musical instrument, hitting a baseball, or running the four-forty. The sort of strenuous reading and writing program I advocate—four to six hours a day, every day—will not seem strenuous if you really enjoy doing these things and have an aptitude for them; in fact, you may be following such a program already.

240 - Look for accuracy and for anything that looks fishy, such as checks made out to vendors you don’t recognize, checks canceled by people or businesses other than those to whom they’re written, or canceled checks that are missing from bank statements. Embezzlement is rare but possible, and taking these steps is a way to detect it.

241 - P. A. Viazemskii, Polnoe sobranie sochinenii, v: 127–8; A. F. Merzliakov, ‘Rassuzhdenie o Rossiiskom slovesnoti v nyneshnem ee sostoianii (1812)’ reprinted in Literaturnaia kritika 1800–1820-kh godov, ed. L. G. Frizman (M, 1980), 125.

242 - For example, Frito-Lay uses 18,000 route service salespeople to call on retail customers at least three times weekly. Larger customers see their Frito-Lay representative on a daily basis.

243 - When my son Owen was seven or so, he fell in love with Bruce Springsteen’s E Street Band, particularly with Clarence Clemons, the band’s burly sax player. Owen decided he wanted to learn to play like Clarence.

244 - Maybe a joint program is called for, or maybe you find that the other group is in a better position to offer the program. Don’t force your decisions.

245 - The Pentagon and intelligence community both provided analysis to Clinton, as he recalled it years later, arguing that Massoud was receiving all the weapons he could handle from other suppliers, and that in any event he would never be able to defeat the Taliban or govern Afghanistan from Kabul. This certainly was Shelton’s consistent view from the Pentagon.

246 - Moreover, an Egyptian agent working with the CIA had returned soil samples from al Shifa that showed precursor substances associated with chemical weapons. The CIA had reported on this finding to the White House in late July, just before the African bombings.

247 - Many people forget that foundations are nonprofit organizations with mission statements and their job is to support proposals that further their missions. Your job as a grant seeker is to measure how your goals align with their purposes.

248 - Decisions concerning centralization, span of control versus management levels, and line versus staff positions require analysis of similar selling situation factors. Decisions in these areas must be consistent with the specialization decision.

249 - Board members and staff — or anyone, for that matter — can’t personally benefit from nonprofit funds except for compensation for services provided or reimbursement of expenses. In a for-profit business, net earnings (meaning profit) at the end of the year can be shared among the company’s owners or stockholders.

250 - Osama bin Laden’s father, Mohammed bin Laden, the company’s founder and patriarch, had earlier received a large contract from the Saudi royal family to renovate and extend the Grand Mosque. His company also constructed highways leading to Mecca.

251 - Context for the decision directive’s issuance can be found in Daniel Benjamin and Steve Simon, The Age of Sacred Terror, pp. 229-30.

252 - As Casey’s executive assistant Robert Gates put it, telling the new director what he wanted to hear, “The CIA is slowly turning into the Department of Agriculture.” Casey wanted more human agents working outside of embassies, using what the agency called “nonofficial cover” as businessmen or academics, and he wanted to draw more heavily on American immigrant communities to find agents who could penetrate foreign societies. He came across as a whirlwind.

253 - The trainer must clearly understand the program’s objectives, as well as the concepts, behaviors, and attitudes to be acquired by participants. 7.

254 - Heyducks dressed in red breeches, like the Hussars, and a fancier tunic, trimmed with lace, loops and large buttons. For state occasions and major religious feast days, the livery was still more extravagant.

255 - It is a challenge to determine how much of each team member’s pay should be based on individual performance and how much on team performance. In most team selling situations, salary is the major compensation component, although bonuses, commissions, and other team rewards can have a positive influence on motivation.

256 - It’s tempting, for example, to launch a strategic planning effort if you just lost a major source of funding. But you have more immediate concerns to deal with in that situation.

257 - This area of Orange County gleamed with newness, and the move enabled me to place my small hand on Opportunity’s doorknob. In the summer of 1955, Disneyland opened in Anaheim, California, on a day so sweltering the asphalt on Main Street was as soft as a yoga mat.

258 - The U.S. military relied heavily on its alliances with the wealthy Persian Gulf emirates despite their occasional support for Islamists. To even consider a strike against bin Laden they needed to be completely sure, some of those involved argued.

259 - My brother has always elected to work where his expertise would be in demand so he can have the greatest impact. Just as I believe everyone should have a long-term dream, I also believe everyone should have an eighteen-month plan.

260 - I’ll answer those questions because some of you might be on the fence about giving up a traditional meat-based diet. I don’t recommend a vegetarian diet, or any other diet, because I’m not a doctor.

261 - At night, preoccupied by the success or failure of that evening’s show, I would return to my motel room and glumly watch the three TV channels sign off the air at eleven-thirty, knowing I had at least two more hours of ceiling staring to do before the adrenaline eased off and I could fall asleep. While I toured around the country, Bill had found a Los Angeles agent whom we both adored: Marty Klein.

262 - I’m asking myself What’s it all about, Stevie, in other words, and what I can do to make those underlying concerns even clearer. What I want most of all is resonance, something that will linger for a little while in Constant Reader’s mind (and heart) after he or she has closed the book and put it up on the shelf.

263 - My bullshit filter tells me that the health benefits of a vegetarian diet are probably real and probably substantial. The studies seem to line up in that direction.8 Science provides one element of the truth filter.

264 - Minor adjustments in reward systems can be made relatively painlessly, and sometimes even pleasurably, for all concerned parties. For example, the sales manager might plan three sales contests this year instead of the customary two, or could announce a cash bonus instead of a trip to Acapulco for those who make quota.

265 - ‘The marriage, which was to have been solemnised as yesterday, is put off till tomorrow,’ he reported on 20 August, ‘and some say till Sunday next, or til the weather gets better, for we have lately had great rains here.’87 He need not have worried. So anxious was the empress to secure the succession and hasten the departure of Johanna Elisabeth that she would brook no further delay.

266 - Private foundations, although they, too, are recognized under section 501©(3), may not participate in any legislative lobbying. The only exception to this rule is when pending legislation may have a regulatory impact on the foundation.

267 - Especially given your health, your family, the economy, your age, the neighborhood, your organization, your education, and your dreams. Everyone feels the same way.

268 - The salesperson with the highest level of sales may have the best territory and may not necessarily be the best performer in generating sales. In fact, some research shows that rewards for achieving results have a negative effect on performance and satisfaction because salespeople may view the rewards as arbitrary if the goals are beyond their control.35 Aside from the impossible task of developing territories that are exactly equal, the only way to address this potential problem is to compare actual results with standards that reflect the unique territory situation faced by each salesperson.

269 - Popular culture has long portrayed successful working women as so consumed by their careers that they have no personal life (think Sigourney Weaver in Working Girl and Sandra Bullock in The Proposal). If a female character divides her time between work and family, she is almost always harried and guilt ridden (think Sarah Jessica Parker in I Don’t Know How She Does It).

270 - You may have the opportunity to use a volunteer consultant provided by a program that provides free or low-cost assistance to nonprofits. Interview these individuals just as you would a paid consultant.

271 - Her bedside table was covered with prescription painkillers, and he was afraid there might be something seriously wrong with her. “She’s always smoked like a chimney, you know,” Dave said.

272 - He had thought the Taliban had banned ball games, but now it looked as if maybe some games were okay. As possible gifts Miller had stashed in his truck dozens of neon orange soccer balls and Frisbees.

273 - In an ideal situation, you want to begin your efforts to reach the media four or five months in advance of that hoped-for coverage. The first two months are spent creating press releases and public service announcements and shooting and developing photographs.

274 - That impression is doubly true if the first thing you think of in a vegetarian diet is tofu, and I find that is often the case. As a public service, I’ve listed below the condiments, seasonings, and ingredients that can add flavor to most foods that would be otherwise bland.

275 - On 7 June, after lunch at Znamenskoye with the Chief Cup-Bearer, Alexander Naryshkin, she took a stroll through the garden to see the museum where her host preserved a treasured yacht built before the foundation of the Russian fleet in the early 1690s. From there, it was but a short journey to inspect the troops on exercise in the neighbouring fields.

276 - As illustrated in the preceding example, ROAM calculations provide an assessment of profitability and useful diagnostic information. ROAM is determined by both profit contribution percentage and asset turnover.

277 - Special attention is directed toward the use of different sales organization structures in different selling environments. Salesforce deployment decisions include allocating selling effort to accounts, determining the appropriate salesforce size, and designing sales territories.

278 - The Directorate of Operations now had fewer than eight hundred case officers worldwide, about a 25 percent decline from the peak years of the Cold War. Stations had closed not only in Afghanistan but across the Third World.

279 - If you skip exercise because of your hair, remind yourself during those many hours of brushing, curling, straightening, and drying that the long-term payoff for your efforts is to become less attractive, less employable, and less healthy. When you change how you think, it eventually changes how you behave.

280 - It occurs to me, in a muddled sort of way, that an hour before I was taking a walk and planning to pick some berries in a field that overlooks Lake Kezar. I wouldn’t pick for long, though; I’d have to be home by five-thirty because we were all going to the movies.

281 - Kunal Modi, “Man Up on Family and Workplace Issues: A Response to Anne-Marie Slaughter,” The Huffington Post, July 12, 2012, http://​www.​huffingtonpost.​com/​kunal-​modi/. 19.

282 - Guys like that sort of humor too, but my observation is that men are far more likely to enjoy traditional jokelike stories that are more engineered than organic. Know your audience.

283 - When we returned to school for our second year, six men let it be known that they had won this award. I multiplied my check by seven and it revealed a nearly round number.

284 - An asymptote is a line that gets closer and closer and closer to perfection, but never quite touches. If you make widgets and one out of ten is defective, improving quality has a huge amount of value, to you and to your customers.

285 - The boxed motto in the upper lefthand corner was not “All the News That’s Fit to Print” but “All the Shit That Will Stick.” That piece of dimwit humor got me into the only real trouble of my high school career. It also led me to the most useful writing lesson I ever got.

286 - There was enough concern and confusion about this question among State Department diplomats in the embassy that before his murder, Ambassador Dubs had asked his CIA station chief point-blank whether there was any foundation to the rumors. He was told emphatically that Amin had never worked for the CIA, according to J. Bruce Amstutz, who was Dubs’s deputy at the time and became U.S. chargé d’affaires after his death.

287 - We don’t recommend it, because you’re going to have enough on your plate, especially when you’re starting out, but it is possible. The business is subject to all regular taxes, just like all other for-profit businesses.

288 - My best guess is that there are a few hundred rules in psychology that you should have a passing familiarity with. I’ve been absorbing information in this field for decades, and I don’t feel that I am getting anywhere near the end of it.

289 - On learning of this new outbreak of pox, accompanied by a high fever, Elizabeth raced back from St Petersburg to join her nephew at Khotilov, a staging post between Novgorod and Tver where they had all celebrated her birthday on 18 December. Cancelling the New Year’s banquet, she stayed with him there until his recovery was assured, having cannon hauled specially from Tver to celebrate Epiphany, though Khotilov was too far from the river to conduct the customary blessing of the waters.71 By 26 January, empress and heir were safely back at Tsarskoye Selo.

290 - I think most people hold back their full powers of persuasion because it doesn’t feel good to be manipulative. It’s one thing to speak your mind and voice your preferences, but you hope that other people agree with you because of the thundering rightness of your arguments.

291 - The Don Wash Auditorium seated fifteen hundred people, and its interior narrowed like a funnel to focus all eyes on its polished hardwood stage. The proscenium was framed by heavy velvet curtains, and the acoustics were—and still are—brilliant and sharp, making microphones unnecessary.

292 - Almost everyone can remember losing his or her virginity, and most writers can remember the first book he/she put down thinking: I can do better than this. Hell, I am doing better than this!

293 - Recognizing the role emotions play and being willing to discuss them makes us better managers, partners, and peers. I did not always understand this.

294 - Under interrogation in Moscow in Nov. 1774, Pugachëv claimed to be in his thirty-third year: see R. V. Ovchinnikov, ed., Emel’ian Pugachev nad sledstvii (M, 1997), 127. 59.

295 - G. I. Smagina, ‘Kniaginia Ekaterina Romanovna Dashkova: Shtrikhi k portretu’, in E. R. Dashkova, O smysle slova ‘vospitanie’: sochineniia, pis’ma, dokumenty (M, 2001), 56–63, 71–2. 122.

296 - The right answer for you might be some combination of what you’re already doing and what you read here. You’re the best judge of what works for you, as long as you acquire that wisdom through pattern recognition, trial, and observation.

297 - Sales performance in Sally’s territory is much lower than it might be if more selling attention were given to her trading areas. Profit performance is low in Andy’s territory because too much selling effort is being expended in his trading areas.

298 - As the wife of a mere colonel, the most junior officer admitted to the coronation, the princess was relegated to the back of the stand, even though her husband, as one of the two masters of ceremonies, had the honour of leading the procession of the imperial regalia from the Senate Palace, where they had been stored overnight, to the Palace of Facets.64 The slight still rankled when Dashkova came to write her self-serving memoirs in 1804. Blaming her humiliation on the Orlovs, who distrusted her as the younger sister of Peter III’s disgraced mistress, Elizabeth Vorontsova, she was forced to swallow her pride or absent herself altogether, as friends advised her to do.

299 - Working in Vegas for several weeks, I taped tinfoil over the windows in my rental house so I could adjust to the city’s all-night schedule. According to scientists, no sunlight for two weeks can do things to a person, such as make you insane.

300 - You must be prepared to do some serious turning inward toward the life of the imagination, and that means, I’m afraid, that Geraldo, Keith Obermann, and Jay Leno must go. Reading takes time, and the glass teat takes too much of it.

1 - Hundreds of Soviet military and political advisers were barracked in Afghan cities and towns to organize secret police networks, army and militia units, small factories, and coeducational schools. Advised by the KGB, Kabul’s Marxists launched a terror campaign against religious and social leaders who might have the standing to challenge communist rule.

2 - Its main garrison fell in late March 1991, the most significant rebel victory since the withdrawal of Soviet troops. But Peter Tomsen’s hope that the victory would boost the power of his commanders’ shura was thwarted.

3 - As an extra bonus, our first grandchild was in the house, three months old and happily jerking at a helium balloon tied to his foot. On the nineteenth of June, I drove our younger son to the Portland Jetport, where he caught a flight back to New York City.

4 - A critical aspect of this method involves determining the appropriate weight () for this year’s company sales. This is typically accomplished by examining different weights for historical sales data to determine which weight would have generated the most accurate sales forecasts in the past.

5 - I also started paying more attention to the working hours of those around me; cutting unnecessary meetings saved time for them as well. I tried to focus on what really mattered.

6 - Folderoo: In the early days of Dilbert, when floppy disks were still in widespread use, it was common to hand a coworker a document along with a floppy disk in case the coworker needed to make changes. The problem was that there was no elegant way to attach a floppy disk to a piece of paper.

7 - If you want a job where the people who work for you do exactly what they’re told, don’t be surprised if your boss expects precisely the same thing from you. If you want a job where you don’t need to be creative because the company’s cost structure is so aggressive that customers just materialize, don’t be surprised if the low cost structure costs you your job.

8 - Raphel and her colleagues heard the CIA-Unocal-Taliban conspiracy stories so often and in such credible detail that they privately asked Langley a few times for confirmation that there was no fire beneath all this smoke. They were assured that the CIA was clean.

9 - For its part, the CIA’s Near East Division, led by the Afghan task force director Frank Anderson, began to argue that the CIA’s work in Afghanistan was finished. The agency should just get out of the country when the Soviets did.

10 - As for postwar Afghan politics, the CIA’s Twetten felt that the Afghans “were going to have to sort it out themselves. .

11 - She explained, as kindly as she could, that I was charming, not ridiculous, but I was forever after reluctant to sing in public. Having been given a few store-bought magic tricks by an uncle, I developed a boy’s interest in conjuring and felt a glow of specialness as the sole possessor—at least locally—of its secrets.

12 - If you feel you need permission to do all the reading and writing your little heart desires, however, consider it hereby granted by yours truly. The real importance of reading is that it creates an ease and intimacy with the process of writing; one comes to the country of the writer with one’s papers and identification pretty much in order.

13 - Above it hung a massive canopy decorated with crimson velvet into which a cross and a crown lying on a feather pillow had been embroidered in gold and silver. The interior of the canopy was embroidered with the empress’s monogram.52 No matter that the Russian Court had never adopted the elaborate public rituals of the lever and coucher practised at Versailles, or that Elizabeth preferred to sleep in a room next to Aleksey Razumovsky’s: the state bed’s purpose was representational rather than functional.

14 - (One French scholar likened the brothers to the conservative, elite lay Catholic organizations in the West such as Opus Dei.5 Throughout his life CIA director William Casey was attracted to these secretive lay Catholic groups.) As the movement’s distinctive green flag with crossed white swords and a red Koran spread across Egypt, the Muslim Brotherhood’s numbers swelled to half a million by 1949.

15 - Since Catherine had every reason to admire him, Grimm found himself subjected to a charm offensive almost as soon as he arrived in St Petersburg. Even before the wedding, General Bauer had already made the first attempt to lure him into Russian service; Vladimir Orlov tried again shortly afterwards.

16 - This two-step process usually consists of forming a nonprofit corporation under the laws of your state and then submitting an application form to the Internal Revenue Service (IRS) requesting that your organization be recognized as tax exempt. In this chapter, we provide a guide to the incorporation and exemption process and give you suggestions about where you can go for help.

17 - Mohammed Yousaf, the ISI brigadier who was the Afghan operations chief during this period, recalled that it was Casey who first urged these cross-border assaults during a meeting at ISI headquarters late in 1984, on the same visit that the CIA director traveled to the rebel training camps by helicopter. As Yousaf recalled it, Casey said that there was a large Muslim population across the Amu Darya that could be stirred to action and could “do a lot of damage to the Soviet Union.” The CIA director talked about the propaganda efforts but went further.

18 - Choose an individual who is considered to be (or to have been) a great leader (e.g., Lee Iacocca, J.F.K.). Use library resources, the Internet, and so on, to examine this individual to determine what makes (or made) this person such a good leader.

19 - These included the first published interrogation statements from captured al Qaeda leaders such as the architect of the September 11 operation, Khalid Sheikh Mohammed. In addition to the commission’s work the non-governmental National Security Archive published during 2004 some new declassified American diplomatic cables about Afghanistan, Pakistan, and bin Laden.

20 - An example of calculating a moving averages company sales forecast for two- and four-year time frames is presented in Exhibit 4A.2. As illustrated in this example, the moving averages method is straightforward and requires simple calculations.

21 - At one stage the plot became so serious that Lake moved out of his suburban home and authorized a countersurveillance effort aimed at detecting his assassins. This security effort required Lake to authorize secret wiretaps of all his telephones.

22 - Years later, when he wanted to pursue a new career as an investor, I introduced him to his current partners at Sequoia Capital. He is now a highly successful early stage venture capitalist, and I can see the impact he has on the companies he advises.

23 - Mention major grants being submitted for all aspects of the organization or include them as a list in the appendix. As we mention earlier in this chapter, we’ve included a sample general operating support grant on the CD (CD1703).

24 - Such a handbook doesn’t need to be an elaborately printed document; it can be several typed pages stapled together or a simple loose-leaf notebook. The more information you provide, the better your volunteers can perform.

25 - Moreover, by sending covert aid to Massoud they would be handing the next administration a new proxy war in one of the most dangerous corners of the world. What if Pakistan responded to the Massoud aid by escalating its jihad attacks in Kashmir, provoking a nuclear crisis?

26 - At the same time the CIA would continue to press the covert war to increase rebel military pressure against Najibullah. The use of force might coerce Najibullah to leave office as part of a political settlement, or it might topple him directly.

27 - Interview with Neem, May 27, 2002, and with other aides to Massoud, including several senior intelligence officers. 27.

28 - Perched high on a cliff above the Volga, the town’s situation was striking enough, and made the more attractive by the sunshine which had finally broken through. However, in an unconscious anticipation of the abbé Chappe d’Auteroche, Catherine declared Nizhny to be ‘abominably built’.42 Vladimir Orlov agreed: though the cathedral seemed in many ways the finest they had yet seen, there was ‘almost nothing worthy of remark’ in a town whose merchants seemed ‘very meagre’ in view of their advantageous position at the crossroads of Russian trade.43 Not content with decreeing the reconstruction of its principal public buildings, Catherine immediately set about founding a new trading company to boost the local economy.44 News of the impending bankruptcy of the British timber merchant William Gomm seemed to confirm all her suspicions about privileged manufacturers.

29 - Falling back, Pillsbury suggested they define the jihad’s goal as “to drive the Soviets out.” This, too, seemed provocative to other committee members. In the end they settled on language that directed the CIA to use “all available means” to support the mujahedin’s drive for a free Afghanistan.

30 - Shipping an idea went from taking a month by boat to a few days by plane to overnight by Federal Express to a few minutes by fax to a moment by e-mail to instantaneous by Twitter. Now what?

31 - Studies have found that people who are mentored and sponsored report having more career success (such as higher compensation, a greater number of promotions, greater career and job satisfaction, and more career commitment). See Tammy D. Allen et al., “Career Benefits Associated with Mentoring for Protégés: A Meta-Analysis,” Journal of Applied Psychology 89, no.

32 - The tribal group even ordered explosives from the CIA because their plan called for them to blow up small bridges over culverts as they made their escape. The group never acted.

33 - See also Catalyst, Women of Color Executives: Their Voices, Their Journeys (June 2001), http://​www.​catalyst.​org/​publication/​54/​women-​of-​color-​executives-​their-​voices-​their-​journeys. 10.

34 - Kar’s poorly trained punitive battalion (all that could be spared when the crack troops were in Moldavia and Wallachia) was crushed in early November by a better-disciplined Cossack force more adroit than his own in the use of artillery. News of the disaster reached Tsarskoye Selo on the evening of Catherine’s name day, throwing the Court into alarm.

35 - These approaches generally begin to bring in significant contributions as they’re repeated and donors renew their gifts. If you’re still just “breaking even” in year three, it’s time to back up and refocus your approach.

36 - The city newspaper, for example, might have four hundred employees, but only a few dozen salespeople and columnists were hard to replace on a moment’s notice. The goal was to leverage and defend the system, not the people.

37 - Now, ‘debauched, profligate, deceitful and interested to excess’,56 the old man was about to enjoy a brief Indian summer. Waiting to greet her at the south portal of the cathedral, Archbishop Dimitry imparted a vital sense of authority to the whole proceedings.

38 - It’s the one simple thing you can measure that will give clarity to all of the complicated decisions in your life. But that’s later.

39 - As the planning developed in the early summer of 2000, Uzbekistan agreed to allow secret Predator flights from one of its air bases for a limited period of time, but Islam Karimov’s government was adamant about secrecy. The agency’s officers feared that even the small cluster of vans and satellite dishes necessary to pilot a Predator would attract unwanted attention among Uzbek soldiers and officers.

40 - In the parlors of Islamabad’s and Rawalpindi’s elite, where conspiracy talk is appetizer and aperitif, suspicion piled upon suspicion as September ended. Ziauddin heard an earful at Foggy Bottom from Undersecretary of State Pickering, who urged the ISI chief to intervene personally with Mullah Omar about bin Laden.

41 - Their research suggests that presenting leadership as a list of carefully defined qualities (like strategic, analytical, and performance-oriented) no longer holds. Instead, true leadership stems from individuality that is honestly and sometimes imperfectly expressed.4 They believe leaders should strive for authenticity over perfection.

42 - For example, if you have a general liability policy that pays for losses up to $500,000, you may want to get an umbrella policy that kicks in if a settlement is higher than $500,000. Umbrella policies also set an upper limit on coverage but tend to be less expensive than basic liability policies.

43 - If they can find a customer willing to pay more for their product, they’ll go ahead and sell it to someone else. So, what’s missing?

44 - Yes, in some cases terrorism was a law enforcement problem, but in others it should be handled as a military matter. Terrorists should be captured for trial when possible, but that would not always be a requirement.

45 - In 1994, at an Afghan training camp for multinational volunteers, a friend asked him if he wanted to “get involved in a jihad job,” and he eagerly said yes. Some of them swore direct fealty to Osama bin Laden and the war-fighting organization he now called al Qaeda.

46 - From there the Saudi usually moved east to Kabul and then sometimes on to Jalalabad before turning south again to Paktia and Kandahar. Americans who studied this track called it “the circuit.” They tried to map reliable reports of bin Laden’s movements in great detail.

47 - I read advertising pamphlets from distant companies in Ohio that offered collapsible opera hats, pre-owned tuxedos, and white-tipped canes. I had fantasies of levitation and awesome power and, with no Harry Potter to be compared to, my store-bought tricks could go a long way toward making me feel special.

48 - So, for example, if you hope to establish counseling services across the nation for parents of children who have learning disabilities, beginning close to home is the best approach. Get your program going in your hometown before branching out to other areas.

49 - Ask the consultant whether she’s willing to consider revisiting the project goals along the way and adjusting her approach if the need arises. Some consultants work as sole practitioners; others work in consulting companies.

50 - When I do it, it’s usually for the same reason any writer does it: because I am afraid the reader won’t understand me if I don’t. I’m convinced that fear is at the root of most bad writing.

51 - If you think the solution is more rules and less humanity, I fear you will be disappointed by the results. Organizations that can bring humanity and flexibility to their interactions with other human beings will thrive.

52 - Silent family dinners, the general taboo on free talk and opinion, my father’s unpredictable temper, and the stubborn grudges I collected and held toward him meant that the family never gelled. But when I was away from home, my high school pals and I enjoyed endless conversation and laughter, and my enthusiasm for what I was doing—working at Disneyland, clowning with friends, and being swept up in the early rock and roll of AM radio—made life seem joyful and limitless.

53 - Bil’basov, ii: 156–8; Wortman, Scenarios, 120–1; K. A. Papmehl, Metropolitan Platon of Moscow (Petr Levshin, 1737–1812) (Newtonville MA, 1983), 8–9. 104.

54 - One rainy day, fooled by a loud clap of thunder, we dived under our desks and covered our heads, believing we were seconds away from annihilation. At Oak Street School I gave my second performance onstage, which introduced me to an unexpected phenomenon: knocking knees.

55 - Few Americans took the trouble to visit Kabul, and fewer still spoke the language or understood Afghanistan’s complexities as Schroen did, Massoud’s intelligence officers believed. Uncertain about where this CIA initiative had come from so suddenly, they speculated that Schroen had planned his own mission, perhaps in defiance of headquarters.

56 - Johnny was inclined toward the sciences, especially astronomy, and his Nebraskan pragmatism—and knowledge of magicians’ tricks—guaranteed that the occultists, future predictors, spoon benders, and mind readers never left his show without a challenge. He knew the difference between the pompous ass and the nervous actress and who should receive appropriate consideration.

57 - Many Muslims accounted for Christianity in the architecture of their faith and accepted some of its texts as God’s word. There were Catholic schools in Pakistan, and Zia grudgingly tolerated the country’s Christian minority.

58 - If I eat in your restaurant tonight and pay my check, there’s no obligation for me to return tomorrow or for you to send me a Christmas card. We had a deal, a deal’s a deal (what a great expression), and we can move on.

59 - I buckled down, worked harder, and by the end of the semester, I learned how to write five-page papers. But no matter how well I did academically, I always felt like I was about to get caught for not really knowing anything.

60 - Again, these suggestions should be considered only as guidelines, because the development of unique marketing mixes may produce competitive advantages in the marketplace. An interesting example is Best Buy.

61 - “Remarks of the Director of Central Intelligence George J. Tenet on Strategic Direction,” declassified transcript, May 5, 1998, released by CIA Office of Public Affairs. 3.

62 - By some estimates more such weapons had been shipped into Afghanistan during the previous decade than to any other country in the world. The Soviet Union had sent between $36 billion and $48 billion worth of military equipment from the time of the Afghan communist revolution; the equivalent U.S., Saudi, and Chinese aid combined totaled between $6 billion and $12 billion.

63 - But the liaison between the CIA’s Islamabad station and Pakistani intelligence—the spine of American covert action and intelligence collection in the region for fifteen years—had cracked. Javed Qazi had been replaced as ISI chief by another mainstream general, Naseem Rana, a Punjabi officer with a background in the signals corps.

64 - As it grows in complexity and number of programs, you may compute indirect costs using a formula you derive based on your direct costs. We outline sample formulas and steps to derive them in Table 10-1.

65 - Anderson and Bearden decided that they should tack the poster on the door of the abandoned Soviet garrison at Ali Khel, a symbolic declaration of victory. They rattled across the border without much incident, found their way to the old Ali Khel garrison, and nailed up their poster in a private ceremony.On the way back they had to cross territory that belonged to Sayyaf, a region rife with Arab jihadist volunteers.

66 - Trade between the United States and the newly independent states was soaring—up to $4.6 billion in the first half of 1995, a 35 percent increase over the previous year. Oil and gas interests led the way.

67 - S. Dickinson, ‘Russia’s First “Orient”: Characterizing the Crimea in 1787’, Kritika, 3 (2002), 22–4; Khrapovitskii, 28, 14 Mar. 1787.

68 - I have no problem projecting in noisy environments, and since much of life is noisy, that is a big, big improvement. I still get a bit hoarse after exercise.

69 - In some instances, you won’t be able to find property insurance that includes coverage for a likely disaster and you’ll have to purchase a separate policy for protection from that potential crisis or do without that protection. Day-to-day drips and clogs, creaks, and rips are both more likely to happen and more affordable to cover with property insurance.

70 - Profits tell management when they are doing something right and when they need to do something different. That one simplification—the idea of profit—sits atop the engine of capitalism and largely steers it, albeit sometimes in the wrong direction.

71 - I suggest a thousand words a day, and because I’m feeling magnanimous, I’ll also suggest that you can take one day a week off, at least to begin with. No more; you’ll lose the urgency and immediacy of your story if you do.

72 - As Bhutto recalled it, ISI Director-General Naseem Rana and several of his key brigadiers asked her for permission to arm, equip, and train the Taliban for a final drive on Kabul. If the Taliban took control of the Afghan capital, ISI’s officers argued, Pakistan would have at last achieved General Zia’s dream: a loyal, Pashtun-led Islamist government in Kabul.

73 - These conclusions have been reached after decades of research that has tried to correlate sales performance with physical traits, mental abilities, personality characteristics, and the experience and background of the salesperson. Many of the skills and characteristics leading to success in sales would do the same in practically any professional business occupation.

74 - On some days those ten pages come easily; I’m up and out and doing errands by eleven-thirty in the morning, perky as a rat in liverwurst. More frequently, as I grow older, I find myself eating lunch at my desk and finishing the day’s work around one-thirty in the afternoon.

75 - Perhaps a few potential major donors gave recently to another campaign, and although they like your project, they were recently tapped (to borrow a maple syrup metaphor). You may be able to come back to them in a year and receive a major contribution.

76 - They moved abruptly between traditional Baluch households, with their strict codes of sexual and family honor, and secular, freewheeling cultures in Europe and the United States. Both had been exposed during these years to passionate preaching by radical Islamic clerics who denounced the United States as an oppressor of Muslims.

77 - Committee members plan and coordinate these events, write and send the appeal letters, and make personal calls on the business sponsors. They call upon all volunteers to make personal gifts, identify possible donors, and provide lists of contacts.

78 - In addition to the commission’s work the non-governmental National Security Archive published during 2004 some new declassified American diplomatic cables about Afghanistan, Pakistan, and bin Laden. My goal in crafting this edition of Ghost Wars has been to incorporate these new materials into the narrative where they enhance or correct the history I constructed in the first edition.

79 - Every time your organization puts on a benefit or public program, it can gather names and addresses from the people who attend. Co-producing conferences, volunteer work days, and other programs can be a good way to expand your constituent base, learn from colleagues, and gather new names for your list.

80 - Here the architect created a suite of staterooms based on the neoclassical principles he had learned from Jean Blondel at the Parisian École des Arts. Racing to meet the empress’s deadlines, Vallin told Stählin that he had ‘thrown the internal walls out of the window’ and replaced them with wooden partitions.35 By the time Catherine returned to St Petersburg, the transformation was obvious.

81 - Goaded by small but passionate anticommunist lobbies in Washington, Wilson argued that the CIA’s lukewarm attitude toward the jihad, exemplified by McMahon, amounted to a policy of fighting the Soviets “to the last Afghan.” The agency was sending just enough weaponry to ensure that many brave Afghan rebels died violently in battle, but not enough to help them win. As a resolution pushed through Congress by Wilson put it, “It would be indefensible to provide the freedom fighters with only enough aid to fight and die, but not enough to advance their cause of freedom.” He told congressional committee members on the eve of one crucial funding vote: “The U.S. had nothing whatsoever to do with these people’s decision to fight.

82 - “Howard’s relations with General Akhtar are close and productive concerning Afghanistan,” Ambassador Dean Hinton, Spiers’s successor, wrote in a classified evaluation letter as Hart prepared to go. “On the other hand, Howard runs an extraordinary intelligence collection operation against Pakistan.

83 - Hill said the CIA had only 3 analysts assigned to al Qaeda full-time at the Counterterrorist Center, a number that rose to 5 during 2000. The CIA argued that this selection of statistics vastly understated the number of analysts working on the bin Laden and terrorism target in other departments.

84 - Refer to “Sales Management in the 21st Century: Key Job Qualifications at Hershey Chocolate U.S.A.” What is the relationship between job qualifications and a company’s personal selling approach? 6.

85 - I had fantasies of levitation and awesome power and, with no Harry Potter to be compared to, my store-bought tricks could go a long way toward making me feel special. With any spare money I had, I bought tricks, memorized their accompanying standard patter, and assembled a magic show that I would perform for anyone who would watch, mostly my parents and their tolerant bridge partners.

86 - I would wake at 4:00 A.M. to draw before my commute, then work all day in my cubicle prison and come home to draw all night. My time windows for drawing were always compressed, which put a lot of pressure on my drawing hand.

87 - As often as I try to persuade people to share their honest views, it is still a challenge to elicit them. When I started building my team at Google, I interviewed every candidate before we made an offer.

88 - Since England was Prussia’s informal ally, it was no longer possible for the young Pole to consort openly with his mentor, who, amid the debris of his failed diplomacy, was already beginning to show signs of the mental derangement that would kill him two years later. Sir Charles was recalled to London in July.

89 - The BPI is an extremely useful tool for forecasting, because it is readily available and updated on an annual basis. It is most appropriate for often-purchased consumer goods because of the factors used in calculating the index for each area.

90 - You hesitate because you’ve been taught that this is not the work of a team player; it’s the work of a rabble-rouser. Smart organizations seek out people with the ability to see the world as it actually is.

91 - The interesting thing about money is that there’s no easy way for an employee to make it increase, at least not in the short run. Most of the other elements, though, can go through the roof as a result of our behavior, contributions, attitude, and gifts.

92 - Loving what you do is almost as important as doing what you love, especially if you need to make a living at it. Go find a job you can commit to, a career or a business you can fall in love with.

93 - Turki told the Arab television network MBC on November 7, 2001, speaking of bin Laden, “He went there to work with other Islamic personalities who were trying to reconcile the Afghan mujahedin, who differed on the setting up of a government. I saw him among those personalities.”

94 - Quality is not an independent force in the universe; it depends on what you choose as your frame of reference. When my restaurant partner and I built our second restaurant, we decided to make it more upscale than the first so it wouldn’t cannibalize business, given that the two restaurants were only five miles apart.

95 - They denounced as naïve the prescriptions for a political solution pushed by McWilliams, the British, and the State Department. No stable government could be constructed in Kabul without Pakistani support, they argued.

96 - (Given my awkwardness, we should all be relieved that I once worked for the Treasury Department and not the CIA.) Looking back, I realize that my concern over my new hours stemmed from my own insecurity.

97 - Elizabeth enjoyed showing off her excellent legs, but no one else took much pleasure from these so-called metamorphoses, at which the men were forced to stumble about the dance floor in huge hooped skirts.62 They were happier watching the French comedies and German dramas staged at the 5000-seat opera house built near the Golovin Palace for Elizabeth’s coronation in 1742.63 No less important to the life of the Court were its ‘theatres of piety’ in which the imperial family celebrated the major autumn feasts in the Orthodox calendar: the Nativity of the Mother of God on 8 September, the Exaltation of the Honourable and Life-Giving Cross on 14 September, and the Presentation of the Mother of God in the Temple on 21 November. 64 Since the reign of Empress Anna, this last had been appropriated as the annual celebration of the Semënovsky Guards, so that the day which began with morning service culminated in a banquet and ball.65 Now there were two new fixtures to add to the list of secular festivities: the birthday of Johanna Elisabeth on 13 October and Catherine’s name day on 24 November.

98 - Within days of the three recognition announcements, the city’s Uzbek and Shia populations revolted against their Pashtun occupiers. They massacred three hundred Taliban soldiers.

99 - Mujahedin warriors had killed or wounded about seventeen thousand Soviet soldiers to date, by the CIA’s classified estimate. They controlled 62 percent of the countryside and had become so effective that the Soviets would have to triple or quadruple their deployments in Afghanistan to put the rebellion down.

100 - This reluctance may stem from a personal concern (i.e., Will I lose a friend or be sued if I tell the truth?) or from a company policy limiting the discussion of past employees.

101 - I’ve learned so much on the topic of persuasion that I intentionally dial it back when I feel like I’m in a stick fight with someone who has no stick. I’m sometimes happier not getting my way than I would be if I felt manipulative.

102 - Even before her beloved Russian Academy was absorbed into the Academy of Sciences in 1841, the Chesme Palace was converted into a dilapidated home for invalids, while the palace at Tsaritsyno became a barracks, the ultimate symbol of the Nicolaevan regime. It cannot have been an unmitigated pleasure for Nicholas to be reminded in 1826 that Catherine’s armies, ‘less numerous and less well trained than now’, nevertheless achieved ‘great feats, worthy of Greece and Rome’.58 Neither can the tsar’s hypersensitive ear have failed to detect the reproachful overtones emitted by a chronicler of the Cadet Corps who proclaimed Catherine’s ‘glorious’ reign as ‘unforgettable’, and went on to praise Count Anhalt, the director of the Corps between 1786 and 1794, for an Enlightened regime whose values could scarcely have been further removed from Nicholas’s militarism.59 Even under Nicholas, Catherine’s name continued to be raised in defence of intellectual independence.

103 - The introduction is more often placed at the end of the document and called “background information.” This section includes detailed information about the research credentials of the principal investigator and the research team and institution. If several institutions are cooperating on the project, this section describes all partners.

104 - He called himself the Durr-I-Durrani, or Pearl of Pearls, because of his fondness for pearl earrings. From this the Abdalis became known as the Durranis.

105 - Professors at Quaid-I-Azam later reported that some students had burst into classrooms very early in the morning, before the rumor about American involvement in the Grand Mosque uprising had spread very far, shouting that students should attack the embassy to take vengeance in the name of Islam. Around 4 P.M. Pakistani army headquarters finally dispatched a helicopter to survey the scene.

106 - The Soviet Union had sent between $36 billion and $48 billion worth of military equipment from the time of the Afghan communist revolution; the equivalent U.S., Saudi, and Chinese aid combined totaled between $6 billion and $12 billion. About five hundred thousand people in Kabul depended on coupons for food in 1992.

107 - If you actually work for an organization that insists you be mediocre, that enforces conformity in all its employees, why stay? What are you building?

108 - Najibullah had offered Massoud his defense ministry, and when Massoud sent a message refusing the job, the president had decided to leave the seat open, signaling that it could be Massoud’s whenever he felt ready. Najibullah pushed through pay raises to special guard forces trained to defend Kabul.

109 - Headlining there, in friendly and familiar San Francisco, where I had established some kind of beachhead, filled me and the audience with confidence. They had paid to see this show, this particular show, and I was inspired to push the limits even further.

110 - The service had welcomed to Pakistan legions of volunteers from across the Islamic world, fighters who were willing to pursue Pakistan’s foreign policy agenda not only in Afghanistan but, increasingly, across its eastern borders in Kashmir, where jihadists trained in Afghanistan were just starting to bleed Indian troops. And as the leading domestic political bureau of the Pakistan army, ISI could tap telephones, bribe legislators, and control voting boxes across the country when it decided a cause was ripe.

111 - While most people enjoy humor, the typical person doesn’t go directly there before getting to know someone. The secret to making the list of six questions work without seeming awkward is in understanding that the person you meet will feel every bit as awkward as you.

112 - A study of women from the Harvard graduating classes of 1988 to 1991 found that fifteen years after graduation, married women with children who had become M.D.s had the highest labor force participation rate (94.2%), while married women with children who went on to get other degrees had much lower labor force participation rates: Ph.D.s (85.5%), J.D.s (77.6%), MBAs (71.7%). These findings suggest professional cultures play a role in women’s rates of employment.

113 - Catherine’s throne had been sent from Persia for Tsar Boris Godunov at the end of the sixteenth century. To its right stood a gilded table for her regalia; to the left was a place for the young tsarevich.

114 - You might see an inconsistency between affirmations and the theme of this book, specifically the parts where I say goals are for losers and systems are for winners. Affirmations look a lot like focusing on goals.

115 - He was a tall man, balding, bespectacled, full-shouldered, forceful, and sometimes theatrical in manner and speech. His long career as a spy working in former British colonies in Africa had left vaguely British inflections in his voice.

116 - I was swept up in the book’s glorification of learning and the idea that, like a stage magician, I could have secrets possessed by only a few. Santa Ana Junior College offered no philosophy classes, so I immediately applied to Long Beach State College (later renamed the loftier-sounding California State University at Long Beach) and enrolled with a major in philosophy.

117 - To her idolaters, Catherine’s name stood for liberty of expression, moderation in government, and respectful treatment of loyal subordinates. To her immediate successors, however, she came to personify unnatural female rule, unethical territorial expansion, and an unnerving flirtation with juridical reform and intellectual speculation.

118 - At one of Richard Clarke’s Counterterrorism Security Group meetings that autumn, they reviewed intelligence about how bin Laden moved around Afghanistan. Sometimes he traveled by road in heavily armed convoys of Land Cruisers.

119 - A permanent record of performance appraisals, conditions of employment, and any deviations from expected performance or behavior should be carefully maintained throughout the salesperson’s term of employment. Attempts to correct performance deficiencies should be noted and filed when they occur.

120 - The key to good description begins with clear seeing and ends with clear writing, the kind of writing that employs fresh images and simple vocabulary. I began learning my lessons in this regard by reading Chandler, Hammett, and Ross MacDonald; I gained perhaps even more respect for the power of compact, descriptive language from reading T. S. Eliot (those ragged claws scuttling across the ocean floor; those coffee spoons), and William Carlos Williams (white chickens, red wheelbarrow, the plums that were in the ice box, so sweet and so cold).

121 - Interviews with Haji Habib Ahmad-zai and Sayed Khaled Ishelwaty, aides to Abdul Haq, May 14, 2002, Kabul, Afghanistan (GW). 20.

122 - For your second order of business, pass a resolution authorizing the board or its designate to open the necessary bank accounts, because you need a copy of this resolution to open an account. Prepare minutes of the meeting, and keep them with your articles of incorporation.

123 - If asked what I did in my spare time, I’d tell people I was writing a book—what else does any self-respecting creative-writing teacher do with his or her spare time? And of course I’d lie to myself, telling myself there was still time, it wasn’t too late, there were novelists who didn’t get started until they were fifty, hell, even sixty.

124 - Should it occur at Tsarskoye Selo, she wanted to be interred (alongside the unmentioned Alexander Lanskoy) in the cemetery at Sofia; if she died in St Petersburg, then she must be buried in the Alexander Nevsky monastery. Its Trinity Cathedral, as a later note made clear, had been ‘built by me’: there was no mention of the imperial necropolis at the Peter-Paul Cathedral, indelibly associated with Peter the Great.

125 - The tribal group even ordered explosives from the CIA because their plan called for them to blow up small bridges over culverts as they made their escape. The group never acted.

126 - Even so, in these final years of her life she largely withdrew from public life, leaving much of the work of her government in the hands of her sophisticated favourite, Ivan Shuvalov. In retrospect, the continuities between Russian cultural policies of the late 1750s and those of Catherine’s own reign are obvious.

127 - The senior prince told bin Laden that what he had just said “is against the law and against principles. But it is not our custom to arrest someone whom you have agreed to meet in good faith.

128 - This is the only time you and I will ever be on opposite sides of the table.” Then I negotiated hard, followed by a nervous night wondering if I had blown it. But Mark called me the next day.

129 - But if they tried to defend the general against a hostile army command, they could find themselves under arrest or worse. In the first hours several of the commando team’s officers, dressed in plain clothes, moved quietly into Rawalpindi to assess how Ziauddin’s faction was doing.

130 - I figured I would be going on job interviews as soon as I reached California and I needed my one and only suit to look relatively less hoboish. It just made sense to wear it on the flight.

131 - Pakistani influence in Afghanistan looked inevitable to some CIA operatives—Islamabad was relatively strong, Kabul weak. There was no reason for the United States to oppose an expansion of Pakistani power into Afghanistan, they felt, notwithstanding the anti-American rhetoric of ISI’s jihadist clients.

132 - For a discussion, see Gina Gibson-Beverly and Jonathan P. Schwartz, “Attachment, Entitlement, and the Impostor Phenomenon in Female Graduate Students,” Journal of College Counseling 11, no. 2 (2008): 120–21; and Shamala Kumar and Carolyn M. Jagacinski, “Imposters Have Goals Too: The Imposter Phenomenon and Its Relationship to Achievement Goal Theory,” Personality and Individual Differences 40, no.

133 - If you’re reading this book you’re probably an adult, or close to it, and you understand the odds of slot machines. If you play them, you probably think of it as recreation and not investment.

134 - My first performances for a paying audience were at the Bird Cage, a wooden theater with a canvas roof. Inside, two hundred folding chairs sat on risers, and a thrust Masonite stage sat behind a patch of fake grass.

135 - Any mention of my condition anywhere on the Internet generated an e-mail message that went to my phone, which lives in my left-front pants pocket. I got several alerts per week, but none looked promising.

136 - When you develop the habit of contributing this gift, your coworkers become more open, your boss becomes more flexible, and your customers become more loyal. The essence of any gift, including the gift of emotional labor, is that you don’t do it for a tangible, guaranteed reward.

137 - She responded to my story about the executive who could not point me to the women’s bathroom because, as she explained, in her workplace, the women’s bathroom did not even exist. Sabeen described how during her first week on the project, the client took her team out to dinner, but she couldn’t join because the restaurant didn’t allow women.

138 - With the Soviet Union gone and American economic and military strength unchallenged, “the world is different, but it is not safe.”21 The CIA’s job was to tell presidents about dangerous surprises, it was that simple. This led Tenet quickly to the threat of terrorism, missiles, and weapons of mass destruction.

139 - They had learned, probably through contacts in Sudanese intelligence, that Black had played a role in the arrest and transport to France of Carlos the Jackal. From this bin Laden’s group may have deduced that Black was CIA.

140 - Even typically female qualities such as “being family oriented” or “having children” were rated as more important hiring criteria when a man had these qualities than when he did not. This kind of favoritism was not shown toward the female applicant.

141 - But we have to ask ourselves if we have become so focused on supporting personal choices that we’re failing to encourage women to aspire to leadership. It is time to cheer on girls and women who want to sit at the table, seek challenges, and lean in to their careers.

142 - On 1 February 1801, the imperial family moved into the new Mikhailovsky Palace, a fortress built on the site of Rastrelli’s wooden Summer Palace, which Paul had ordered to be demolished. Less than six weeks later, he enjoyed his last meal in the company of nineteen relations and courtiers.

143 - 51-54; Roy, Afghanistan: From Holy War to Civil War, p. 85; Mary Anne Weaver, The New Yorker, January 24, 2000. That the Tucson office opened in 1986 is from Judith Miller and Dale Van Natta, The New York Times, June 9, 2002.

144 - By May 1782, he had been forced to flee to the Russian port of Kerch, at the mouth of the Sea of Azov. After Potëmkin had been sent to quell the rebellion on 1 September, Catherine outlined the clearest statement so far of the ‘Greek Project’ in a letter to Joseph II contemplating joint Austro-Russian action to deliver Europe from the Turk.

145 - Inderfurth said he personally had the view that Massoud’s alliance could not possibly be as bad as the Taliban, and among his colleagues “there would be people who would concede the point.” The consensus within the State Department was, according to Inderfurth, “Look, we’ve gone down that road before.

146 - Or worse, some other part of your life will suffer as you focus your limited stockpile of willpower on fitness. The approach to fitness that I prefer differs from the norm both in its simplicity and in that it doesn’t require willpower at any stage.

147 - Viewed in that light, one can imagine that doing affirmations might have a predictable impact on the brain, perhaps in terms of focus or motivation or any number of chemical reactions. Those reactions would, one assumes, be either beneficial or harmful to the pursuit of success.

148 - She realized her slipup midmorning and solved the problem by having a pizza delivered to the school cafeteria. Their kids were thrilled, but Scott was not.

149 - Testimony of unidentified CIA Counterterrorist Center officer, Joint Inquiry Committee, September 20, 2002. McLaughlin’s view and CTC officer’s fears from National Commission staff statement no.

150 - But you could still have a decent job and still be successful, because your neuroses were on your own time. Your job on the assembly line was too banal to cause the cycle of shenpa.

151 - To identify salespeople whose employment should be terminated and to supply evidence to support the need for termination. 4.

152 - The CIA had reported on this finding to the White House in late July, just before the African bombings. Previous CIA reporting from bin Laden’s days of exile in Sudan, including the credible account of defector Jamal al-Fadl, had produced evidence of bin Laden’s interest in chemical and nuclear weapons.

153 - They adamantly defended ISI’s support of Hekmatyar because he fielded the most effective anti-Soviet fighters. They derided the relatively pro-American Afghan royalists and their ilk as milquetoast politicians who couldn’t find the business end of an assault rifle.

154 - I was alone in the apartment; Tabby had packed the kids off to her mother’s for a visit, and I was working on the new book, which I thought of as Vampires in Our Town. “Are you sitting down?” Bill asked.

155 - The State Department’s counterterrorism coordinator at the time, Philip C. Wilcox, said in February 1995 that while "there are informal contacts among Islamists . .

156 - See also, W. Rosslyn, ‘Petersburg actresses on and off stage (1775–1825)’, in St Petersburg 1703–1825, ed. Cross, esp.

157 - White House counterterrorism officials remained convinced that Saudi Arabia still had little desire to put bin Laden on trial. It would be much easier for the royal family if the Americans captured bin Laden and put him in the dock.

158 - Cofer Black said later that he became convinced in the spring that al Qaeda was about to strike hard. He could not tell where, but it seemed to him that the Arabian peninsula and Israel were the most likely targets.

159 - “When they have spared these statues for fifteen hundred years, all these Muslims who have passed by them, how are you a different Muslim from them?” Haider asked. “Maybe they did not have the technology to destroy them,” Omar speculated.

160 - Kurt Vonnegut, for example, rewrote each page of his novels until he got them exactly the way he wanted them. The result was days when he might only manage a page or two of finished copy (and the wastebasket would be full of crumpled, rejected page seventy-ones and seventy-twos), but when the manuscript was finished, the book was finished, by gum.

161 - The finding that young women place more emphasis on career success than do young men does not hold when controlling for education. Among college graduates under age forty, there is not a significant difference between men and women in the share placing a high emphasis on career success.

162 - Now, find a classmate who also has found job qualifications and a position description for a sales position, and swap information. Using your interview guide, take turns interviewing each other.

163 - Once the escape was foiled and the entire company of prisoners was once more accounted for, life could go back to normal. Both Sondra and Dodie were dead by the time I started writing Carrie.

164 - Yet the president’s second MON explicitly authorized bin Laden’s death in one narrow set of hypothetical circumstances—without overriding the general order in the first memo. At one of Richard Clarke’s Counterterrorism Security Group meetings that autumn, they reviewed intelligence about how bin Laden moved around Afghanistan.

165 - The KGB officers in Afghanistan then convinced their superiors in Moscow that drastic measures had to be undertaken: Amin should be killed or otherwise removed from office to save the Afghan revolution from CIA penetration. In a personal memorandum to Brezhnev, KGB chief Andropov explained why.

166 - There was no shortage of such experts in the old capital and its monasteries, she reminded Archbishop Amvrosy, instructing him to ‘make sure that they carry out their work with the decorum appropriate to God’s holy churches’.134 This was no mere whim. After Amvrosy’s assassination, responsibility for the work was transferred to the disciplinarian Samuil (Mislavsky), a favourite Court preacher whom Catherine had appointed to a suffragan see in the diocese of Moscow.

167 - Meanwhile, in May 1752, the month in which Rastrelli completed his seven-year transformation of Peterhof, Elizabeth had decreed another total reconstruction of the palace at Tsarskoye Selo. The costs will probably never be known.

168 - She became an agent and did well enough to build up some savings that would go toward our college educations. My mother told us from the time we could understand language that all three of us were college bound, like it or not.

169 - But I did love them, ditto horror movies like I Married a Monster from Outer Space, and the result was stories like “I Was a Teenage Graverobber.” Even today I’m not above writing slightly more sophisticated versions of that tale; I was built with a love of the night and the unquiet coffin, that’s all. If you disapprove, I can only shrug my shoulders.

170 - Americans were still much more likely to die from bee stings than from terrorist strikes during the early 1990s. In that respect it made more sense to treat terrorism as a law enforcement problem.

171 - The quotation from Mike, although he is not identified even by his first name, appears on p. 237 of the Joint Inquiry Committee’s final report. 34.

172 - I was a late-blooming eighteen-year-old when I had my first sexual experience, involving a condom (swiped from my parents’ drawer) and the front seat of my car, whose windows became befogged with desire. Later, Stormie wrote in her autobiography that when she was a girl, her severely mentally ill mother would lock her in a dark closet for days, cruelly abusing her.

173 - The contract may include a commitment to contribute financially to the organization, attend all board meetings, and serve on one or more committees. Check out CD0603 for a sample board contract.

174 - You have to descend to his level, and once you get down there you have to furnish an apartment for him to live in. You have to do all the grunt labor, in other words, while the muse sits and smokes cigars and admires his bowling trophies and pretends to ignore you.

175 - As helpful as these formal programs can be, they are not always offered, and in some situations, senior people are not available to give guidance. The good news is that guidance can come from all levels.

176 - He explained that sometimes those of us who are different (he is African American) need to remind people to treat us appropriately. He said he was glad I told the client no on my own and that the client should have listened.

177 - Informants quickly identified the blind Egyptian preacher Sheikh Rahman as a source of inspiration for the World Trade Center attack and several thwarted bombings of New York landmarks. The CIA’s analysts began to look more closely at cross-border Islamist radicalism emanating from Egypt and its neighbors.

178 - Senior sales leadership and salespeople are normally not as involved with supervision activities as are field sales managers. 2.

179 - The quality of the thank-you matters as much with humans as the quality of the treats matters to dogs. If you want people to like you, for business or for your personal life, pay special attention to the quality of your thanks.

180 - Sochineniia, xii: 17; M. Greenleaf, ‘Performing Autobiography: The Multiple Memoirs of Catherine the Great (1756–96)’, Russian Review, 63 (2004), 411–3. 23.

181 - Officers in the CIA’s Islamabad station believed that an armed uprising was unrealistic but urged continuing talks and cooperation. Karzai was a “small player,” one U.S. official recalled, but his political and tribal allies were well wired in Kandahar and could provide helpful information about the Taliban and bin Laden.

182 - As you shop for the right service for your organization, consider the breadth of the services you’re purchasing. Will the agency design your Web site for you?

183 - The older writers were rightfully suspicious of this kid, especially since my only qualification was being under thirty, and I felt the pressure to deliver. I was timid and unsure of myself in this suddenly wider world.

184 - Attempting to reach and influence other departments (e.g., engineering) directly rather than going through the purchasing department when such avoidance of the purchasing department increases the likelihood of a sale. *Ranked from most to least troubling in a survey of industrial salespeople.

185 - They talked about whether there was some way Unocal and Bridas could join forces, but they could not find common ground. Miller found Prince Turki’s friend “a confusing guy” who talked “in riddles.” As for the competitive tension, in Miller’s experience there was nothing especially unusual about two multinational oil companies fighting over the same deal with similar plans.

186 - If you want to make money as a fitness expert or by selling fitness products, you have to make a novel claim about the value of your product or service. Each new idea is layered on to the old ideas until the entire field is so complicated it becomes intimidating.

187 - Their spread in Afghanistan added urgency to the CIA’s need for agents to monitor rebel commanders and Pakistani intelligence. What if Hekmatyar sold Stingers to terrorist groups?

188 - But when I was away from home, my high school pals and I enjoyed endless conversation and laughter, and my enthusiasm for what I was doing—working at Disneyland, clowning with friends, and being swept up in the early rock and roll of AM radio—made life seem joyful and limitless. When I moved out of the house at eighteen, I rarely called home to check up on my parents or tell them how I was doing.

189 - The CIA’s central place in the story is unusual, compared to other cataclysmic episodes in American history. The stories of the agency’s officers and leaders, their conflicts, their successes, and their failures, help describe and explain the secret wars preceding September 11 the way stories of generals and dog-faced GIs have described conventional wars in the past.

190 - I CONTINUED TO ATTEND Long Beach State College, taking Stormie-inspired courses in metaphysics, ethics, and logic. New and exhilarating words such as “epistemology,” “ontology,” “pragmatism,” and “existentialism”—words whose definitions alone were stimulating—swirled through my head and reconfigured my thinking.

191 - When the officer charged with removing snowdrifts, branches and tree stumps from the relatively short section of road between Chudov and Novgorod requested another 1600 men to assist the 400 already assigned to him, he was ordered to dismiss the whole detachment as the decree went out making the owner of each property along the road responsible for clearing it in the following spring.28 Sophie’s entourage encountered a different problem. Shortly after their departure, her mother’s sleigh hit a building while cornering too fast in the dark, injuring a sentry and catapulting the driver from his seat.

192 - Falconet, 130, C. to Falconet, 1 June 1770, records the complaint of the ‘scandalised’ Chebyshev, chief procurator of the Holy Synod. cf.

193 - Over time, as program costs increase and funding remains stagnant, the organization runs a risk of not being able to get reimbursed for the full costs of its programs. On the positive side, this organization has time and resources to begin to diversify revenues.

194 - Understand that you don’t have to be the one moving them as long as there’s someone cheaper and more replaceable you can hire to do the moving. And if you’ve got no choice but to move the bricks, your opportunity is to think hard about how you do even this mundane task, because almost any job can be humanized or transformed.

195 - Participants should be actively involved in the program to preserve the excitement that comes from self-development. 6.

196 - In Islamabad, in the secret councils of her national security cabinet, Benazir Bhutto had entered into a new phase of debate with Pakistani intelligence about the Taliban. By the spring of 1996 she had capitulated, she said later, to ISI’s persistent requests for unlimited covert aid to the Islamic militia.

197 - 2 (2005): 31–55; and Thomas Kochan et al., “The Effects of Diversity on Business Performance: Report of the Diversity Research Network,” Human Resource Management 42, no. 1 (2003): 3–21.

198 - It’s a good answer because it makes the question go away, and because there is an element of truth in it. The combination of a healthy body and a stable relationship with a self-reliant woman who takes zero shit from me or anyone else has made the continuity of my working life possible.

199 - Worse, I would lose another prime gag I had lifted, Carl Ballantine’s never-fail Appearing Dove, which had been appropriated by almost every comic magician under the age of twenty. Ballantine would blow up a paper bag and announce that he was going to produce a dove.

200 - As a young communist apparatchik he had soared to prominence as ambassador to Budapest when Soviet troops crushed the 1956 Hungarian uprising. He became KGB chief a decade later, managing the vast apparatus of Soviet internal security and external espionage.

201 - But remember that one or two major government grants may provide general operating support or may award a grant to your program for as long as five years. The time spent wading through bureaucratic offices and regulations can be very worthwhile.

202 - Job descriptions: Just like employees, board members often do better if they know exactly what they’re supposed to do. Creating job descriptions for officers, committee chairpersons, and individual board members may clarify responsibilities and make it easier to fulfill them.

203 - In response to the deafening approval, I was, like an athlete at the college play-offs, flooded with adrenaline. I made quick adjustments for the thundering cheers and the increased audience size.

204 - Here, sergeants of the guard permitted well-dressed nobles to enter the Chevaliers Gardes’ Room, where the Court gathered on a Sunday before processing to chapel. To ‘pass beyond the Chevaliers Gardes’ was to enjoy privileged access to the empress’s own apartments, ranged in a line overlooking the square to the south.

205 - The Saudis inevitably saw Massoud and his northern coalition through the prism of language: Massoud’s followers predominantly spoke Farsi, or Persian, the language of Iran, and while Massoud and his Panjshiri group were Sunnis, there were Shias in their northern territory. Within Saudi Arabia itself, Prince Turki’s modernizing wing of the royal family was attacked continually by the kingdom’s conservative ulama who privately and sometimes publicly accused the royals of selling out to the Christian West, betraying Saudi Arabia’s role as steward of the holiest places in the Islamic world.

206 - The instructor acknowledged that sometimes the class would need to sit quietly for long periods waiting for the next volunteer. And wait we did.

207 - American tolerance of the Taliban was publicly and inextricably linked to the financial goals of an oil corporation. There were by now about 1.5 million Afghan war dead, dating back to the Soviet invasion.

208 - The Industrial Revolution enhanced the importance of salespeople, and personal selling as we know it today had its roots in the early twentieth century. The current era of sales professionalism represents a further evolution.

209 - I can feel the texture of the chair I might be sitting on, the floor under my feet, the sweater I’m wearing. I can see the dress my daughter has on, the expression on her face.

210 - Which means that all your other employees are getting paid less to make up for the ones who contribute the least. The exceptional performers are getting paid a lot less, which is why they should (and will) leave.

211 - I knew that money issues plagued him and that we were always dependent on the next hypothetical real estate sale, and perhaps this was the source of his anger. But I suspect that as his show business dream slipped further into the sunset, he chose to blame his family who needed food, shelter, and attention.

212 - And then totally loyal.”8 Tenet had never worked in intelligence and had rarely traveled, and what he knew about the agency he had learned only from hearings, conversations, and briefing books. But aside from the elected members themselves, he was now the CIA’s most important overseer in the United States Senate.

213 - Dodie and Bill Franklin got on all right at Durham Elementary, but high school meant a much bigger town, and for children like Dodie and Bill, Lisbon Falls meant ridicule and ruin. We watched in amusement and horror as Bill’s sport shirt faded and began to unravel from the short sleeves up.

214 - ‘It was only her virtue and her complete resignation to the decrees of Providence that could bring her out of her state of shock,’ Vorontsov reported to his nephew, enclosing a letter of condolence for Johanna Elisabeth.60 When Catherine’s debt-ridden mother herself died in Paris in May 1760, she was left completely alone. Like everyone else at the Russian Court, all she could do was watch and wait as the ailing empress entered the sixth decade of her life.

215 - The first of these hopeful notes was from Algis Budrys, then the editor of Fantasy and Science Fiction, who read a story of mine called “The Night of the Tiger” (the inspiration was, I think, an episode of The Fugitive in which Dr. Richard Kimble worked as an attendant cleaning out cages in a zoo or a circus) and wrote: “This is good. Not for us, but good.

216 - Hart might offer a few CIA intercepts of Soviet military communications or reports on battlefield damage in Afghanistan obtained from satellite photography. Akhtar, who had excellent sources inside the Indian government, would half-tease Hart by telling him how, in private, the Indians espoused their disgust with America.

217 - Reviewing the navy at Kronstadt in July 1769, she had treated Admiral Spiridov and his officers to a glass of champagne. But once the fleet had set sail, its fate was out of her hands.80 By mid-October, Spiridov had been obliged to put into Hull, seeking treatment for 800 sick sailors.

218 - I thought, “Why not make a virtue of it?” I started closing with extended bowing, as though I heard heavy applause. I kept insisting that I needed to “beg off.” No, nothing, not even this ovation I am imagining, can make me stay.

219 - It’s best to go on to some other area, where the deposits of talent may be richer and the fun quotient higher. Talent renders the whole idea of rehearsal meaningless; when you find something at which you are talented, you do it (whatever it is) until your fingers bleed or your eyes are ready to fall out of your head.

220 - ), who was director general of Pakistan’s Inter-Services Intelligence from 1993 to 1995, May 19, 2002, Rawalpindi, Pakistan (SC). Qazi said the Pakistanis charged the Americans $80,000 per returned missile, which he said is also what ISI had to pay to buy a missile from the Afghans.

221 - Say it’s your first time visiting cfda.gov and you want to be sure that you aren’t about to miss an important deadline. You can search by deadline to find out what’s coming up soon.

222 - She was apparently not too hurt to remember that old scriptural admonition which goes “Vengeance is mine, saith the shorthand teacher,” however; Mr. Higgins said she wanted me suspended from school. In my character, a kind of wildness and a deep conservatism are wound together like hair in a braid.

223 - And I believe that most people smart enough to read a novel are also tactful enough to find a gentler mode of expression than “This sucks.” (Although most of us know that “I think this has a few problems” actually means “This sucks,” don’t we?) Besides, if you really did write a stinker—it happens; as the author of Maximum Overdrive I’m qualified to say so—wouldn’t you rather hear the news from a friend while the entire edition consists of a half-dozen Xerox copies?

224 - Connect that amount to what you need and to their potential giving levels (which you can estimate from your research). And always make giving then and there easy for them: Distribute an addressed envelope and reply card with each mailing, put a Contribute Now button on your Web site, or set up a labeled box by the exit where they can leave contributions.

225 - The current environment dictates that sales managers pay close attention to the legal ramifications of terminating a salesperson’s employment. A permanent record of performance appraisals, conditions of employment, and any deviations from expected performance or behavior should be carefully maintained throughout the salesperson’s term of employment.

226 - Through these interviews, the consultant estimates how much the organization is likely to raise with a capital campaign. You find more about this practice in Chapter 18.

227 - The product manager has no direct authority over any of the personnel in production or customer service and shipping. For the following situations, explain how you would try to gain the cooperation of the right people to meet customer needs.

228 - Certainly al-Zawahiri was by 1997 a more experienced killer than the still soft-mannered, long-winded, project-oriented, media-conscious bin Laden. He had supervised terrorist operations from Cairo to Islamabad for nearly two decades.

229 - "Most likely use” is from an interview with a U.S. official in 1992, addressing the specific question of sniper rifles, detonator packages, and other “dual use” covert supplies. “These aren’t terrorist .

230 - They had resisted overtures to join the Taliban but had also kept their distance from Hekmatyar and Massoud. Their most prominent leader was Haji Qadir, sometimes referred to as the mayor of Jalalabad.

231 - Still, while the exact character and timeline of his dealings with GID remains uncertain, it seems clear that bin Laden did have a substantial relationship with Saudi intelligence. Some CIA officers later concluded that bin Laden operated as a semiofficial liaison between GID, the international Islamist religious networks such as Jamaat, and the leading Saudi-backed Afghan commanders, such as Sayyaf.

232 - I once asked a mother at our school if she knew any of the other kids in the first-grade class, hoping for a familiar name or two. She spent twenty minutes reciting from memory the name of every child, detailing their parents, siblings, which class they had been in the year before, and their interests.

233 - Yet the Rabbani-Massoud government, which did have tentative legal standing, had no practical authority in Taliban country. If the CIA was going to take Kasi into custody in that area, it was going to have to find a way to do so on its own.

234 - She confiscated The Village Vomit, on which I had, either out of overweening pride or almost unbelievable naiveté, put my name as Editor in Chief & Grand High Poobah, and at the close of school I was for the second time in my student career summoned to the office on account of something I had written. This time the trouble was a good deal more serious.

235 - I was writing a new novel, a peculiar combination of Peyton Place and Dracula which I called Second Coming. We had moved to a ground-floor apartment back in Bangor, a real pit, but we were in town again, we had a car covered by an actual warranty, and we had a telephone.

236 - She took a break from her work as a television writer/producer and journalist to make this a priority. She put in nights, early mornings, weekends, and holidays to accommodate my limited schedule.

237 - Reports of unchecked rape and abduction, including child rape, fueled a local atmosphere of fear and smoldering anger. One of the most powerful Durrani warlords in Kandahar, Mullah Naqibullah, had fallen into a state of madness later diagnosed as a medical condition that required antipsychotic drugs.

238 - American spies and strategists rarely entered the lower-middle-class mosques of Algiers, Tunis, Cairo,Karachi, or Jedda, where anti-American cassette tape sermons were for sale on folding tables at the door. Despite all these limitations, American intelligence analysts developed by mid-1995 a clearer picture of the new terrorist enemy.

239 - A declassified sentence in a redacted section of the Joint Inquiry Committee’s final report asserts: "The CIA was not authorized to upset the political balance in Afghanistan.” What Clinton said about Massoud and what he recalled about the analysis he received at the time is from a senior administration official who reviewed the subject with Clinton in 2003.

240 - “Martin has been with the hospital for 30 years,” according to one of the unit administrators, “but he’s remarkably unpretentious and supportive.” As another added, “You can see Martin in the lunchroom and chat with him. He’ll ask you how things are going.” Speaking with him, one is impressed by the dignity and respect he accords his staff.

241 - Also, of the executives who said they had reduced their aspirations (25 percent), women did so more than men (34 percent of women compared to 21 percent of men). The most frequently cited reason for reducing aspiration was the same for both men and women—67 percent said a very important reason was “the sacrifices I would have to make in my personal or family life.” It’s also important to note that women who think little progress has been made in breaking through the glass ceiling are more likely to have reduced their aspirations than women who think progress has occurred.

242 - The movement’s leaders “appeared coached and the overall impression was one of disingenuity and a degree of deception,” the American officials cabled afterward to Washington. It was the beginning of a long string of such lies and evasions—but the U.S. government had few resources in the region to dig beneath the surface.

243 - And if I forgot to mention it earlier, that’s exactly where you want to be: steeped to your eyebrows in failure. It’s a good place to be because failure is where success likes to hide in plain sight.

244 - In the unstable balance of power bequeathed by the Seven Years’ War, Catherine would have preferred to keep her distance from both Austria and Prussia who were now her main rivals to fill the vacuum created by the decline of French influence in eastern Europe. However, since Austria and Prussia were themselves implacable enemies, competing for the domination of the smaller German states, it was utopian to suppose that Russia could stay neutral for long.13 Since the Austrians remained allied to the French, who continued to resent Russian policies against their traditional satellites, Sweden, Poland and the Ottoman Empire, an Austrian alliance for Catherine was impossible.

245 - To ensure that the new empress’s coronation followed the same format as Elizabeth’s twenty years earlier, Trubetskoy refreshed his memory of that event by researching the historical precedents.52 Even as Catherine’s procession made its stately progress towards the Cathedral of the Dormition, her leading supporters offered a visible representation of continuity among Russia’s governing elite. Although that elite served the tsar in a variety of military and bureaucratic organisations, their institutional hierarchies were then overlaid (as they have been ever since in Russia) by a network of informal patronage groups too flexible to be classed as factions.

246 - One school of thought holds that big boards are better because the members can divide work among more people, consider more diverse viewpoints, and reach into the community more extensively. Other people say that smaller boards are better because maintaining a working relationship with a smaller group is easier, and decision-making is better because the board has to consider fewer opinions.

247 - And if it turned out that bin Laden was not in the hunting camp after all, the anti-American reaction would make the controversy over the cruise missile strike on the al Shifa plant in Sudan the previous summer seem mild by comparison. All this was discussed at the White House just two days before President Clinton faced a final vote on impeachment charges in the U.S. Senate.

248 - I told her I had another subject in mind and started pulling together a talk on how women can succeed in the workforce (a talk that TED later named “Why We Have Too Few Women Leaders”). Very quickly, I became excited.

249 - Published accounts of the debates among Peshawar Arab activists during this period include The New York Times, January 14, 2001. 16.

250 - Summoned expressly for the task, Suvorov had stormed the ramparts in swirling mists in the early hours of the morning of 11 December. While six columns of men attacked the walls–built with the assistance of French military engineers, four miles in circumference and protected by moats fifty feet wide and twenty feet deep–a galley flotilla invaded from the river under the command of the Neapolitan adventurer José de Ribas.20 ‘The most horrible carnage followed,’ recalled the Comte de Damas, ‘the most unequalled butchery.

251 - Internal resources, including time, expertise, facilities, and personnel, may be insufficient to accomplish the objectives of the sales training program. Also, outside trainers might be looked to for new ideas and methods.

252 - Rowntree paid for her to take an introductory course in Lotus 1-2-3 in 1991, but she has not had much opportunity to develop her computer skills. She does not seem to be overly ambitious or aggressive.

253 - CEO Mayer,” Spiegel Online International, August 1, 2012, http://​www.​spiegel.​de/​international/​germany/​german-​government-​official-​criticizes-​yahoo-​exec-​for-​short-​maternity-​leave-​a-​847739.​html. 5.

254 - The people who have experienced this and fought back–by quitting when they were stuck–tell me that the feeling of liberation and new potential is incredible. Suddenly, they can get back to doing the work, to making a difference, and to engaging with a community.

255 - As for the lesser servants, Anna had made do with four chamber lackeys, forty-eight lackeys, eight heyducks and four messengers. By 1748, their total numbers had more than doubled.

256 - The CIA had sent its first declared station chief to Algiers in 1985 and maintained a working relationship with Algerian security forces even as they plunged into a bloody civil war. In all three countries the station chiefs recorded and cabled to Langley detailed alarmist accounts from Arab intelligence and police chiefs about the rising danger of Islamic radicalism.

257 - Individual employees also can develop work plans, either at their supervisor’s request or simply as an exercise to help the employees organize their work. People also use work plans to deal with an organizational crisis or rapid organizational change.

258 - Thus, the total number of women chiefs of state or heads of government will change as countries go through their next election cycle. 4.

259 - There was also a chance that another Arab country, under assault from violent Islamists who took money from bin Laden, might be willing to accept him for trial. Through CIA channels the United States separately asked Saudi Arabia, Egypt, and Jordan whether they would accept bin Laden into custody.

260 - Emphasizing police work and courtroom prosecutions against terrorists seemed both a practical and principled approach. The CIA did not typically work inside the American legal system.

261 - Family history is from Tenet’s account in two speeches, “Acceptance of the Ellis Island Medal of Honor Forum Club Lunch,” November 6, 1997, and “Remarks by DCI George J. Tenet at Swearing-In Ceremony by Vice President Gore,” July 31, 1997, CIA Office of Public Affairs. 4.

262 - Charles H. Schwepker Jr. (Ph.D., University of Memphis) is professor of marketing at Central Missouri State University. He has experience in wholesale and retail sales.

263 - Rich or poor, most of us have strong personal feelings about money, and making gifts to charitable organizations reflects our values. Even more important when we make charitable giving decisions is our comfort in contributing our money to people we know, either directly or indirectly.

264 - I most often see chances to add the grace-notes and ornamental touches after my basic storytelling job is done. Once in awhile it comes earlier; not long after I began The Green Mile and realized my main character was an innocent man likely to be executed for the crime of another, I decided to give him the initials J.C., after the most famous innocent man of all time.

265 - The good news is that men in younger generations appear more eager to be real partners than men in previous generations. A survey that asked participants to rate the importance of various job characteristics found that men in their forties most frequently selected “work which challenges me” as very important, while men in their twenties and thirties most frequently selected having a job with a schedule that “allows me to spend time with my family.”35 If these trends hold as this group ages, it could signal a promising shift.

266 - A few years later, he would create and produce a revered country music album, Will the Circle Be Unbroken, for which, it seems to me, everyone gets credit but him, even though Bill dreamed it all up and made it happen. He corralled some recording time for me at those Nashville sessions—after Mother Maybelle Carter, Doc Watson, Earl Scruggs, and Jimmy Martin had gone home for the evening—to lay down some banjo tunes I had written.

267 - My appearances on SNL, whether I was dancing with Gilda Radner, clowning with Danny, pitching show ideas with Lorne and the writers, or simply admiring Bill Murray, were community comic efforts that made me feel like I had been dropped off at a playground rather than the office. Watching the gleam in your partner’s eyes, acting on impulses that had been nurtured over thousands of shows, working with edgy comic actors—some so edgy they died from it—was thrilling.

268 - are not allied with an organized terrorist group and cannot readily call upon such an organized unit to execute retaliatory strikes against the U.S. or countries that have cooperated with the U.S. in the extradition of Yousef and his associates.” That same year, working through the National Intelligence Council, the CIA circulated to Clinton’s Cabinet an annual National Intelligence Estimate on terrorism classified Secret. The estimate was titled “The Foreign Terrorist Threat in the United States” and drew on cables and analyses from across the American intelligence community.

269 - Wealthy Arabs from Saudi Arabia and elsewhere in the Persian Gulf flew into Kandahar for bustard-hunting in the nearby deserts. The Arabs arrived on chartered jets and brought mind-boggling luxuries for their weeks-long hunts.

270 - Mr. Smith’s driving behavior in this case was eventually examined by a grand jury, who indicted him on two counts: driving to endanger (pretty serious) and aggravated assault (very serious, the kind of thing that means jail time). After due consideration, the District Attorney responsible for prosecuting such cases in my little corner of the world allowed Smith to plead out to the lesser charge of driving to endanger.

271 - Under the plan, as soon as the Afghan agents had bin Laden on his way to the provisioned cave, the team would notify the Islamabad station, which in turn would signal Langley and Washington that they needed an indictment or a nod from an Arab government in a hurry. Once this indictment or rendition was arranged, an American special operations team would fly to the prearranged rural Kandahar airstrip, and the tribal team would hand over their Saudi captive.

272 - “The issue of funding the hundreds of millions of dollars to finance the effort was given to the OMB and CIA to figure out,” they write, describing this as “the kind of decision that leaves much undecided, since a government agency that is told to finance a program ‘out of hide,’ out of the existing budget, frequently argues back that the issue is not a high enough priority.” 8.

273 - While a week may pass by the time an ad appears in the Sunday paper and the first applications are received, an opening can be posted online and applications received as early as the same day. There is also a cost savings.

274 - To break the deadlock a respected holy man placed a strand of wheat on his head and declared that Ahmed should be king because he had given no cause for anger to the others. The tribal chiefs soon put blades of grass in their mouths and hung cloth yokes around their necks to show they agreed to be Ahmed’s cattle.

275 - I first discovered that pasta was mood neutral by eating a lot of it over the years and paying attention to how I felt later. While potatoes send me straight to my napping chair, pasta is a perfect preworkout snack.

276 - There are lots of would-be censors out there, and although they may have different agendas, they all want basically the same thing: for you to see the world they see … or to at least shut up about what you do see that’s different. They are agents of the status quo.

277 - But on 29 December, the favourite’s younger brother Valerian Zubov arrived in St Petersburg with news that even this seemingly impregnable stronghold had fallen. Summoned expressly for the task, Suvorov had stormed the ramparts in swirling mists in the early hours of the morning of 11 December.

278 - management (CRM) business strategy that is translated into specific sales strategies implemented effectively by salespeople. It is also critical to note that the process at Deere was driven by strategy with the latest technology used to implement the CRM and sales strategies effectively.

279 - As I write this paragraph, my wife and our good friends are wondering why I’m selfishly lagging behind and not meeting them for an afternoon of sitting in the sun. I’ll get there soon.

280 - In other words, board members must pay attention to what’s going on and make decisions based on good information. The duty of loyalty means that a board member must put the organization’s welfare above other interests when making decisions.

281 - I was sitting at the kitchen table of our house in Durham, Maine, and watching my mother stick sheets of S&H Green Stamps into a book. (For more colorful stories about Green Stamps, see The Liars’ Club.)

282 - U.S. Census Bureau, “Table FG10 Family Groups,” America’s Families and Living Arrangements, Current Population Survey, Annual Social and Economic Supplement (2011), http://​www.​census.​gov/​hhes/​families/​data/cps2011.​html. Calculation derived by focusing on all family groups with children under eighteen.

283 - What you’re doing might not be working, and you might not be able to do what you’re doing and get paid for it. But I am certain that if you give enough, to the right people in the right way, your gifts will be treasured and your journey will be rewarded.

284 - For the next three and a half years I experienced a total disconnect from normal life and a profound sense of aloneness, despite the love and support of family and friends. My quality of life was dipping below the point of being worth the effort.

285 - Then I read the last line of my latest bad review: “Sharing the bill with Poco this week is comedian Steve Martin…his twenty-five-minute routine failed to establish any comic identity that would make the audience remember him or the material.” Then I walked off the stage. Linda onstage at the Troubadour.

286 - Mourning dress is to be worn for six months, and no longer: the shorter the better.’96 Increasingly conscious of the passage of time, she observed mordantly to Grimm in February 1794, the fiftieth anniversary of her arrival in Russia, that there were now barely a dozen people who could remember the event, one of whom was Lev Naryshkin, who denied it for fear of appearing aged, and another Ivan Shuvalov, ‘who scarcely leaves his house as a result of his decrepitude’.97 That same month, William Gould told John Parkinson that ‘though the empress looks very well when made up, she appears very much otherwise in dishabille, indeed with strong symptoms of old age’.98 In public, Catherine wore ‘a great deal of rouge, for she was still desirous to prevent the impressions of time from being visible on her face’.99 In the relative privacy of her own apartments, she received ambassadors in a simple white negligee, using spectacles and a magnifying glass for reading. Her hair was worn low, a simple old-fashioned style, with curls behind the ears.100 It was an image of vulnerability soon to be attacked by her Western detractors.

287 - The Qatari minister of religious endowments, Sheikh Abdullah bin Khalid al-Tahni, was known to harbor Islamists loyal to bin Laden. If they asked the Qatar government for help in seizing bin Laden, it was likely that Mohammed would be alerted.

288 - Its basic concept is to compare the marginal profit contribution with the marginal selling costs for each incremental salesperson. An example of these calculations is provided in Exhibit 4.4.

289 - On the proliferation of such spectacles, see H. Watanabe O’Kelly, Triumphall Shews: Tournaments at German-speaking Courts in their European Context, 1560–1730 (Berlin, 1992). 91.

290 - If you’re unattractive—and this is my area of expertise—your conversation skills will be especially important. It might be all you have to sell yourself unless you’re accomplished in some world-class way.

291 - Sitting in her study every morning, she continued to dispatch business just as she had done throughout her reign. One of her secretaries’ jobs was to process the petitions submitted in her name.

292 - Thus, the deployment analysis suggests that Andy’s territory requires only 0.36 salespeople, whereas Sally’s territory needs 2.36 salespeople for proper coverage. From the firm’s perspective, the design of Andy’s and Sally’s territories limits sales and profit performance.

293 - Although you may want to keep them on the job until the last possible minute, good employees deserve good treatment. If they leave your agency with good feelings, you’re in a better position to hire them back in the future.

294 - So when he went on sales calls he kept the Dilbert sales packet in his briefcase and showed other comics. Then the universe got involved: The salesman had a heart attack and died in a hotel room on the road.

295 - For Rabbani and Massoud the Taliban initially looked like a Pashtun force that could hurt their main enemy, Hekmatyar. 29.

296 - For a while the CIA picked up rumors that Kasi was staying in a massive fortress compound near the Afghan border, but the agency could not persuade Pakistani police to move against the place. The operation would have been unusually difficult because the compound was heavily defended.

297 - To try to detect any large-scale weapons thefts, the CIA recruited Abdul Haq and a few other Afghan contacts to monitor gun prices in the open markets along the Afghan frontier. If .303 or AK-47 prices fell dramatically, that would indicate that CIA-supplied weapons were being dumped for cash.

298 - For situations like this, in addition to shredders, the station was equipped with a small gas-fed incinerator with its own chimney. Lessard sorted through case files and other classified materials, preparing if necessary to begin a burn.

299 - ‘She is exactly what I had hoped for: the figure of a nymph; the colour of lilies and roses; the finest complexion in the world; tall and broad-shouldered, yet slight.’25 Whereas Natalia’s progress in the Russian language had been maddeningly slow, Sophia had already begun to master the Cyrillic alphabet in Berlin. Catherine sent a tutor to ‘lessen the task of learning’ on the journey.26 She need not have worried: re-baptised Grand Duchess Maria Fëdorovna on her conversion to Orthodoxy, Sophia was to prove the most dutiful of consorts.

300 - Since Haq had lost one foot to a land mine on a mission near Kabul, his travel inside was more limited than before. He collaborated with a CBS cameraman to film rocket attacks around Kabul, escorted journalists over the border, and flew off to Washington to lobby for support.

1 - A fortnight before leaving Moscow, she had secretly decreed that small, unregistered workshops there should no longer be persecuted by the authorities. Matching her instinctive preference for free labour, this policy was also influenced by Catherine’s reading of the Cameralist economist Jacob Bielfeld, who believed that large, privileged manufactories were better suited to the provinces than to a capital city.

2 - Joanna Barsh and Lareina Yee, Special Report: Unlocking the Full Potential of Women in the U.S. Economy, McKinsey & Company (April 2011), 6, http://​www.​mckinsey.​com/​Client_​Service/​Organization/​Latest_​thinking/​Unlocking_​the_​full_​potential.​aspx. 1.

3 - Its officers concluded that bin Laden had probably been in the reported convoy and that he had probably been shot at, but it was impossible to know for certain. White House officials who reviewed the reports were skeptical.

4 - Still, the Islamabad CIA station had weeks earlier picked up indications from its sources that students at Quaid-I-Azam might be planning demonstrations at the embassy in support of the Iranian hostage takers in Tehran. As a result, Hummel had requested and received a small contingent of about two dozen armed Pakistani police, over and above the embassy’s normal security force.

5 - And there are many people who are deeply committed to their jobs but do not—and should not have to—aspire to run their organizations. Leadership roles are not the only way to have profound impact.

6 - I’ve also written again and again about the fundamental differences between children and adults, and about the healing power of the human imagination. And I repeat: no big deal.

7 - Pakistani intelligence summoned about a dozen commanders from the Sarobi area to a meeting at a safehouse in Peshawar. CIA officers spread out satellite photographs of the Sarobi Road on the floor.

8 - I work cooperatively with people in other parts of the customer organization who can be useful sources of ongoing information, resources, and support. 12.

9 - The Leader–Member Exchange (LMX) model encourages sales managers and salespeople to build a relationship on mutual trust. Transformational leadership recognizes the necessity and importance of change in most sales organizations.

10 - You may want to type “performance evaluation software” or “performance appraisal software” into a search engine such as Google.com. Provide the name of the software package and the company that provides it.

11 - Spy satellites and signals collection had made it likely that the United States would have advanced warning of a Soviet military strike, Casey conceded; in that sense, Donovan’s goal had been achieved. But Casey thought the CIA had to do much more than just watch the Soviets or try to steal their secrets.

12 - Gradually, too, Ahmed Shah Massoud’s brothers and Panjshiri aides began to make the rounds in Washington. Massoud’s now widely publicized record as a war hero in the harsh Panjshir gave him more clout and credibility than the Durrani Pashtuns, who tended to be dismissed, especially at Langley, as political self-promoters with weak battlefield records.

13 - The goal is building a relationship, inviting the potential donor to feel as if he wants to belong with the people leading your agency. For some major gift campaigns, the fundraisers use a feasibility study.

14 - Clinton’s national security adviser, Sandy Berger, confirmed the existence and conclusions of these opinions in testimony before the Joint Inquiry Committee on September 19, 2002. “We received rulings in the Department of Justice,” Berger said, “not to prohibit our ability-prohibit our efforts to try to kill bin Laden, because [the assassination ban] did not apply to situations in which you’re acting in self-defense or you’re acting against command and control targets against an enemy, which he certainly was.”

15 - Any new equipment acquired to improve efficiency must be paid for by writing a grant or by scrimping and saving from meager surplus funds. This manager is no doubt doing six things at once — raising money, communicating with the board of directors, supervising staff, developing new programs, meeting with foundation officials, and writing a publicity brochure.

16 - It may have been these trucking overlords rather than Pakistan’s government who aided the Taliban in their first military breakthrough. An Afghan commander in the border truck-stop town of Spin Boldak, loyal to Massoud on paper, handed the Taliban the keys to an enormous ISI-supplied weapons dump near the town, apparently in exchange for a large payment.

17 - The general did not grow a beard or proselytize openly or ask his wife to take the veil at home—a step so rare among the Pakistani elite that it would have signaled a powerful conversion. Still, in the roiling sea of ambiguity that was ISI and the Pakistan army, the notion that a born-again Muslim was now in charge of the intelligence agency and the jihad campaigns seemed foreboding.

18 - In July 1770, he led a 25,000-strong army to victory over 150,000 enemy soldiers at the River Larga, emphasising in his reports to the empress the leading roles played by Lieutenant General Potëmkin and by General Bauer, a military engineer who had been close to her through his friendship with Grigory Orlov since entering Russian service the year before.86 Their troops received simple silver medals inscribed with the date of the battle and a bust of the empress. By mid December 18,000 such medals, minted in St Petersburg in October, had already been delivered to Jassy, and when these proved too few to meet the demand, she authorised 1157 more in the spring of 1772.87 All her armies’ victories were celebrated with an elaborate Te Deum at the Kazan Church in St Petersburg.88 Yet for Catherine there was always a measure of relief amidst the triumphalism.

19 - You remember when his mother brought him home as a newborn, and you watched him ride his first bicycle down the sidewalk. He’s selling the same candy bars to benefit the soccer team at his school: They need equipment and uniforms.

20 - And in great times, of course, the resistance persuades us not to start a company because competition is fierce and hey, salaries are high. “Don’t be stupid,” it says.

21 - These deep interests (I won’t quite call them obsessions) include how difficult it is—perhaps impossible!—to close Pandora’s technobox once it’s open (The Stand, The Tommy-knockers, Firestarter); the question of why, if there is a God, such terrible things happen (The Stand, Desperation, The Green Mile); the thin line between reality and fantasy (The Dark Half, Bag of Bones, The Drawing of the Three); and most of all, the terrible attraction violence sometimes has for fundamentally good people (The Shining, The Dark Half). I’ve also written again and again about the fundamental differences between children and adults, and about the healing power of the human imagination.

22 - The action teams would be authorized to kill terrorists if doing so would preempt a terrorist event, or arrest them and bring them to justice if possible. One action team would be made up of foreign nationals who could blend more easily into landscapes overseas.

23 - After that, just ask questions and listen as if you cared, all the while looking for common interests. Everyone likes to talk about his or her own life, and everyone appreciates a sympathetic listener.

24 - The original Mechanical Turk was a chess-playing “computer” built in the same year that the Encyclopaedia Britannica was founded. Invented by Wolfgang von Kempelen, the Turk wasn’t actually a computer at all, but merely a box with a small person hidden inside.

25 - In general, studies find that men negotiate more than women and tend to reap more rewards from their efforts. However, these trends depend on the context in which the negotiation occurs.

26 - We need to know what old people will think of this feature.” We discussed the Arab Spring and a slew of other timely topics. Dean Nohria then asked me a question about women in the workforce.

27 - If you accept that human beings are difficult to change, and embrace (rather than curse) the uniqueness that everyone brings to the table, you’ll navigate the world with more bliss and effectiveness. And make better decisions, too.

28 - His development (and promotion) of mass production meant that cars could be made in huge quantities and at very low cost. Capitalism had found its holy grail.

29 - The mission would both confirm the desert landing site’s suitability and rehearse for the day when Kasi was actually in agent custody. A special operations team flew secretly into Afghanistan.

30 - Pickering saw Shelton’s slide shows about how many thousands of troops would be required to snatch bin Laden as “a standard military position—give us forty-eight months and five divisions. These were gold-plated arguments.

31 - The hard part is distinguishing between quitting because the resistance wants you to (bad idea) or because the resistance doesn’t want you to (great idea). The goal is to quit the tasks you’re doing because you’re hiding on behalf of the lizard brain and to push through the very tasks the lizard fears.

32 - In hard times, or even presuccess times, society and at least one cartoonist want you to take care of yourself first. If you pursue your selfish objectives, and you do it well, someday your focus will turn outward.

33 - Its subtitle is Complete Discussions of Audience Appeals and Fundamentals of Showmanship and Presentation. I held my first copy and solemnly turned the pages, reading each sentence so slowly that it’s a miracle I could remember what the verb was.

34 - He had an entrenched sense of glee; he used humor as a gentle way of speaking difficult truths; and he could be effortlessly frank. He taught me more about how to be a social person than any other adult in my life.

35 - The first predated the Africa embassy bombings and authorized the use of force to detain or arrest bin Laden’s international couriers, according to these officials. The second was drafted immediately after the embassy bombings and authorized snatch operations against bin Laden and certain of his lieutenants.

36 - Perched high on a cliff above the Volga, the town’s situation was striking enough, and made the more attractive by the sunshine which had finally broken through. However, in an unconscious anticipation of the abbé Chappe d’Auteroche, Catherine declared Nizhny to be ‘abominably built’.42 Vladimir Orlov agreed: though the cathedral seemed in many ways the finest they had yet seen, there was ‘almost nothing worthy of remark’ in a town whose merchants seemed ‘very meagre’ in view of their advantageous position at the crossroads of Russian trade.43 Not content with decreeing the reconstruction of its principal public buildings, Catherine immediately set about founding a new trading company to boost the local economy.44 News of the impending bankruptcy of the British timber merchant William Gomm seemed to confirm all her suspicions about privileged manufacturers.

37 - Consider all the options for price, image, durability, flexibility, and visibility — awnings, quilts, stencils on glass, neon, flags. When you post your sign, consider its placement.

38 - By mid-December ominous large-scale Soviet deployments toward the Soviet-Afghan border had been detected by U.S. intelligence. CIA director Turner sent President Carter and his senior advisers a classified “Alert” memo on December 19, warning that the Soviets had “crossed a significant threshold in their growing military involvement in Afghanistan” and were sending more forces south.

39 - Companies that are new to team selling may find it difficult to move from individual-based compensation to team-based compensation. It is a challenge to determine how much of each team member’s pay should be based on individual performance and how much on team performance.

40 - A study of one company’s salespeople found entry-level salespeople to be unhappy with their sales managers and the aspects of the sales jobs over which the manager had considerable control.19 For example, they did not perceive their sales managers to be open and supportive, and they believed they had little opportunity to make important decisions. More experienced salespeople in this company held positive perceptions toward their sales managers and toward aspects of their jobs heavily influenced by management.

41 - I was sitting in my open dressing room when Martin walked by, carrying his stage clothes on a hanger. Unsure whether to say something to me, he kept going.

42 - Evaluations of sales organization effectiveness concentrate on the overall results achieved by the different units within the sales organization, with special attention given to determining the effectiveness of territories, districts, regions, and zones and identifying strategic changes to improve future effectiveness. These effectiveness assessments examine sales organization units and do not directly evaluate individuals; however, sales managers are responsible for the effectiveness of their assigned units.

43 - The organization is starting a new activity that requires someone with a specific professional license or degree and no member of the board or volunteer group is appropriately qualified. The nonprofit receives a major grant that both provides more resources and requires significant record-keeping and program management.

44 - So okay—there you are in your room with the shade down and the door shut and the plug pulled out of the base of the telephone. You’ve blown up your TV and committed yourself to a thousand words a day, come hell or high water.

45 - At the baptism on 25 September, when the baby was christened Paul, it was the fifty-four-year-old Princess of Hesse-Homburg (née Anna Trubetskaya), flanked by Ober-hofmeister Shepelëv and General Alexander Shuvalov, who carried him into the palace chapel behind Grand Duke Peter and the empress. Catherine could learn of him only ‘furtively’, because ‘asking for news would have been interpreted as casting doubt on the care the empress was taking of him, and would have been very badly received’.

46 - All financial details and flight to Karachi, from Mueller’s Joint Inquiry Committee statement, September 26, 2002. 37.

47 - Since 1999, there has been a slow decline in women’s employment rates (Bureau of Labor Statistics 2007 and 2011). Mirroring these historical employment patterns among women, opting out reached a low in 1993, the decade that recorded the highest rates of women’s labor force participation, and saw its sharpest increase from 1999 to 2002, the same years that marked the beginning of the decline in women’s overall employment rates (Stone and Hernandez 2012).

48 - Abdullah al-Turki, secretary-general of the Muslim World League, the largest worldwide Saudi proselytizing organization, joined the meeting. He was there to explain to bin Laden that the American troops invited to the kingdom had religious sanction.

49 - The public disclosure rules offer a nice tool for anyone who gets a bee in his bonnet and wants to harass your organization. So if you start getting request after request after request, check with the nearest IRS office.

50 - Khalid Sheikh Mohammed has recently been described by U.S. officials as a suspected mastermind of the September 11 attacks. He was arrested in Rawalpindi, Pakistan, on March 1, 2003, by Pakistani police and intelligence officers.

51 - But if I sit with good posture, both feet on the floor, it seems that my body signals to my brain that it’s time to concentrate on work. Consistency might be more important than the specific position you choose.

52 - There have been times when for me the act of writing has been a little act of faith, a spit in the eye of despair. The second half of this book was written in that spirit.

53 - Managers are not supposed to factor childbearing plans into account in hiring or management decisions. Raising this topic in the workplace would give most employment lawyers a heart attack.

54 - The surest way to identify those who won’t succeed at weight loss is that they tend to say things like “My goal is to lose ten pounds.” Weight targets often work in the short run. But if you need willpower to keep the weight off, you’re doomed in the long run.

55 - Toward this end the CIA case officers joined a six-on-six international soccer league for spies and diplomats sponsored by the German Club in Kabul. The officers spent comparatively little time cultivating Afghan sources or reporting on intramural Afghan politics.

56 - Looking at the familiar in new ways can change your behavior even when the new point of view focuses on the imaginary. I’m a perfect example of the power of leveraging multiple mediocre skills.

57 - Satellite and U-2 reconnaissance photography could identify fixed targets such as buildings, homes, and training camps with high precision, but these systems could not single out mobile targets or individual faces. In the case of the hunting camp, Clinton’s counterterrorism group had been forced to rely on identifications provided by the CIA’s Afghan tracking team.

58 - THE SEVEN HABITS OF HIGHLY EFFECTIVE PEOPLE Brought to you by FlyHeart SELF: Better, smarter, more right. Justified in focusing all resources on personal gratification.

59 - Because a sense of accomplishment emanates from the salesperson’s psyche, all the organization can do is facilitate the process by which it develops. Although organizations cannot administer sense-of-accomplishment rewards as they would pay increases, promotions, or formal recognition rewards, the converse is not true—they do have the ability to withhold this reward, to deprive individuals of feeling a sense of accomplishment.

60 - But, right now anyway, I’ll settle for your simulating this behavior simply because you want to be the linchpin, the center of the tribe, the source of our inspiration, and the one we all count on to make a difference. Some people think that you can’t be generous until after you become a success.

61 - Although I’d used symbolism, imagery, and literary homage before getting to my novel about the big plague (without Dracula, for instance, I think there is no ’Salem’s Lot), I’m quite sure that I never thought much about theme before getting roadblocked on The Stand. I suppose I thought such things were for Better Minds and Bigger Thinkers.

62 - It’s hard for me to believe that people who read very little (or not at all in some cases) should presume to write and expect people to like what they have written, but I know it’s true. If I had a nickel for every person who ever told me he/she wanted to become a writer but “didn’t have time to read,” I could buy myself a pretty good steak dinner.

63 - Sales management activities are those related to the planning, implementation, and control of the sales management process, as presented in Figure 1.1. Senior sales leaders address the broader aspects of the sales management process, while field sales managers are more involved in implementing the process with their assigned salespeople.

64 - By 1994, Pakistani intelligence relied on the Islamist training camps in Hekmatyar-controlled Afghan territory to support its new covert jihad in Indian-held Kashmir. The political-religious networks around Hekmatyar trained and shipped foreign volunteers to Kashmir.

65 - Boards that are actively engaged in major gift and special event fundraising tend to be larger because both fundraising techniques are fueled by personal contacts and friendships. The more board members you have, the more personalized invitations you can send to your next event.

66 - Their priority that winter was to accelerate Air Force testing of an armed version of the Predator, which the CIA could then fly over Afghanistan and use to shoot at bin Laden and his top aides. A lethal Predator would eliminate the problem of synchronizing perishable human agent reports from Afghanistan with cruise missile flight times, the CIA officers argued.

67 - I was fixated on studying, and even though I kept my outside jobs, my drive for learning led to a significant improvement from my dismal high school grade average. I was now an A student.

68 - Amid heavy snows the Afghan military pushed out a new defensive ring around the capital, holding the mujahedin farther at bay. Najibullah put twenty thousand mullahs on his payroll to counter the rebels’ religious messages.

69 - A Soviet incursion might lead Pakistan, Iran, and perhaps China to augment secret support to the Afghan rebels. General Mohammed Zia-ul-Haq in Pakistan might then ask the United States to openly oppose or deter any Soviet military thrust across Pakistan’s border.

70 - In February 1992 travelers reaching the Tajik capital told McWilliams that one of Najibullah’s most important allies in northern Afghanistan, a communist Uzbek militia commander named Aburrashid Dostum, had defected to Massoud’s Supreme Council of the North. The word was out all across northern Afghanistan, the travelers said.

71 - Notice that district 1 and district 2 produce the same ROAM but achieve their results in different ways. District 1 generates a relatively high profit contribution percentage, whereas district 2 operates with a relatively high asset turnover.

72 - In its final form the Unocal contract spelled out an $8 billion project involving two pipelines that would each travel more than eight hundred miles across southern Afghanistan. Niyazov insisted that Unocal stir up some publicity for their agreement.

73 - Of course, this was the approach the KGB itself had been urging on Taraki from Moscow earlier in the year. Now, suddenly, it looked suspicious.

74 - And the first five hundred words were uniquely terrifying—it was as if I’d never written anything before them in my life. All my old tricks seemed to have deserted me.

75 - With conventional joke telling, there’s a moment when the comedian delivers the punch line, and the audience knows it’s the punch line, and their response ranges from polite to uproarious. What bothered me about this formula was the nature of the laugh it inspired, a vocal acknowledgment that a joke had been told, like automatic applause at the end of a song.

76 - The segment was a hit and Rob and I gave ourselves credit, whether it was accurate or not, for starting a fifties music revival. We wrote it for Glen Campbell and Bobbie Gentry (who was still riding on the success of “Ode to Billy Joe”), and when Bobbie appeared onstage in an “itsy-bitsy teeny-weeny yellow polka-dot bikini,” all the writers’ jaws dropped.

77 - If a donor contributes $75 or more to your organization in exchange for a gift or service, your nonprofit must inform that donor in writing about the value of the gift or service she received and the portion of her contribution that she may claim as a federal income tax deduction. Additionally, your nonprofit must substantiate in writing to a donor any gift of $250 or more.

78 - Before leaving the basic elements of form and style, we ought to think for a moment about the paragraph, the form of organization which comes after the sentence. To that end, grab a novel—preferably one you haven’t yet read—down from your shelf (the stuff I’m telling you applies to most prose, but since I’m a fiction writer, it’s fiction I usually think about when I think about writing).

79 - The pre-CIA biographical material in this chapter draws heavily on Persico’s strong work, which itself drew on access to Casey’s papers and extensive interviews with his family and CIA colleagues. Also helpful was Casey’s own scattered accounts of his war experiences and political outlook in Scouting the Future, an extensive collection of Casey’s public speeches compiled by Herbert E. Meyer.

80 - Unocal’s strategy, Robert Oakley said in an interview, had to be one of moderating the Taliban, drawing them out. “We felt it was worth a try.

81 - Pay attention to how the potential donor is acting or responding and step back if he doesn’t seem to be feeling well or if his business has taken a difficult turn. Just as you can see signs of when not to press the case, you may also notice signs of readiness when it’s going well.

82 - The resistance knows that the anxiety trick doesn’t work anymore, especially if you’re friendly to the anxiety. Pretty quickly, the anxiety cycles start to diminish and eventually peter themselves out.

83 - After Inman left, Casey’s second deputy director, John McMahon, a blunt Irish veteran of the agency’s spy satellite division, worried continually that something in the Afghan covert program was going to go badly wrong and that the agency was going to be hammered on Capitol Hill. He wondered about the purpose of the U.S. covert war in Afghanistan, whether it could be sustained, and whether the Reagan administration was putting enough emphasis on diplomacy to force the Soviets to leave.

84 - Laurie A. Rudman, “Self-Promotion as a Risk Factor for Women: The Costs and Benefits of Counterstereotypical Impression Management,” Journal of Personality and Social Psychology 74, no. 3 (1998): 629–45; Laurie A. Rudman and Peter Glick, “Feminized Management and Backlash Toward Agentic Women: The Hidden Costs to Women of a Kinder, Gentler Image of Middle Managers,” Journal of Personality and Social Psychology 77, no.

85 - V. A. Somov, ‘Krug chteniia Peterburgskogo obshchestva v nachale 1760-kh godov (iz istorii biblioteki grafa A. S. Stroganova)’, XVIII vek, 22 (SPb, 2002), 200–34. 64.

86 - Sarah M. Allen and Alan J. Hawkins, “Maternal Gatekeeping: Mothers’ Beliefs and Behaviors That Inhibit Greater Father Involvement in Family Work,” Journal of Marriage and Family 61, no. 1 (1999): 209.

87 - George Tenet’s mother escaped communism by fleeing her native Epirus (a region on the border between Greece and Albania) in the hull of a British submarine at the end of World War II. She never saw her parents again.

88 - Households were receiving too much direct mail, making recipients less inclined to read it, and the costs of printing and postage rose. That’s when the dinner hour began to be interrupted by incessant telemarketing calls.

89 - I spent some time with Sir Richard, and I can tell you that you could certainly do most of what he does, perhaps better than he does it. Except for what he does for about five minutes a day.

90 - Increased tensions in the Middle East are expected to reduce sales by an additional 5% (erratic events component). Sales results are reasonably consistent throughout the year except for the fourth quarter, where sales are expected to be 25% higher than the other quarters (seasonal component).

91 - Zia had appointed him to run ISI in June 1979; Akhtar would hold the position for eight influential years. “His physique was stocky and tough, his uniform immaculate, with three rows of medal ribbons,” recalled an ISI colleague, Mohammed Yousaf.

92 - "They asked that we recognize” and “had no clue of how to run a country” are from Badeeb’s interview with Orbit, early 2002, translated by the Language Doctors, Inc., Washington, D.C. “They are very religious people” is from the author’s interview with Ahmed Badeeb, February 1, 2002, Jedda, Saudi Arabia (SC). “So as to fill the obvious vacuum” is from Badeeb’s interview with Orbit.

93 - Just because you create something great doesn’t mean that anyone will show up to take advantage of it. The proposal must explain how an organization plans to spread the word about this new project and entice the target population into becoming involved.

94 - At the Islamabad station Milt Bearden felt that bin Laden himself “actually did some very good things,” as Bearden recalled it. “He put a lot of money in a lot of the right places in Afghanistan.” Bin Laden was not regarded as “someone who was anti-American.” The CIA did receive negative reports about the Arab volunteers from its Afghan agent network and from Western and Christian aid organizations.

95 - As our economy has matured and mechanized, seeking out and adhering to the norm has become unprofitable. It’s unprofitable to establish a career around the idea of doing what the manual says.

96 - Usually, the annual report includes a financial statement for the year, along with an overview of recent accomplishments. It may also include letters from the president and executive director of your organization.

97 - Most of the teachers were inclined to be good sports about my teasing—even Old Raw Diehl was willing to let bygones be bygones concerning the pigs’ eyeballs—but one was not. This was Miss Margitan, who taught shorthand and typing to the girls in the business courses.

98 - The attire of the Dauphin and his wife alone stretched to 45 million.’78 To allow them to prepare in suitable style, the leading Russian statesmen (known collectively as the generalitet because they ranked with army generals on the top four ranks of Peter the Great’s Table) were advanced a full year’s salary, normally paid in instalments every four months. Elizabeth issued a personal decree urging each of them to spend the money on ‘worthy costumes, as rich as possible, open landaus and other carriages, decorated where possible in silver and gold’.

99 - Mahmoud volunteered to help the CIA take custody of two Arab militants, one with an American passport, who had been secretly detained by Pakistani police. Musharraf announced that he was “actively considering” a trip to Kandahar to lobby Mullah Omar to hand bin Laden over to the Americans.4 It was in many ways a cynical charm offensive, designed to compete with India’s diplomacy.

100 - Several others cheered that kind of macho management talk, that “shape up or ship out” supervision approach. But another person in the group asked, “Who picks up the pieces?”

101 - I recommend that you improve your psychological bravery but say no to anything that has a strong chance of killing you. Then there’s education.

102 - Valid sales forecasts are needed to establish sales quotas for evaluating sales effectiveness in achieving sales objectives. In addition, industry and competitor sales information is also useful.

103 - These included a Presidential Decision Directive, signed by President Clinton in 1995, which explicitly instructed the CIA to undertake covert “rendition” programs if they would enhance American national security. As for the scenario where CIA officers might fly in to receive bin Laden for an American trial, they would then be operating under the authority of Executive Order 12333, signed by President Ronald Reagan in 1981 and renewed by successive presidents.

104 - Equally devoted was Sheikh Maktoum, the leader of Dubai, another emirate in the oil-rich confederation. Scores of other fabulously rich U.A.E.

105 - Deloitte had already established a program to support female employees, who still remained underrepresented at the highest levels of the company. This prompted Chet Wood, CEO of Deloitte Tax, to ask, “Where are all the women?” In response, Deloitte launched a leadership development program in 2008.

106 - These pyramids were so high as to reach within two or three fathoms of the little stages on which the men stood in their shirts, and their drawers. They were condemned in this manner to be burnt to powder.

107 - It is unfair that mothers are frequently expected to work long into the night while fathers who work outside the home get the chance to relax from their day jobs. When the father is home, he should take on half the child care and housework.

108 - The sales process has traditionally been described as a series of interrelated steps beginning with locating qualified prospective customers. From there, the salesperson plans the sales presentation, makes an appointment to see the customer, completes the sale, and performs post-sale activities.

109 - Professor Hannah Riley Bowles, who studies gender and negotiations at Harvard’s Kennedy School of Government, believes that women can increase their chances of achieving a desired outcome by doing two things in combination.19 First, women must come across as being nice, concerned about others, and “appropriately” female. When women take a more instrumental approach (“This is what I want and deserve”), people react far more negatively.

110 - Congress and the American people would not sanction such a war as an answer to the embassy attacks, Sandy Berger said later; the idea was all out of proportion. Clinton told a colleague later that “as despicable as the embassy bombings were,” he was certain that even “our closest allies would not support us” if he ordered a sustained ground attack in Afghanistan.

111 - Sure, the physical manifestation of the art might sell for a million dollars, but that painting or that song is also going to be enjoyed by someone who didn’t pay for it. Art is not limited to art school, or to music or even to the stage.

112 - Although these stations rarely give away their best viewing and listening hours to this free service, sometimes they do tack PSAs onto the end of a newscast or special program during prime time. But even an announcement played during the morning’s wee hours can reach many people.

113 - Instead, give him a standing ovation, wait to thank him after the talk, tell ten friends what you saw, and thank the conference organizer. It wasn’t a transaction that you pay for with a few circles on a review sheet.

114 - This role also includes an educational element—that is, salespeople educate their customers on products they offer and how these products compare with competitive offerings. As a long-term ally, the salesperson supports the customer, even when an immediate sale is not expected.

115 - “We had force in the region and were prepared to use it,” Pickering recalled, if they had a precise fix on bin Laden’s location. “But we were not prepared to fire Tomahawks on a daily basis or to try to use bombing aircraft, crossing Pakistani airspace when, in fact, we didn’t have even the right intelligence or the right predicate to do it.” Sixty-seven Americans had been killed by terrorists during the Clinton presidency, Berger noted pointedly.

116 - Despite my obvious lack of ability, nearly every boss I had—and there were many—identified me as a future corporate executive. Keep in mind that I was poorly dressed, five feet eight inches tall, and prematurely balding in my twenties.

117 - Within the vault a young political officer had cleared off a desk and was busy writing by hand the FLASH cable that would announce the attack to Washington. As he wrote, embassy communications officers destroyed cryptography packages one by one to prevent them from falling into the hands of rioters.

118 - He kept coming to Marne to ask questions, which she would duly answer, then she would wait, but still no paragraphs. When he came to her again with yet another question, she turned to him with a huge smile and said, “I am going to answer all of your questions.

119 - Women, especially those at junior levels, worry that raising gender issues makes them appear unprofessional or as if they are blaming others. I have listened to women vent frustration over being undervalued and even demeaned on a daily basis at work.

120 - Now, though, in a world where linchpins are valued and cogs are not, it seems as though unchecked anxiety is the single biggest barrier between you and your goals. Given the choice, people don’t hire or work with or trust or follow people who get stuck in a cycle of anxiety.

121 - Is that so?” The former can elicit a quick and defensive “That’s not true!” The latter is much harder to deny. One triggers a disagreement; the other sparks a discussion.

122 - Interviews with U.S. officials, including former congressional aides who made visits to Pakistan while Bearden was station chief. 31.

123 - Creating job descriptions for officers, committee chairpersons, and individual board members may clarify responsibilities and make it easier to fulfill them. Self-evaluation: Sometimes encouraging a board to look at itself motivates board members (or encourages those who aren’t pulling their weight to resign).

124 - If you’ve done a business plan (which we recommend), refer to the plan to make sure that you cover all your activities. (See Chapter 9 for help with planning.)

125 - Air Force drone pilots and CIA officers from the Counterterrorist Center and the bin Laden unit huddled in the darkened room on the wooded Langley campus from midnight to dawn, watching black-and-white aerials of Afghanistan unfurl eerily before them. Richard Clarke would drive out after midnight, clear the CIA’s security gates, park in the darkened parking lots, and wander through empty hallways to the flight center.

126 - I was horrified to be crying in front of my new boss whom I barely knew—which just made more tears flow. But I got lucky.

127 - Did bin Laden work on the Tanai coup attempt on his own or as a semiofficial liaison for Saudi intelligence? The evidence remains thin and inconclusive.

128 - They respected Schroen and saw him as a tough, devoted operative, but their talks with him were fitful and sporadic. The political and military discussions, including those about bin Laden and terrorism, were as yet no deeper than those Massoud and his aides had routinely at foreign embassies.

129 - Once the appropriate salesforce size is determined—that is, one sufficient for salespeople to call on all the firm’s accounts and prospects in a productive manner—this figure should be adjusted to reflect expected turnover. If an increase or maintenance of current salesforce size is desired, excess salespeople should be in the recruiting-selecting-training pipeline.

130 - The Predator was cheap by the lavish standards of Pentagon weapons programs, but at about $3 million per drone, each one lost would take a bite out of the CIA’s pinched budgets. Influential skeptics such as Thomas Pickering worried about the intelligence community’s built-in bias for “a near-term technical solution, rather than the long-term buildup” of reliable sources and recruits.

131 - Here’s the counterargument: When I was a commercial loan officer for a large bank in San Francisco, my boss taught us that you should never make a loan to someone who is following his passion. For example, you don’t want to give money to a sports enthusiast who is starting a sports store to pursue his passion for all things sporty.

132 - Some CIA officers resisted the FBI’s global expansion, seeing it as an incursion into the agency’s turf. Even those at Langley who believed the CIA could profit by partnering with the FBI were uncertain how the new system was supposed to work in detail.

133 - The options paper went to the Special Coordination Committee, an unpublicized Cabinet subgroup that oversaw covert action on the president’s behalf. The CIA’s covering memo reported that Soviet leaders were clearly worried about the gathering Afghan revolt.

134 - As long as each of these elements is seen as inseparable from the others, it’s impossible to untangle the future. That’s why outsiders and insurgents so often invent the next big thing–they don’t start with the tangled past.

135 - Also, Bruce Riedel, “American Diplomacy and the 1999 Kargil Summit at Blair House,” Center for Advanced Study of India, University of Pennsylvania, Policy Paper Series 2002. 15.

136 - One day an employee at the Boston Globe, whose job included looking at syndication submissions and recommending new comics to senior management, went on a vacation with her husband. She was driving; he was bored.

137 - But those same people would probably let you wait in an office for at least that long while they completed a telephone conversation with someone else. Urgent matters are usually visible.

138 - It was thanks to his collaboration with Diderot that the Hermitage acquired Rembrandt’s Return of the Prodigal Son and a more recent masterpiece by Jean-Baptiste Greuze, The Paralytic, or the Fruits of a Good Education (1763). When he moved to The Hague in 1768, Golitsyn negotiated the purchase of about 600 paintings–including works by Rembrandt, Rubens, Wouvermans and Watteau–from the collection of Count Heinrich von Brühl, who had amassed his treasures by stealing from his master, Augustus III of Poland.

139 - The assassination attempt exposed two other Afghan communist agents in the rebels’ midst, including a Massoud cousin who had also been one of his commanders. Massoud’s own spy network remained a step ahead.

140 - When I was accepted into Harvard, many of my high school classmates asked me why I would want to go to a school filled with geeks. Then they would stop short, remember who they were talking to, and sheepishly walk away without waiting for an answer, realizing they already had it.

141 - Mahmoud had tightened up on American access to every sector of the Pakistani army and intelligence service. He had decided to enforce strict liaison rules that blocked American contacts with Pakistani corps commanders, division commanders, and other generals.

142 - The most thorough and balanced biography of al-Zawahiri yet published in English appeared as a long article in The New Yorker by Lawrence Wright on September 16, 2002. 13.

143 - Bearden passed through the usual CIA offer to captured pilots: “The big-chested homecoming queen blonde, the bass boat, and the pickup truck with Arizona plates.” But ISI reported the Soviet officer declined to defect. Bearden contacted the Soviets and arranged for a handover.

144 - Sales managers can use the BPI data to divide the overall company forecast into more disaggregate forecasts. For example, assume that you are the Missouri district sales manager for a marketer of cosmetics.

145 - Stock up on convenient healthy food (e.g., apples, nuts, bananas) and let laziness be your copilot in eating right. Stop eating foods that create feelings of addiction: white rice, white potatoes, desserts, white bread, fried foods.

146 - In truth, I’ve found that any day’s routine interruptions and distractions don’t much hurt a work in progress and may actually help it in some ways. It is, after all, the dab of grit that seeps into an oyster’s shell that makes the pearl, not pearl-making seminars with other oysters.

147 - Integrated marketing communication (IMC) is the increasingly popular term used by many firms to describe their approach. IMC is the strategic integration of multiple marketing communication tools in the most effective and efficient manner.

148 - Those who remain reluctant to use tests ask three questions: (1) Can selection tests really predict future job performance? (2) Can tests give an accurate, job-related profile of the candidate?

149 - This difference disadvantages women because mentees with more senior mentors reported faster career progression. See Ibarra, Carter, and Silva, “Why Men Still Get More Promotions than Women,” 80–85.

150 - I doubt if I’ve covered everything you need to know to become a better writer, and I’m sure I haven’t answered all your questions, but I have talked about those aspects of the writing life which I can discuss with at least some confidence. I must tell you, though, that confidence during the actual writing of this book was a commodity in remarkably short supply.

151 - Regions with the largest variation, especially when actual costs far exceed budgeted costs, should be highlighted for further analysis. Large variations are not necessarily bad, but the reasons for the variations should be determined.

152 - One has only to glance at its press, films, fashion shows, beauty contests, ballrooms, wine bars, and broadcasting stations!” Qutb wrote upon his return. Qutb argued that all impure governments must be overthrown.

153 - Instead of freaking out about how essential the flight was, how badly his day was ruined, how his entire career was now in jeopardy, the young Branson walked across the airport to the charter desk and inquired about the cost of chartering a flight out of Puerto Rico. Then he borrowed a portable blackboard and wrote, “Seats to Virgin Islands, $39.”

154 - Catherine, who sent Dr Rogerson to minister to her feverish admiral, mourned Greig’s death at Reval on 15 October as a ‘great loss to the state’ and paid for his funeral. By then, she herself had survived one of her nerviest summers under threat of a Swedish descent on her palace.

155 - Coquin, ‘Un inédit de Marmontel: épître à Sa Majesté Catherine II’, in La France et les français à Saint-Petersbourg XVIII–XIX siècles (SPb, 2005), 11–25. 27.

156 - Covered expenses vary from company to company, so it is important for each company to designate which expenses are reimbursable and which are not. For example, some firms reimburse their salespeople for personal entertainment, such as the cost of movies and reading material while traveling, and others do not.

157 - It’s easy to pop a seed in the ground, but it takes a deeper understanding of the gardening arts to grow something wonderful. Happiness, like gardening, only seems simple.

158 - Generally, different actions are warranted for different salespeople, depending on the areas that need improvement. Evidence for the difference between sales organization effectiveness and salesperson performance is provided in a study of 144 sales organizations in the United States.

159 - After the lead gift is in place, your organization begins seeking the other major gifts that make up the first one-third of the funds to be raised. (In our example in Figure 18-1, just six contributions make up 40 percent of the goal.)

160 - This exercise is designed to expose you to differences in compensation and motivation across salespeople and companies. Interview three salespeople (in person or via telephone or the Internet) from three companies.

161 - Eric Luis Uhlmann and Geoffrey L. Cohen, “Constructed Criteria: Redefining Merit to Justify Discrimination,” Psychological Science 16, no. 6 (2005): 474–80.

162 - There is straight description (“a few solitary drinkers at the bar”) and a bit of rather more poetic description (“The backbar mirror … glimmered in the gloom like a mirage”) in my central descriptive paragraph about Palm Too. Both are okay, but I like the figurative stuff.

163 - The quotations regarding “penis envy” and “trying to find some liberator character” are from an interview with a former CIA officer. 36.

164 - A description and analysis of the study were provided by Professor Frank J. Flynn in discussion with the author, June 22, 2011. 2.

165 - Taliban religious police, Human Rights Watch concluded, were “funded directly by Saudi Arabia; this relatively generous funding . .

166 - “The impression is being created that the Americans are actually concerned with the danger of the spread of Islamic fundamentalism,” Gorbachev confided to Najibullah in private that August. “They think, and they frankly say this, that the establishment today of fundamentalism in Afghanistan, Pakistan, and Iran would mean that tomorrow this phenomenon would encompass the entire Islamic world.

167 - He encouraged Paula to set up and lead PACER, a national nonprofit to help children with disabilities. A law professor, Mel often taught classes at night.

168 - Once the main staircase had been moved in 1778 from the southern end of the palace to the centre where it now stands, Catherine had the southern wing converted into a series of cool, neoclassical rooms, no longer extant. Cameron produced at least three variations for the décor of the Lyon room, ultimately said to have cost 201,250 roubles, or £40,250, not including the lapis lazuli.

169 - He also said he preferred the White House to the Capitol as a target and that he favored hitting the Pentagon. Mohammed pushed for the World Trade Center.

170 - Whether or not the empress suffered the mild seizure rumoured by one contemporary, she was irritated and exhausted by such a public failure.102 Although she summoned the energy to celebrate the thirty-fourth anniversary of her coronation at a ball in the St George’s Hall of the Winter Palace, the throne room completed by Quarenghi in 1792, public appearances were now infrequent. At lunch in the Diamond Room on Friday 31 October, Arkady Morkov, the negotiator who had struggled in vain to satisfy the Swedes, sat beside companions of much longer standing.

171 - However, one must be aware of cultural variations that can make the difference between closing a deal and losing a customer. Here is some advice for conducting business in certain countries around the world.

172 - Its new airborne sensor and command system, known as J-Stars, could follow moving vehicles on a battlefield and identify, for example, whether the vehicles had wheels or tank tracks. But the J-Stars system could not make a close-up identification of a human face or a license plate number.

173 - From there it was borne ‘with due honour’ to Cameron’s new cathedral on the morning of Thursday 27 June and immediately interred in the neighbouring cemetery following a funeral service conducted by Metropolitan Gavriil.140 Bezborodko’s attempts not to trouble the empress with the details were thwarted by typically persistent questioning which, as he pointed out, ‘only made her grief the greater’. Catherine did not attend, having been confined to her apartments since Sunday.

174 - America needed an expert, someone who spoke the language and knew the region but who also had proven credentials as a hard-line anticommunist. The State Department recommended Edmund McWilliams.

175 - For example, your brain processes “The boy hit the ball” more easily than “The ball was hit by the boy.” In editors’ jargon, the first sentence is direct writing and the second is passive. It’s a tiny difference, but over the course of an entire document, passive writing adds up and causes reader fatigue.

176 - Largely out of indifference and bureaucratic momentum, the United States constructed its most active regional counterterrorism partnerships with Pakistan and Saudi Arabia, despite evidence that both governments had been penetrated by al Qaeda. Dependent upon Saudi oil and unwilling to reexamine old assumptions about the kingdom’s establishment, Washington bounced complacently along in its alliance with Riyadh.

177 - The staff of the National Commission on Terrorist Attacks Upon the United States reported in the spring of 2004 that Sudan arranged contacts between Iraq and al Qaeda during the mid-1990s, including a meeting between an Iraqi intelligence officer and bin Laden in 1994. These and other sporadic, mid-level contacts "do not appear to have resulted in a collaborative relationship,” the staff reported.

178 - Cofer Black agreed with him, but Black had transferred from Khartoum to another assignment in the summer of 1995, and his successor at the Khartoum station expressed a more cautious attitude. Carney questioned the integrity of some of the intelligence sources on which the Emergency Action Committee based its threat analysis.

179 - This is a 45-minute training topic focused around either improving selling skills or building relationships with key business partners. We review the material for 15 minutes and break into groups for 30 minutes of role playing.

180 - Al-Zawahiri and his Egyptian colleagues entered into endless internal battles over ideology, power, and leadership, struggles in which al-Zawahiri became increasingly isolated and reviled even among hard-core Egyptian radicals.13 This was not bin Laden’s style. Through his wealth and his personal charisma he managed over many years to ingratiate himself with a wide range of fellow Islamists, even those whose outlooks and interests differed markedly from his own.

181 - The team infiltrated a Stinger on the outskirts of the Kabul airport and fired at an Ilyushin as it took off, but one of the plane’s hot defensive flares caught the missile’s tracking system, and the shot missed. The rebels sent out a videotape of the failed attack.

182 - Why push through the dip, why take the risk, why blow it all when there’s the comfortable alternative instead? The people who break through usually have nothing to lose, and they almost never have a backup plan.

183 - Several explanations have been advanced to explain why women tend to lower their self-assessments, including low self-confidence; “feminine modesty,” which holds that to act in accordance with gender role stereotypes and/or to avoid the negative consequences of female immodesty, girls and women present themselves in a more humble manner; and concern with protecting the self-esteem of others. From this relational perspective, women want to preserve a sense of equality and compatibility in their personal relationships, and thus they lower their self-assessments so as to avoid being perceived as bragging or to avoid making someone else, who may have performed worse, feel badly.

184 - I brought both to Gould the day after the game so he’d have them for Friday, which was when the paper came out. He read the game piece, made two minor corrections, and spiked it.

185 - Quoted in A. M. Schenker, The Bronze Horseman: Falconet’s Monument to Peter the Great (New Haven, CT, 2003), 102. 108.

186 - Their talk is so real that part of what we feel is the guilty pleasure of anyone first tuning in and then eavesdropping on an interesting conversation. We’re getting a sense of character, as well, although only in faint strokes.

187 - Her other initiatives were scarcely less ambitious ventures, whose impact could only be judged over the long term. Many of their immediate results were questionable.

188 - My fantasy was that one day Wally would be sick with the flu, and a desperate stage manager would come out and ask the audience if there was an adolescent boy who could possibly fill in. Merlin’s Magic Shop was the next best thing to the cheering audiences at the Golden Horseshoe.

189 - The Pakistani minister mentioned his nervousness about Zalmay Khalilzad who had suggested Pakistan “should be declared a terrorist state.” The Pakistani envoy assured the Taliban that his government “had no intention of downgrading the Afghan embassy” in Islamabad as U.N. sanctions required, although “it would be desirable to show some superficial reduction to exhibit compliance.”

190 - Stoked on cup after cup of tea (I drank it by the gallon when I wrote … unless I was drinking beer, that is), I filled sixteen pages of a steno notebook. I like to work longhand, actually; the only problem is that, once I get jazzed, I can’t keep up with the lines forming in my head and I get frazzled.

191 - My brother had great affection for things which were super duper and things which began with his own name; this latter habit culminated with Dave’s Rag, which we will come to shortly. His first stab at the Super Duper Electromagnet wasn’t very super duper; in fact, it may not have worked at all—I don’t remember for sure.

192 - When I treat you with respect or spend the time to try to change your mind, I am embracing you in the best way I can. If I touch you in any way, you then have two obligations: to make us closer, and to pass it on, to give a gift to another member of the tribe.

193 - Good fiction always begins with story and progresses to theme; it almost never begins with theme and progresses to story. The only possible exceptions to this rule that I can think of are allegories like George Orwell’s Animal Farm (and I have a sneaking suspicion that with Animal Farm the story idea may indeed have come first; if I see Orwell in the afterlife, I mean to ask him).

194 - Furthermore, by providing salespeople with potentially troubling ethical scenarios, having them respond, and then explaining how a similar situation could be handled, it may be possible to lessen salespeople’s concerns about such situations. Salespeople are given basic training on applicable legal dimensions and advised simply to tell the truth and seek management assistance should problems arise.

195 - ‘Lay out my corpse dressed in white, with a golden crown on my head, and on it inscribe my Christian name. Mourning dress is to be worn for six months, and no longer: the shorter the better.’96 Increasingly conscious of the passage of time, she observed mordantly to Grimm in February 1794, the fiftieth anniversary of her arrival in Russia, that there were now barely a dozen people who could remember the event, one of whom was Lev Naryshkin, who denied it for fear of appearing aged, and another Ivan Shuvalov, ‘who scarcely leaves his house as a result of his decrepitude’.97 That same month, William Gould told John Parkinson that ‘though the empress looks very well when made up, she appears very much otherwise in dishabille, indeed with strong symptoms of old age’.98 In public, Catherine wore ‘a great deal of rouge, for she was still desirous to prevent the impressions of time from being visible on her face’.99 In the relative privacy of her own apartments, she received ambassadors in a simple white negligee, using spectacles and a magnifying glass for reading.

196 - In June 1975 I was booked into the frighteningly named Hub Pub Club, in Winston-Salem, North Carolina. The Hub Pub Club, located in a shopping mall, was trying to be a fancy spot for gentlemen, but the liquor laws in North Carolina limited attendance at nightclubs to members only.

197 - Sid Cox has been a steady contributor as an automotive parts representative with Premier Auto Parts for the past five years. Conscientious and hardworking, he has always been willing to pull his weight and then some.

198 - Martin’s wit was Sahara-dry; he performed onstage sitting on living room furniture and sang his own comic songs, with titles like “Noses Run in My Family,” “I’m Everyone I Ever Loved,” “(How Could I Not Miss) A Girl Your Size,” and “Jesus Christ, Football Star.” On opening night at the Great Southeast Music Hall, we were both nervous about meeting each other. I was sitting in my open dressing room when Martin walked by, carrying his stage clothes on a hanger.

199 - After that, Zavadovsky predicted to Rumyantsev that ‘the impending partition’ would be straightforward enough: ‘Our neighbours, in their current exhaustion, are in no state to swagger.’76 So it proved. On 24 December 1794, the third partition removed the name of Poland from the map of Europe, giving the Russians 120,000 square kilometres of new territory, by comparison with 48,000 for Prussia and 47,000 for Austria.

200 - However, some firms involve the manager above the field sales manager in the salesperson performance appraisal. 7.

201 - CIA officers seized a number of Egyptian fugitives in foreign countries such as Azerbaijan and Albania and secretly shipped them to Cairo for trial.7 It seemed conceivable that if the CIA captured bin Laden, the Egyptians might be willing this time to accept him for trial even though they had turned down that idea when bin Laden was leaving Sudan. Then, too, it was possible that the American government, working harder than it had in 1996, might persuade Saudi Arabia to take bin Laden for trial if the Afghan agent team had him in physical custody.

202 - Yet, Wills is hard pressed to identify a clear laggard whom he would dismiss in favor of the competition’s salespeople. Wills is also concerned that he could disrupt the team chemistry he has worked hard to build the past two years by firing some of his current salespeople and hiring those from Brighton.

203 - A failed covert action program targeting Saddam Hussein in the summer of 1996 had embarrassed and frustrated the White House. Clinton was innately skeptical of covert action as a substitute for overt foreign policy, and the Iraq episode had only reinforced his instincts.

204 - One study found that salesperson contest design preferences for goal type, number of winners, contest duration, and award value may vary by individual, supervisory, and sales setting characteristics.34 It is even more difficult to measure precisely the effectiveness of most sales contests. One survey found that the most difficult challenge involved in running a contest was measuring results, followed by administering the program.35 Even so, sales contests will doubtlessly continue to be a commonly used tool.

205 - As a result, advertising usually requires extensive screening procedures to identify a reasonable number of prospective candidates. Exhibit 5.420 offers sound advice on how to use print ads to recruit salespeople.

206 - Inside, he presented her with a laurel wreath and a speech which had been printed (in French) along with plans of the temple in a booklet distributed to all the guests. As she crossed the threshold into a hall adorned with the trophies of war, a cannon salute signalled the first of a series of scenes representing a litany of all her finest triumphs at Khotin, the River Larga, Kagul, Chesme and Bender.

207 - At the literary salon presided over by Madame Geoffrin, herself the uneducated daughter of a footman, Stanislaw met Montesquieu. And it was Montesquieu’s thirty-two-year-old friend Charles Yorke who became his leading companion during his visit to England in 1754, when Williams was distracted by the demands of a Parliamentary election.

208 - While Her Majesty sat on her usual chair, upholstered in emerald green, Their Imperial Highnesses (as Catherine and Peter were to be called for the remainder of Elizabeth’s reign) were given trademark red ones embroidered in gold. Catherine was placed opposite her husband, between Elizabeth and Aleksey Razumovsky, who had an exultant Armand Lestocq on his other side.

209 - After selling millions and millions of copies of Eat, Pray, Love, the resistance was afraid of what her next book might do to her career. “People treat me like I’m doomed.

210 - When you send your story out, there ought to be a very brief cover-letter on top of the script, telling the editor where you’ve published other stories and just a line or two on what this one’s about. And you should close by thanking him for the reading.

211 - In September, Ziauddin flew to Washington to meet with Cofer Black, the new head of the Counterterrorist Center, and Gary Schroen. Ziauddin carried a message: “I want to help you.

212 - In college I built a prototype of a rosin bag that attached to a Velcro strip on tennis shorts so it would always be available when needed. My lawyer told me it wasn’t patentworthy because it was simply a combination of two existing products.

213 - People usually focus on finding the right role for themselves, with the implication that their skills will help the company. Lori put Facebook’s needs front and center.

214 - The CIA pushed European security services, Pakistan, Egypt, Saudi Arabia, and other governments to crack down that autumn on known associates of bin Laden. Cooperation was mixed, but several dozen militants were arrested, including bin Laden’s longtime spokesman in London.

215 - If your nonprofit has been operating for less than eight months, an advance ruling is your only option. An advance ruling means that your organization is treated as a public charity for five years.

216 - When he came home after the first day, he surprised me by describing the training as “not too bad.” By the end of the second day, he started quoting Fred and making observations about our communication. I was in shock; this guy must be good.

217 - If I’d done the math, being careful to add in all the time spent in after-school conferences and correcting papers at home, I might have seen it was a very thinkable sum indeed, and that our situation was worse than ever. By the late winter of 1973 we were living in a doublewide trailer in Hermon, a little town west of Bangor.

218 - The personal connections that had bound the CIA and ISI together during the jihad’s early years were now broken. Back in Washington, the CIA was on the political defensive.

219 - Many hundreds of Afghan civilians, the kin of Massoud’s commanders and guerrillas, had been slaughtered soon afterward by Taliban forces on the Shomali Plains north of Kabul. Yet American law did not indict the Taliban masterminds of the Shomali massacres.

220 - It subsequently emerged that the storm had felled hundreds of trees at both the Summer Palace and Peterhof; the Winter Palace cellars were flooded and its roof damaged; and dozens of the capital’s grandest buildings were severely disfigured.92 Though her first thought had been to summon her sentries to safety, more than a hundred of Catherine’s subjects lost their lives that night. ‘Where am I going to put the 100 gaolbirds taken prisoner by the water?’ she mused to Potëmkin.

221 - Psychologist Jennifer Stuart studied a group of Yale graduates and concluded that for such women, “the effort to combine career and motherhood may be particularly fraught. The stakes are high, as they may expect nothing less than perfection, both at home and in the workplace.

222 - Benjamin and Simon, Clarke’s principal deputies for counterterrorism, write in their memoir that "there was nothing like a workable plan.” 43.

223 - Not all ads list salaries, but those ads that do can give you a general idea of what others are paying for similar work. Some nonprofit management organizations conduct annual or biannual surveys of salary levels in the areas in which they work.

224 - You can liberate a fossil from hard ground with a jackhammer, no argument there, but you know as well as I do that the jackhammer is going to break almost as much stuff as it liberates. It’s clumsy, mechanical, anticreative.

225 - is backed up by considerable ability to do just that.” Religiously motivated terrorism such as that preached by bin Laden was on the rise, and this terrorism threatened greater casualties than past forms, Pillar acknowledged. Taking bin Laden out of action would be “a positive development,” he believed, yet al Qaeda would likely survive, other leaders would emerge, and Sunni Islamist extremism in Afghanistan and across the Arab world would continue.

226 - Although you can find separate CD-ROMs for foundation profiles and for grants awarded, we recommend the Foundation Center’s FC-Search, a CD-ROM that contains both foundation profiles and actual grants. You also can subscribe to FC-Search online.

227 - Bill Gates famously found ways to hone his technical skills by stealing time on a mainframe.2 Jobs and Wozniak’s first product involved technology that allowed people to steal long-distance phone calls. Where there is a tolerance for risk, there is often talent.

228 - She employed seven chamber pages, compared to Anna’s three, and the number of ordinary pages had increased from eight to fourteen. In 1739, the Court had required but a single cupbearer: nine years later there were six–and fourteen assistants.

229 - Palestinian and Lebanese Shiite terrorists had captured America’s attention just as they had hoped to do. “When we hijack a plane, it has more effect than if we killed a hundred Israelis in battle,” the Palestinian Marxist leader George Habash once said.

230 - “Yeah, but Stevie,” he said, bending to grasp the handles, “I didn’t know what else I might find to do once I got out here, did I? It’s best to have your tools with you.

231 - In time I learned to avoid the low-percentage tennis shots more often and I won our matches about half the time, exactly as our shot-making skills would predict. So how does any of this help you?

232 - They saw this episode as an example of the independent CIA war being commanded in secret from the Islamabad station while State’s diplomats followed their own policies. Tomsen and Harry met at the station chief’s house in Islamabad, and over tuna sandwiches and soup the CIA chief recounted the history of the October rocket attack plan as he knew it.

233 - That makes some sense because shyness is caused by an internal feeling that you are not worthy to be in the conversation. Acting like someone else gets you out of that way of thinking.

234 - By the time you step into your new writing space and close the door, you should have settled on a daily writing goal. As with physical exercise, it would be best to set this goal low at first, to avoid discouragement.

235 - I rejected the idea on the grounds that a foreign country was not a likely place to turn a date into a husband. Instead, I moved to Washington, D.C., which was full of eligible men.

236 - A striking gray gabled building imitating the styles of the French Renaissance, with capped peaks and sloping bays that spoke elaborately to 17th Street’s bland marble office boxes, the Old Executive Office Building housed many of the national security personnel who couldn’t fit inside the cramped West Wing. Casey kept an office there.

237 - The United States had concluded that Sudan’s government sponsored terrorism and had imposed economic sanctions. This was not a country where the CIA’s station chief could trust the host government enough to provide official notification of his presence.

238 - “Same old Johnny,” Sarah says, laughing, and by the time the two of them are headed back from the fair in Johnny’s old Volkswagen Bug, I think Johnny Smith has become our friend, just an average American guy who’s hoping to live happily ever after. The sort of guy who’d return your wallet with the money still in it if he found it on the street or stop and help you change your flat tire if he came upon you broke down by the side of the road.

239 - Exercise caution when meeting with a volunteer about her unacceptable behavior, especially if you don’t have clearly written performance guidelines. Volunteers who are released have been known to sue the nonprofit agency.

240 - But they discovered that Harry had already contacted the CIA’s Near East Division in Langley and that Thomas Twetten, the division chief, had already complained to Kimmitt at State, arguing that the opening to Zahir Shah should be delayed. Bureaucratically, Tomsen had been outflanked.

241 - He also keeps track of magazines where he has established some sort of personal contact, even if that contact consists of nothing but two scribbled lines and a coffee-stain. A month after the bad news about Lodgepine Review, Frank gets some very good news; it arrives in a letter from a man he’s never heard of.

242 - Crackdowns by the Afghan secret police, including a lengthy prison sentence, forced him into exile in Pakistan. As Prince Turki’s GID began to penetrate the Afghan jihad in 1980, the Organization of the Islamic Conference, an alliance of Muslim governments, held a major summit in Saudi Arabia, in the resort town of Taif.

243 - To overcome the confusion and mistrust that had developed with Massoud about snatch operations, CIA officers would now be able to go directly into action alongside the Northern Alliance if they developed strong intelligence about bin Laden’s whereabouts. There would be no more embarrassments like the episode where the CIA had attempted to call back Massoud’s rocket attack on Derunta.

244 - Constitution quoted in J. Michalski, ‘The meaning of the Constitution of 3 May’, in Constitution and reform in eighteenth-century Poland, ed. S. Fiszman (Bloomington, IN, 1997), 271.

245 - ‘Dear spouse,’ she announced in one such letter, ‘there is to be a concert.’83 Music had always filled the air at the summer celebrations as the wagons of the Court orchestra joined the straggling caravan of carriages that choked the road to the seaside. This year, there was a new star in the firmament: one of the most stunning sopranos in Europe.

246 - He was laughing more, too, enjoying pranks on telemarketers and mail solicitors, and he exhibited his charitable streak by delivering Meals on Wheels, a service that provides food to the elderly. I began to appreciate him more as his humor started to shine through.

247 - If they had any analytical bias, Clinton, Tenet, and Clarke tended to be most worried about weapons of mass destruction because of the casualties and economic damage such an attack might produce. Several classified reports that fall warned that bin Laden was considering a new attack using poisons in food, water, or the air shafts of American embassies.

248 - A warm smile to a stranger on an airplane at the right moment is an artistic endeavor that’s fairly easy for most of us to muster. Directing an Academy Award-winning film, on the other hand, is reserved for a select few.

249 - I continued doing my affirmation, “I, Scott, will speak perfectly,” but I was running out of potential remedies to try. My future looked bleak.

250 - Miller asked Robin Raphel, Sheila Heslin, and other Clinton administration officials for help in Islamabad. They agreed to pitch in.

251 - Although decisions on the allocation of selling effort are difficult, several analytical tools are available to help. The three basic analytical approaches are single factor models, portfolio models, and decision models.

252 - 4; A. Schönle, ‘Garden of the Empire: Catherine’s appropriation of the Crimea’, Slavic Review, 60 (2001), 1–23. 92.

253 - As the longtime deputy director of the Counterterrorist Center, Pillar wielded great influence over the CIA’s terrorism analysis. Along with Clarke, Simon and Benjamin were instrumental in White House counterterrorism policy in the first year after the Africa embassy bombings.

254 - Evaluate straight-salary, straight-commission, and combination pay plans in terms of their advantages and disadvantages. When should each be used?

255 - These people will be able to sort incoming jobs as we have discussed or may be used for other work in the copy center at non-peak times. These people would also be available to pick up copying work from various central locations throughout General Hospital at specified times, thus eliminating the need for people to come to the copy center.

256 - Anyone making even a benign inquiry such as “Are you married?” or “Do you have kids?” can later be accused of basing a personnel decision on this information. As a result, a manager who is trying to help a female employee by pointing out a gender-driven style difference could be charged with discrimination for doing so.

257 - With senior delegations he might drive them to ISI’s unmarked headquarters for tea and talk with General Akhtar. Iklé and Pillsbury touched down in Islamabad on April 30, 1985.

258 - Is there a time you don’t feel like exercising but you remember my trick of putting on your exercise clothes anyway? Do you steer clear of simple carbs for lunch because you’ve noticed they make you sleepy during the day?

259 - If the army ever moved against Sharif, the prime minister would have a secret bodyguard that might be called in to help defend him. Nor did ISI change its conduct on the Afghan frontier.

260 - The major areas included in the audit are sales organization environment, sales management evaluation, sales organization planning system, and sales management functions. The audit should be conducted regularly by individuals outside the sales organization.

261 - White in his clutches when White was but a naive undergraduate at Cornell (give them to me when they’re young and they’re mine forever, heh-heh-heh), and although White both understood and shared Strunk’s prejudice against loose writing and the loose thinking which prompts it, he admits, “I suppose I have written the fact that a thousand times in the heat of composition, revised it out maybe five hundred times in the cool aftermath. To be batting only .500 this late in the season, to fail half the time to connect with this fat pitch, saddens me …” Yet E. B.

262 - There would be no more embarrassments like the episode where the CIA had attempted to call back Massoud’s rocket attack on Derunta. It took some time to develop a consensus around the Massoud plan among the CIA’s leadership.

263 - Although the specific criteria depend on the characteristics of a given selling situation and the performance evaluation perspective, the four performance dimensions illustrated in Figure 10.1 should be considered: behavioral and professional development (behavior-based perspective) and results and profitability (outcome-based perspective). Regardless of the specific evaluative criteria chosen, it is important that salespeople know and understand the criteria to achieve desired performance.

264 - Karzai had been served with an expulsion order by Pakistani intelligence, and he reported that he could no longer delay its execution. He had to be out of the country by the end of September 2001 or he risked arrest.

265 - The CIA station chief insisted that ISI “not authorize or encourage the Afghans to take the battle into Soviet territory,” as Piekney recalled it. “We all understood, however, that the Afghans would exploit opportunities that arose and do pretty much what they wanted to do,” Piekney remembered.

266 - A typo may be excused if everything else appears to be in order, but more than one or two errors implies that the candidate is likely to be careless in her job. Is the information laid out in a logical, easy-to-follow manner?

267 - You may have the best idea in the world, but if someone else in your community is already doing it well, don’t try to duplicate it. Just as if you were starting a business, you must examine your competition.

268 - I shall send orders to the Chancellor [Bestuzhev], [General] Apraksin and Lieven to come to me, and meanwhile I shall enter the death chamber, where I shall summon the captain of the guard, and shall make him take the oath and keep him at my side. I think that it would be better and safer if the two grand dukes [Peter and Paul] were together, than if only one went with me; also that the rendezvous for my followers should be my ante-chamber.

269 - The idea of “making a deal” with Musharraf and trading military rule for help on bin Laden was not described in the other published accounts of these exchanges; it is from interviews with U.S. officials. 12.

270 - On the day of my first hangover I’m going on nineteen, I’ve been accepted at the state university, and I have a mill job waiting for me when the class trip is over. “I understand you were too sick to tour New York with the rest of the boys and girls,” Old Cue-Ball says.

271 - The pain was beyond anything I have ever felt since—the only thing close was the first month of recovery after being struck by a van in the summer of 1999. That pain was longer in duration but not so intense.

272 - Ségur: Memoirs and Recollections of Count Segur, Ambassador from France to the Courts of Russia and Prussia &c. &c. Written by himself, 3 vols. (London, 1825–27).

273 - You’re financially rewarded for pursuing this course: The more risks you can eliminate, the lower your insurance premiums are. Here’s a simple example to illustrate risk management: The sidewalk in front of the entrance to your office is beginning to crack in two places.

274 - Formal recognition may also be associated with monetary, merchandise, or travel awards but is distinguished from other rewards by two characteristics. First, formal recognition implies public recognition for accomplishment in the presence of peers and superiors in the organization.

275 - After earlier reports of sharp tensions between Taliban leaders and bin Laden, U.S. intelligence discovered that the Taliban’s Council of Ministers had unanimously endorsed its alliance with al Qaeda at the end of 1999. Mullah Omar had even reportedly executed Taliban dissenters over the issue.

276 - Al-Zawahiri had been imprisoned in Cairo during the early 1980s for activity on the edges of the plot to assassinate Anwar Sadat. After his release he found his way via the Brotherhood’s Islamic Medical Society to Peshawar, volunteering as a doctor at the Kuwaiti-funded Al Hilal Hospital on the Afghan frontier.

277 - J. Kotilaine and M. Poe (London 2004), 117–42, suggests that these assemblies were adapted from the Tatar khanates’ quriltai. 14.

278 - Late in 1994 the CIA station in Riyadh reported on surveillance of American targets in the kingdom by Iranian agents and their radical Saudi Shiite allies. Woolsey visited the kingdom in December and huddled with Prince Turki.

279 - How can a company such as this be useful to a sales manager attempting to improve the sales organization? 3b.

280 - That Rana came along and an ISI officer translated is from an interview with a senior Saudi official. 32.

281 - In many cases when a reader puts a story aside because it “got boring,” the boredom arose because the writer grew enchanted with his powers of description and lost sight of his priority, which is to keep the ball rolling. If the reader wants to know more about Palm Too than can be found above, he or she can either visit the next time he or she is in New York, or send for a brochure.

282 - One helpful rule of thumb for knowing where you might have a little extra talent is to consider what you were obsessively doing before you were ten years old. There’s a strong connection between what interests you and what you’re good at.

283 - In 1994, at an Afghan training camp for multinational volunteers, a friend asked him if he wanted to “get involved in a jihad job,” and he eagerly said yes. Some of them swore direct fealty to Osama bin Laden and the war-fighting organization he now called al Qaeda.

284 - Its main function following its consecration in June 1737 had been to hold thanksgiving services to commemorate Russia’s ever-lengthening list of military and naval ‘victory days’.97 Now Santi had decreed that ‘for the prevention of confusion and overcrowding’, all doors were to be guarded by sentries with strict instructions to admit no one without a ticket. While Rastrelli had arranged seating in the body of the church for the empire’s highest-ranking officials and the foreign ambassadors, other senior men and their families found places upstairs, though their numbers were limited in advance to prevent the choir loft from collapsing.

285 - Tomsen cable: “Afghanistan Settlement-Analysis and Policy Recommendations,” June 1997, excised and declassified April 4, 2000, author’s files. CHAPTER 20: “DOES AMERICA NEED THE CIA?”

286 - Most sales organizations use combinations of input and output criteria that are evaluated by quantitative and qualitative measures. However, emphasis seems to be placed on outputs, with evaluations of sales volume results the most popular.

287 - Mort Sahl tweaked both sides of the political fence with his college-prof delivery, but soon the audiences were too stoned to follow his coherent sentences. George Carlin and Richard Pryor, though very funny, were still a few years away from their final artistic breakthroughs.

288 - They could afford to give everyone a gift, because they were so powerful and the gifts were a symbol of that power. Any leader who hoarded saw his power quickly diminish.

289 - People who eat caviar probably live longer, but it’s not the caviar keeping them alive; there’s a known correlation between income and life expectancy. Diet studies are hard to trust because there are so many contradictory ones and often they are looking at specific populations and not the average person.

290 - I wouldn’t be satisfied simply escaping from my prison of silence; I was planning to escape, free the other inmates, shoot the warden, and burn down the prison. Sometimes I get that way.

291 - Paul Pillar, the Princeton-educated analyst who had helped shape the CIA’s thinking about the terrorist threat in the Middle East during the early 1990s, was now the center’s deputy director. His superior, the Counterterrorist Center’s director in the summer of 1997, Jeff O’Connell, was a veteran from the Directorate of Operations who had experience in Yemen, knew Egypt well, and had long studied the threat of Islamist extremism then rising in the Arab world.4 He approved a plan that summer to transfer the Afghan agent team from the Kasi cell to the bin Laden unit, which had been developing draft plans to attack bin Laden’s facilities and financial assets since 1996.

292 - The biggest complaints that manufacturers seem to have with reps is that they do not spend enough time with their products and thus do not generate sufficient sales. The use of reps limits the amount of control that management has over the time spent selling their products.

293 - There is a muse,* but he’s not going to come fluttering down into your writing room and scatter creative fairy-dust all over your typewriter or computer station. He lives in the ground.

294 - Senate Foreign Relations Committee: East Asian and the Pacific Affairs Subcommittee Hearing on Pakistan. October 14, 1999.

295 - Organizations such as Sales and Marketing Executives International meet regularly and provide the opportunity to establish contacts with professional sales executives, who may provide the names of prospective salespeople. Some professional organizations publish newsletters or operate a placement service, which could also be used in recruiting.

296 - The process begins when the sales recruit is first exposed to the organization and may extend for several years. A model of salesforce socialization is shown in Figure 5.1.

297 - By the end of the flight, the CEO had handed me his card and almost guaranteed me a job at his company if I wanted it. Had I boarded the flight wearing my ratty jeans, threadbare T-shirt, and worn-out sneakers, things would have gone differently.

298 - If you’re dumb, there’s not much you can do about it, but passion is something we think anyone can generate in the right circumstances. Passion feels very democratic.

299 - They were basically past it.”2 Stinger missile recovery remained the only well-funded covert action program in the region. The Islamabad station did continue to collect intelligence on regional terrorism.

300 - You know that if you get angry and demanding the person you’re dealing with might stick to the rules and try to brush you off. The most powerful way to approach a situation like this is to ask, “Is there anything you can do for me?” You will discover it to be an extraordinarily persuasive question.

1 - In fact, many sales organizations use performance reviews as a means for a sales manager to meet with each salesperson, analyze the salesperson’s performance on each criterion, and suggest ways to improve future performance. These performance reviews provide one means for communicating the performance feedback that is so important to salespeople.

2 - His opinions had taken shape, at least in part, during a yearlong visit to the United States in 1948. The Egyptian government had sent him to Northern Colorado Teachers College in Greeley to learn about the American educational system, but he found the United States repugnant.

3 - Midlevel officers noted that they were the ones who had developed the Tarnak snatch operation even before the Africa attacks, only to have it turned down. The CIA’s senior managers felt that Clinton’s White House aides, in particular, wanted to have it both ways.

4 - You may submit them as written text to be read by the stations’ announcers, or you may submit them recorded or filmed on audiotape, CD, or on videotape for direct broadcast. Many stations are more willing to use PSAs that are already recorded or filmed, but this isn’t true all the time.

5 - Black and the new bin Laden unit chief, Rich, flew discreetly into Tashkent, a Soviet-style city of broad avenues and monumental government buildings in the Central Asian steppe, to outline a new CIA liaison program. Black proposed CIA funding and training for a counterterrorism strike force to be commanded by the Uzbek military.

6 - To make his point, Larry told them the story of a renowned Harvard Law School professor who was asked by a judge to itemize a bill. The professor responded that he could not because he was so often thinking about two things at once.

7 - As the wife of a mere colonel, the most junior officer admitted to the coronation, the princess was relegated to the back of the stand, even though her husband, as one of the two masters of ceremonies, had the honour of leading the procession of the imperial regalia from the Senate Palace, where they had been stored overnight, to the Palace of Facets.64 The slight still rankled when Dashkova came to write her self-serving memoirs in 1804. Blaming her humiliation on the Orlovs, who distrusted her as the younger sister of Peter III’s disgraced mistress, Elizabeth Vorontsova, she was forced to swallow her pride or absent herself altogether, as friends advised her to do.

8 - Their talk is so real that part of what we feel is the guilty pleasure of anyone first tuning in and then eavesdropping on an interesting conversation. We’re getting a sense of character, as well, although only in faint strokes.

9 - After teaching in Jedda during the late 1970s, he transferred as a lecturer to the new Islamic University in Islamabad, down the hill from Quaid-I-Azam’s campus. In 1984 he moved down the Grand Trunk Road to Peshawar.

10 - Regardless of the method of account coverage, determining how much selling effort to allocate to individual accounts is an important decision strategically speaking, because selling effort is a major determinant of account sales and a major element of account selling costs. Although decisions on the allocation of selling effort are difficult, several analytical tools are available to help.

11 - Now, it’s more common to see the success of a brand like Jones Soda–not because founder Peter van Stolk followed the rules, but because he’s an artist. At its peak, the company was worth more than $300 million, and none of that value was generated by following the rule book.

12 - Christopher’s outlook and Raphel’s background are from interviews with former Clinton administration officials. David Halberstam’s War in a Time of Peace provides a deep account of foreign policy formation during the first Clinton term and the heavy priorities accorded to Clinton’s domestic policy agenda.

13 - We were deep into the green mysteries of this cool new playground when I was struck by an urgent need to move my bowels. “Dave,” I said.

14 - He fought in a border region populated by cantankerous, socially conservative Pashtun tribes, a place “steeped in cussedness,” as an American who traveled there put it. An unshaven, thin man who draped himself in bandoliers of assault rifle ammunition, Haqqanni emerged in the late 1980s as the ISI’s main anticommunist battering ram around Khost.

15 - A few of this group inside the Directorate of Operations saw themselves as profane insurgents waging culture and class war against the old CIA elite. Yet as Hart arrived in Islamabad the CIA was still led by the generation of elite clandestine officers, many of them Democrats from the northeast, whose outlook had been shaped by the idealism of the early Cold War and the cultural styles of the Kennedys.

16 - Consequently, the heavy guidance structure the salesperson implements may be inappropriate, confusing, and even counterproductive to sales effectiveness. We should also note that this method is not customer oriented.

17 - In fact, if you consider the relative stock prices and profits of Apple versus companies that hire standard designers to do ordinary work, there’s really no comparison. A great salesperson might deliver a thousand times as much productivity as a mediocre one.

18 - If Rastrelli submitted a budget for 200 labourers for a project lasting six months, he was likely to be told to recruit 1200 and complete the job in four weeks, though such a timescale never allowed for the empress’s frequent changes of mind over the details, often announced on a whim over lunch.79 One of the Court architect’s first commissions in St Petersburg, the summer house he built for Empress Anna, was simply chopped in two in 1748 and rebuilt on either side of the palace at Yekaterinhof, where the empress stipulated that the trees should not be destroyed.80 Elsewhere, his pattern was to begin with cosmetic changes before launching into wholesale reconstruction, as at Peterhof.81 ‘This was the work of Penelope,’ Catherine remarked of a similar operation at Tsarskoye Selo: ‘they pull down tomorrow what has been built today. This house was destroyed and rebuilt six times before it reached its present state.’82 The result was a restless progress from palace to palace, in which she and Peter scarcely ever returned to the apartments they had previously occupied.

19 - 3 (1998): 516–27; Myra Sadker, David Sadker, and Susan Klein, “The Issue of Gender in Elementary and Secondary Education,” Review of Research in Education 17 (1991): 269–334; and Roberta M. Hall and Bernice R. Sandler, The Classroom Climate: A Chilly One for Women? (Washington, D.C.: Association of American Colleges, 1982).

20 - Like the UPS salespeople in the opening vignette, they strive to deliver relevant presentations based on unique customer needs. Teamwork between salespeople and others in the organization, also illustrated in the UPS example, is increasingly important for sales success.

21 - I think that’s an error in judgment on your part, since becoming a linchpin is in fact the most financially responsible choice you can make. But that’s your call, and if you decide you don’t want to, fine with me.

22 - Woolsey forged strong connections with some CIA officers at Langley, especially those involved with technical and satellite intelligence collection, Woolsey’s main professional focus. But he alienated many others, especially those in the Directorate of Operations.While awaiting Senate confirmation, Woolsey consulted his acquaintance Duane Clarridge, founder of the CIA’s Counterterrorist Center.

23 - This screening process allows them to encourage only truly promising proposals, saving both themselves and grant seekers the time and effort that goes into reviewing and writing a longer proposal. When a grant writer encounters a request for a letter of inquiry, she should boil down the essence of the proposal — all eight areas covered in the following section — into a readable, compelling letter.

24 - The Old Boy Network, which plays as large a part in publishing as it does in many other white-collar/pink-collar businesses, has triumphed again. Frank’s pay for this story is fifteen dollars, ten contributor’s copies, and another all-important credit.

25 - It is the Quadrant II focus time necessary to integrate these habits into your life, to become principle-centered. THE SEVEN HABITS OF HIGHLY EFFECTIVE PEOPLE Brought to you by FlyHeart It’s also the foundation for the Daily Public Victory.

26 - I’m an optimist by nature, or perhaps by upbringing—it’s hard to know where one leaves off and the other begins—but whatever the cause, I’ve long seen failure as a tool, not an outcome. I believe that viewing the world in that way can be useful for you too.

27 - See Sylvia Ann Hewlett and Carolyn Buck Luce, “Off-Ramps and On-Ramps: Keeping Talented Women on the Road to Success,” Harvard Business Review 83, no. 3 (2005): 48.

28 - Yet attempts in the following month to blockade the fort proved inconclusive and heavy snow in November prevented Potëmkin from delivering Ochakov to the empress as a gift on her name day. Not until 6 December did he launch a full-scale attack.

29 - These relatively elite volunteers moved like self-propelled shooting stars through al Qaeda’s global constellation. Their reasons to join were as diverse as their transnational biographies.

30 - The selection of the appropriate planning and control unit therefore represents a trade-off between what is desired and what is possible under the given data or computational conditions. In our example, trading areas have been selected as the planning and control unit.

31 - In the Pacific Northwest, Native American tribe leaders established their power by giving everything away. They could afford to give everyone a gift, because they were so powerful and the gifts were a symbol of that power.

32 - He had pictures on the walls and all sorts of knickknacks, and he worried that “what is innocuous to us might be offensive to them.” Izimi found some statues near Miller’s swimming pool that had been bought in Indonesia. The statues were originally grave markers made for indigenous tribes, and they depicted nude people.

33 - Also, the State Department ignored repeated warnings from the U.S. ambassador to Nairobi, beginning in December 1997, that the chancery building was too close to a major street and was therefore vulnerable to just the sort of truck bombing that eventually occurred. 14.

34 - As Bhutto recalled it, ISI Director-General Naseem Rana and several of his key brigadiers asked her for permission to arm, equip, and train the Taliban for a final drive on Kabul. If the Taliban took control of the Afghan capital, ISI’s officers argued, Pakistan would have at last achieved General Zia’s dream: a loyal, Pashtun-led Islamist government in Kabul.

35 - Tomsen and others at the State Department tried to persuade Prince Turki that Saudi interests as well as American interests now lay in moving away from the Islamists backed by his own operatives and by Pakistani intelligence. Tomsen wanted Saudi funding to help build up his alternative shura of independent Afghan rebel commanders, outside of ISI control but with a strong role in the new movement for Massoud.

36 - As former secretary of state Madeleine Albright once said, “There’s a special place in hell for women who don’t help other women.”14 And the consequences extend beyond individual pain. Women’s negative views of female coworkers are often seen as an objective assessment—more credible than the views of men.15 When women voice gender bias, they legitimize it.

37 - Another thing I learned from my Dale Carnegie experience is that we don’t always have an accurate view of our own potential. I think most people who are frightened of public speaking can’t imagine they might feel different as a result of training.

38 - He wanted to help the United States achieve a lasting peace between Israel and the Palestinians but rejected American support for the Israeli government. Abdullah pursued what he saw as an independent brand of Saudi nationalism, and while he was not hostile to American interests, he was not as accommodating as some previous Saudi monarchs had been.

39 - At lunch, Catherine was served by the daughters of the family and her hosts proposed a toast on their knees. She, in turn, enrolled Bibikov’s seven-year-old son as a junior court official.

40 - In one meeting he told Casey that the British colonialists had drawn a firm line across northern Afghanistan during the nineteenth century to halt Russian encroachments, and as a result the Russians hadn’t moved south for ninety years. Now the United States had a “moral duty” to enforce a line against the Soviets.

41 - By having a Royal Corporate Copy Center program at General Hospital and letting Royal take care of all your duplicating needs in a professional manner, your copying costs will become much more cost efficient. We believe that the cost savings alone in the first year could be upwards of 10–15% and would increase as your copy volume grows with you.

42 - I had nine dollars in change weighing down the bottom of my book-bag (upon which Durham’s answer to Daddy Cool had carefully printed most of the lyrics to “The Lion Sleeps Tonight”) and was walking around in a kind of dream, unable to believe my sudden ascension to previously unsuspected realms of wealth. It all seemed too good to be true.

43 - But sometimes—and this happened perhaps five times this year, which is typical—I get to the gym, look around, turn, and leave. As I drive home I am not thinking I failed.

44 - Like stimulus response selling, the mental states approach relies on a highly structured sales presentation. The salesperson does most of the talking, as feedback from the prospect could be disruptive to the flow of the presentation.

45 - When I called it quits, I stopped in the lobby to thank the concierge again for letting me use Mr. Kipling’s beautiful desk. “I’m so glad you enjoyed it,” he replied.

46 - If your organization had been operating for a longer period before you submitted Form 1023, the exemption may be retroactive only to the date on which you submitted the application. Another option is using a fiscal sponsor during this period.

47 - 3 (2004): 416–27; Alice H. Eagly and Steven J. Karau, “Role Congruity Theory of Prejudice Toward Female Leaders,” Psychological Review 109, no. 3 (2002): 573–98; and Madeline E. Heilman, “Description and Prescription: How Gender Stereotypes Prevent Women’s Ascent up the Organizational Ladder,” Journal of Social Issues 57, no.

48 - You need property insurance, including — if you’re lucky enough to find it — coverage against malicious animals and tornados. The cost of your property insurance varies according to the size and value of your property and how the buildings are constructed.

49 - I was aware that there were several alleged reasons for conversation, but I didn’t see much value in them. I was a bore.

50 - He rounded up “a bunch of mules,” as an American official put it, and loaded them up with Soviet-designed Katyusha rockets. He dispatched a small commando team toward Derunta.

51 - Rabbani and Massoud never brought the former communist and secret police chief to trial, nor were they willing to release him into exile. Najibullah spent his years of incarceration watching satellite television, lifting free weights, and translating a history of British-era Afghanistan called The Great Game from English into Pashto.

52 - Yet she’s not the key brain in the programming department, nor is she responsible for finance or even public relations. Marissa is a linchpin.

53 - There was no need to mess it up with bells and whistles, although I did add a number of epistolary interludes (passages from fictional books, a diary entry, letters, teletype bulletins) between narrative segments. This was partly to inject a greater sense of realism (I was thinking of Orson Welles’s radio adaptation of War of the Worlds) but mostly because the first draft of the book was so damned short it barely seemed like a novel.

54 - It occurred to me that Sondra had grown up beneath the agonal gaze of this dying god, and doing so had undoubtedly played a part in making her what she was when I knew her: a timid and homely outcast who went scuttling through the halls of Lisbon High like a frightened mouse. “That’s Jesus Christ, my Lord and Savior,” Sondra’s mother said, following my gaze.

55 - ‘As you know, every piece of furniture is a different colour, even in the same room,’ Panin reminded his mistress in 1767.41 Here the empress was to spend countless evenings at the card table. Beyond lay a dressing room leading to her bedroom, whose panels were decorated in green lacquer.

56 - For example, if your boss asks you to work the weekend to finish something worthwhile and challenging, you might be willing to give up a little of your personal life and health. Meaningful work can be energizing.

57 - Tenet organized his life around Capitol Hill, his suburban home, his newborn son, Georgetown basketball, and occasional rounds of golf on cheap public courses. He was profane and comical, not sanctimonious or naïve, but also a very straight arrow, his colleagues felt.

58 - The imperial mantle was entrusted to Field Marshal Peter Saltykov, a hero of the Seven Years’ War whom Catherine admired as ‘a very good man, active and full of good sense’.54 She made him Governor General of Moscow. The state sword, first used in 1742, was carried by the Master of the Horse, Peter Sumarokov, whose service in the Senate stretched back to Anna’s reign in the 1730s.

59 - National account management (NAM) focuses on meeting the needs of specific accounts with multiple locations throughout a large region or entire country. For example, the distribution company Unisource has a formal national account management program for major accounts that have many locations nationwide.

60 - Larger newspapers and many other media outlets assign the preparation of calendar sections to specific editors. When you put together your media contact list, make sure you identify the calendar editors.

61 - I did the funding, mentoring, and legal and financial stuff, and she did all of the creative, entrepreneurial, management stuff. The restaurant opened to long lines despite less-than-stellar food and service on day one.

62 - He hung up smiling and explained that his wife was asking what she should put in the kids’ lunch boxes. Everyone laughed.

63 - The statistics about average experience and “take direction from the ladies” is from the final report, p. 64. 8.

64 - Lessard’s conflict with Hart and the worries he expressed around the time of his death are from interviews with U.S. officials who knew Lessard. 5.

65 - Even when one of the station’s walk-in sources proved to be a liar, there remained a thick file of threats against the U.S. embassy and its personnel. The chancery building faced a crowded street in central Khartoum, vulnerable to car bombs, but Sudan’s government did not respond to requests for new protection measures.

66 - After all, what’s the point of overcoming the pain the lizard brain inflicts if all you’re doing is something that doesn’t matter much anyway? Overcoming excuses and social challenges isn’t easy, and it won’t happen if the end result isn’t worth it.

67 - During the film, I sat in stoic silence as my heart began to race above two hundred beats per minute and the saliva drained from my mouth so completely that I could not move my tongue. I assumed this was the heart attack I had been waiting for, though I wasn’t feeling pain.

68 - Public charities can spend a higher portion of their budget on lobbying activities if the organization chooses to elect the h designation, which refers to section 501(h) of the IRS code. Electing the h designation requires more financial reporting to the IRS, but it allows the nonprofit to spend a greater percentage of its income on lobbying activities.

69 - On October 21, 1979, Zia announced that he intended to establish “a genuine Islamic order” in Pakistan. Earlier in the year he had approved Islamic punishments such as amputations for thieves and floggings for adulterers.

70 - Simons thought of himself as an honorary Pakistani and arrived at the U.S. embassy in Islamabad with few preconceptions. He had not followed South Asian affairs closely in decades.

71 - Responding to the right cause, the right message, and the right person, individual donors give to many kinds of organizations. In fact, they represent the largest portion of contributions in the United States.

72 - Several varieties of nonprofit organizations are out there, and the fundamental fact about them all is that they aren’t owned by an individual or group of individuals. Any profit or surplus that the group accrues must be dedicated to furthering the purpose of the organization.

73 - Among other things they discovered that in the two years since the World Trade Center attack, Yousef and his coconspirators had focused heavily on airplanes and airports. The evidence of these aerial plots surfaced first in the Philippines.

74 - Testimony of Paul Wolfowitz before the Joint Inquiry Committee, September 19, 2002.Wolfowitz defended the deliberate pace of the deputies committee’s work by arguing that since the September 11 hijackers had already entered the United States by July, even if the Bush administration had advanced its plans to support Massoud or attack al Qaeda, they probably would not have prevented the New York and Pentagon attacks. Of course, it could be argued equally that a robust disruption of bin Laden’s Afghanistan sanctuary might have delayed or altered the course of the attacks.

75 - They saw Pillsbury and his cowboy civilian ilk as dragging the CIA out of its respectable core business of espionage and into the murky, treacherous realm of an escalating dirty war. At one interagency committee meeting in the spring of 1985, Fred Ikle proposed skipping over Pakistani intelligence altogether by flying American C-130s over Afghanistan and dropping weapons caches to Afghan commanders by parachute.

76 - But they could not get a convincing handle on the big, spectacular attacks that the NSA’s telephone intercept fragments showed were on the way. They considered whether al Qaeda was feeding them disinformation through these intercepts, but they concluded that the plots were authentic.

77 - Martin Luther King and Robert Kennedy were dead, but Janis Joplin, Jim Morrison, Bob “The Bear” Hite, Jimi Hendrix, Cass Elliot, John Lennon, and Elvis Presley were still alive and making music. I was staying just off campus in Ed Price’s Rooms (seven bucks a week, one change of sheets included).

78 - For example, a proposal to publish a report based on an agency’s work may continue to bear modest marketing costs in the future, but after the agency edits, designs, and prints the report, future funding is a minor concern. For others, future funding is very important.

79 - At the meeting’s climax he called the delegates to the great stone-and-tile square across from the Kandahar governor’s house. Within the square’s gates stood the tomb of the eighteenth-century king Ahmed Shah Durrani and the tile-inlaid Mosque of the Cloak of the Holy Prophet.

80 - Sylvia Beyer, “Gender Differences in Causal Attributions by College Students of Performance on Course Examinations,” Current Psychology 17, no. 4 (1998): 354.

81 - Woolsey forged strong connections with some CIA officers at Langley, especially those involved with technical and satellite intelligence collection, Woolsey’s main professional focus. But he alienated many others, especially those in the Directorate of Operations.While awaiting Senate confirmation, Woolsey consulted his acquaintance Duane Clarridge, founder of the CIA’s Counterterrorist Center.

82 - Langley’s Near East Division, which handled the Saudi liaison, had to continually haggle with Turki’s GID over late payments. Once the money was pried out of Riyadh’s treasury and transferred to Washington, Bandar would often hold on to the funds for weeks.

83 - I understand that coincidences are normally just that, but they seem special because we don’t get to see all of the things that don’t happen. Still, my pattern detector perked up.

84 - Miller didn’t like the attention, so he climbed back into his truck, lay down on the seat, and strapped his Walkman to his ears, trying to escape into his music. After a few minutes he looked up and saw dozens of Afghan eyes pressed against the truck window, staring at him.

85 - That’s a losing strategy no matter how you dress it up and no matter how inspirational the author may be. In the long run, any system that depends on your willpower will fail.

86 - For example, beer brewing company Molson Canada uses both managers and experienced salespeople to conduct formal training sessions three or four days a year.44 In larger companies, a full-time sales trainer is often available. Why are internal sources used so often in sales training?

87 - Colin Powell, recently appointed as Reagan’s national security adviser, asked Gates directly: Could Najibullah last, and how long? How good is the Afghan army?

88 - “I would go to the Americans, I would go to the French, I would go to the English, I would go to the Germans, I would go to the Italians . .

89 - You may want to collect information from the general public or a particular constituency of your nonprofit. Questionnaires and focus groups are two ways to get input from the public.

90 - The war in Vietnam was near its official end, but its devastating losses had embittered and divided America. The political scene was exhausting, and many people, including me, were alienated from government.

91 - Specialization refers to the division of labor such that salespeople or sales managers concentrate on performing certain activities to the exclusion of others. Centralization refers to where in the organization decision-making responsibility exists.

92 - A moment later the soft in-out of normal respiration, which I’ve listened to my whole life (mostly without being aware of it, thank God), has been replaced by an unpleasant shloop-shloop-shloop sound. The air I’m taking in is very cold, but it’s air, at least, air, and I keep breathing it.

93 - 4 (2000): 593–641; and Eccles, “Understanding Women’s Educational and Occupational Choices,” 585–609. A survey of highly qualified women found that only 15 percent of them selected “a powerful position” as an important career goal.

94 - Your nonprofit’s contacts are important to its ability to raise money, especially when seeking funds from individuals. Knowing somebody who may write a big check to an organization is great, but knowing a lot of people who may write small checks is just as good.

95 - In his oak-paneled office, with the pictures of the hotel on the walls (the Dolphin had opened in October of 1910—Mike might publish without the benefit of reviews in the journals or the big-city papers, but he did his research), Ostermeyer seemed to gain assurance again. There was a Persian carpet on the floor.

96 - Leo taught me his perfect shuffle (called the faro shuffle), which I perfected a mere four months later, and I squared the deck just like he did. I enjoyed making the sleights imperceptible and moving my fingers around the cards with Leo’s grace and ease.

97 - They met again in Kandahar in early 1999 and bin Laden declared that Mohammed’s suicide hijacking plan now had al Qaeda’s backing. Bin Laden wanted to scale back the attack to make it more manageable.

98 - And, if you want to give people an opportunity to discuss issues important to your organization, you can start a mailing list (or listserv) for free at a number of Web sites. Don’t add people to your mailing list unless they ask to subscribe, and always make it easy to unsubscribe from the list.

99 - Grant writers are often tempted to write on and on (and on and on and on) (and on and on and on) about an agency’s history or its philosophy. Don’t drag this section down by including too many details or using too much eloquent verbiage.

100 - I’d like to think I’ve done the same for her from time to time, because it seems to me that one of the things marriage is about is casting the tiebreaking vote when you just can’t decide what you should do next. My wife is the person in my life who’s most likely to say I’m working too hard, it’s time to slow down, stay away from that damn PowerBook for a little while, Steve, give it a rest.

101 - For example, individual public schools may be required to submit an annual plan to a school superintendent’s office to qualify for special forms of funding. A researcher interested in understanding how many schools in a district were trying a particular approach to school reform probably could find out by reviewing the plans that are on file in the school district offices.

102 - “Those guys up there, I’m going to electrocute them!” he announced gleefully, as Gary Schroen later recalled it. He stripped to the waist and began to sweat as he attached large alligator clips to the hatch.

103 - Paul is the guy who rings the doorbell, deals with angry neighbors, gets access to basements, replaces shrubs–stuff that is essential, but is improvised. ConEd can easily replace the flagman and the guy who runs the backhoe.

104 - In addition, salesperson performance, which is discussed in the next module, must also be evaluated and considered. Each type of analysis offers a piece of the puzzle.

105 - Shelton also assumed that if Pakistan detected a U.S. raiding mission, it would alert the Taliban; the Taliban would then alert bin Laden, allowing him to escape or prepare an ambush for American forces. The list of catastrophic precedents rang in Shelton’s ears: Desert One, the failed U.S. Special Forces raid in 1980 to rescue American hostages in Tehran; the 1993 disaster in Mogadishu, Somalia (which al Qaeda operatives had helped to carry out); the ambush losses suffered by Soviet special forces in Afghanistan during the late 1980s.

106 - Being unable to stand added a degree of difficulty to my first week of motherhood but also provided one unforeseen benefit: Dave became the primary caregiver for our newborn. Dave had to get up when the baby cried, bring him to me to be fed, change him, and then get him back to sleep.

107 - Now Tomsen revived his ideas, encouraged by Karzai and Abdul Haq, and he crafted a confidential strategy paper for Massoud. Tomsen stayed in touch with former colleagues from his years in government service, but he found the CIA more secretive than ever.

108 - Benjamin and Simon write, “For the NSC staff working on counterterrorism, this was crippling-but how crippling was also something they could not know. Every day a hundred or more reports from the CIA, DIA, the National Security Agency, and the State Department would be waiting in their computer queues when they got to work.

109 - But the rest of Presidential Decision Directive-62, as it was called, signed by Clinton on May 22, 1998, anointed Clarke as the White House’s new counterterrorism czar, with unprecedented authority. Over time he acquired a seat at Clinton’s Cabinet table as a “principal,” equal in rank to the secretary of defense or the secretary of state, whenever the Cabinet met to discuss terrorism.

110 - She’s an artist when she invents a new way of cooking or a new type of dish that creates surprise or joy or pleasure for the person she created it for. Art is original.

111 - And increasingly, opportunities are not well defined but, instead, come from someone jumping in to do something. That something then becomes his job.

112 - Account opportunity is defined as an account’s need for and ability to purchase the firm’s products (e.g., grocery products, computer products, financial services). Competitive position is defined as the strength of the relationship between the firm and an account.

113 - My father was the generous one in the family (my mother promoted penny-pinching habits lingering from her Great Depression childhood; her practice of scrimping on household heat nearly froze us into statues on frosty winter mornings). He annoyed my mother by occasionally lending what little leftover money we had to pals in need, but when my mother objected, my father would sternly remind her that they had been able to buy their first house because of the generosity of a family friend.

114 - I began learning my lessons in this regard by reading Chandler, Hammett, and Ross MacDonald; I gained perhaps even more respect for the power of compact, descriptive language from reading T. S. Eliot (those ragged claws scuttling across the ocean floor; those coffee spoons), and William Carlos Williams (white chickens, red wheelbarrow, the plums that were in the ice box, so sweet and so cold). As with all other aspects of the narrative art, you will improve with practice, but practice will never make you perfect.

115 - The idea was to create something that had value and—this next part is the key—I wanted the product to be something that was easy to reproduce in unlimited quantities. I didn’t want to sell my time, at least not directly, because that model has an upward limit.

116 - Hesitant at first–perhaps because he was a virgin (as he later liked to suggest), or more probably because he was understandably wary of the consequences–he eventually succumbed to her advances at the end of December. Like so many royal romances before and since, their affair began with furtive visits to her apartments and continued with secret assignations, fraught with risk, in the houses of complicit friends and courtiers.

117 - In 1970, Lake was subject to a secret FBI wiretap by the Nixon administration after he resigned his job as Henry Kissinger’s special assistant and then went to work for Democratic presidential candidate Edmund Muskie. In 1995, Lake sat at Kissinger’s old desk in the Old Executive Office Building as he signed the papers authorizing wiretaps of his own phones.

118 - Inderfurth summed up the department’s policy in an interview: "The United States had been very involved, as had others, during the period of ‘79 through '89, choosing sides. What was needed now was not to choose sides but to get all parties to talk, and if we had chosen sides, our ability to press all sides to actually sit down would have been impaired.

119 - Sales managers who use stress interviewing justify its use by pointing out that salespeople must be able to think on their feet and react quickly to unanticipated questions from customers. Although this is true, there would seem to be better ways of assessing a candidate’s skills.

120 - Over the past ten years or so I have been in a few dozen meetings on the topic of turning Dilbert into a feature film. I always get the question of how we could make a Dilbert movie different enough from the TV show The Office or the cult movie Office Space.

121 - (The Afghan guerrillas with Saudi connections quickly learned they could raise enormous sums outside of ISI’s control by rattling their tin cups before wealthy pilgrims.) According to Badeeb, on bin Laden’s first trip to Pakistan he brought donations to the Lahore offices of Jamaat-e-Islami, Zia’s political shock force.

122 - Regions with the largest variation, especially when actual costs far exceed budgeted costs, should be highlighted for further analysis. Large variations are not necessarily bad, but the reasons for the variations should be determined.

123 - During the Gulf War, Saddam Hussein’s Baath Party government had secretly dispatched professional two-man terrorist teams to strike American targets. It was a clumsy operation.

124 - He would sell back his stockpile and begin seeking Stingers from subcommanders and other Afghan fighters he knew, he told Schroen. He suspected that some of his allied commanders would be willing to sell for the prices on offer.

125 - In a literal sense, it’s no more accurate than the imaginary hundred dollars per deleted word on your résumé, but it still helps guide your behavior in a productive direction. If I told you that taking a class in Web site design during your evenings might double your odds of career success, the thought would increase the odds that you would act.

126 - We need institutions and individuals to notice and correct for this behavior by encouraging, promoting, and championing more women. And women have to learn to keep their hands up, because when they lower them, even managers with the best intentions might not notice.

127 - He feared that if he told the right-wingers in Reagan’s Cabinet what Shevardnadze had said, and endorsed the disclosure as sincere, he would be accused of going soft on Moscow. He kept the conversation to himself for weeks.

128 - These are the taste sensations I live on while never feeling the slightest twinge of flavor deprivation. Your tastes will differ, so this is just a template to make the point about how many flavors you can enjoy in a healthy diet.

129 - Most believe that what they do is so intrinsically good and that they should be compensated to do it even if it doesn’t produce revenue. This is precisely what your organization is facing.

130 - But when the authors conducted the same kind of experiment for a stereotypically female job of women’s studies professor, the female applicant got a boost. In this case, having a strong record of public advocacy on women’s issues was rated an important hiring criterion when the female candidate had the strong record and not important when the female candidate did not have a strong record.

131 - The only plot-driven novel of mine which I really like is The Dead Zone (and in all fairness, I must say I like that one a great deal). One book which seems plotted—Bag of Bones—is actually another situation: “widowed writer in a haunted house.” The back story of Bag of Bones is satisfyingly gothic (at least I think so) and very complex, but none of the details were premeditated.

132 - Suddenly, restaurant reservations were always available, and VIP considerations made hassles with travel, long lines, and rude salesclerks vanish. Waiters were cordial and prompt.

133 - The briefing sessions were dominated by Miller’s reports, but occasionally the CIA officer would provide some useful detail in exchange. At one stage the CIA became worried about threats to Unocal executives in Central Asia from Iranian intelligence operatives.

134 - Many grantmakers are reluctant to pay true indirect costs associated with programs and, if your organization depends heavily on grants, that reluctance can put you in the awkward financial position of being able to pay for a famous basketball coach but not to turn on the lights in the gym. When your organization is relatively small with just a few programs, you may be able to keep accurate records for how staff members spend their time, how many square feet in a building a program uses, even how many office supplies your staff checks out of the supply cabinet, and, based on those records, estimate fairly your indirect costs.

135 - The CIA and Pakistani intelligence remained focused on the fall of Kabul, not on who would take power once Najibullah was gone. Harry, Gary Schroen, and their case officers met repeatedly during that winter of 1989–1990 with officers in ISI’s Afghan bureau to plan the new offensive.

136 - When husbands work fifty or more hours per week, wives with children are 44 percent more likely to quit their jobs than wives with children whose husbands work less.10 Many of these mothers are those with the highest levels of education. A 2007 survey of Harvard Business School alumni found that while men’s rates of full-time employment never fell below 91 percent, only 81 percent of women who graduated in the early 2000s and 49 percent of women who graduated in the early 1990s were working full-time.11 Of Yale alumni who had reached their forties by 2000, only 56 percent of the women remained in the workforce, compared with 90 percent of the men.12 This exodus of highly educated women is a major contributor to the leadership gap.

137 - Visitors to Russia in the 1730s had recognised in the attractive young tsarevna a free spirit ill-suited to the constraints of formal ritual. ‘She dances better than anyone I have ever seen,’ one acknowledged, ‘but hates the ceremony of a court.’23 Even after her accession, she shunned formal society, preferring the earthier company of her far from blue-blooded relatives, the Hendrikovs and the Skavronskys (Maria Choglokova’s family).

138 - Sales associates develop their own territories and sales forecasts, and then discuss them with their sales leaders. The teams within each division are encouraged to generate their own ideas and strategies with a focus on customer retention and long-term success.

139 - Part V of the application stretches over two pages and clearly is a reaction to increased public and legislative concern about financial abuse and self-dealing in both the nonprofit and business sectors. We say more about the increased scrutiny aimed at the nonprofit sector in Chapter 5.

140 - Also, if Kabul fell without a replacement government, there would be “political chaos,” Abdul Haq warned. Massoud and other commanders who could not accept Hekmatyar would wage war against him.

141 - If you hope to succeed because you are able to connect and work with other people, then that will require you to improve your personality in each of these five elements. Do you know someone who is more open to new ideas or more agreeable than you?

142 - Even without the establishment of definitive responsibility for the Cole attack, they might have found other ways to justify an attack if they had wanted to launch one. The Bush administration’s early hesitancy about bin Laden and its causes are described in chapters 30 and 31.

143 - Other helpful directories are available from Oryx Press, Taft, and other publishers (see Appendix A for more details). For personal information about individuals, check the Who’s Who directories, local newspapers, and college alumni associations.

144 - I was punished for my worst transgressions by spankings with switches or a paddle, a holdover from any Texas childhood of that time, and when my mother warned, “Just wait till Glenn gets home,” I would be sick with fear, dreading nightfall, dreading the moment when he would walk through the door. His growing moodiness made each episode of punishment more unpredictable—and hence, more frightening—and once, when I was about nine years old, he went too far.

145 - The dropping of syllables that defines spasmodic dysphonia was 100 percent gone, but my voice was weak, uneven, and sometimes hoarse. Luckily, these were more fixable problems, given time and practice.

146 - It might not be the way most people would behave, and the deus ex machina clanks pretty steadily in the last fifty pages, but it is the way most of us would like to behave. And wouldn’t we also like to have a deus ex machina in our lives?

147 - “We stand by our position that once the stuff is delivered to the Paks, we lose all control over it,” Bearden said. The Soviets were fed up with the attacks on their own soil.

148 - Same goes for writing a pretty good e-mail message, one that can compare with something from a giant corporation, or shipping a package across the country. The record you can cut in your basement or the food you can prepare with ingredients from the local market–all pretty good.

149 - The resistance wants you to check your e-mail now, because something great may have shown up (or more likely, something horrible). No time to sketch out a new product .

150 - They had to compete with Pakistan’s well-heeled, high-paid professional lobbyists and advocates, such as the former congressman Charlie Wilson, who had raised so much money for Pakistan’s government in Congress during the anti-Soviet jihad. Abdullah and English tried to link their lobbying effort with Hamid Karzai and his brother, Qayum, to show that Massoud was fighting the Taliban with multiethnic allies.

151 - Ground was broken near the Governor’s House on an elaborate new mosque to be financed by bin Laden and his supporters. There was also planning for a grand new Eid Mosque to celebrate breaking the fast at the end of Ramadan, to be constructed on the southern outskirts of Kandahar.

152 - The most important ones concern personal relationships between salespeople and customers and between salespeople and the sales organization. Consider the allocation of selling effort to accounts.

153 - Maiwandi’s frequent interviews with the Taliban on VOA’s Pashto-language service led some other Afghans, especially those loyal to Ahmed Shah Massoud, to denounce the U.S.-funded radio service as pro- Taliban. VOA’s reputation in turn fueled suspicions in the region that the Taliban was an instrument of U.S. policy.

154 - With its pale blue castle flying pennants emblazoned with a made-up Disney family crest, its precise gardens and horse-drawn carriages maintained to jewel-box perfection, Disneyland was my Versailles. I became a regular employee, age ten.

155 - An account targeting strategy is the classification of accounts within a target market into categories for the purpose of developing strategic approaches for selling to each account or account group. The account targeting strategy provides the foundation for all other elements of a sales strategy.

156 - Their unanimous response was to build helpful personal relationships with the tenants, the owners of the stores inside the shopping center, which is a Quadrant II activity. We did an analysis of the time they were spending on that activity.

157 - That way, the new member gets a chance to see how the board operates, and the current members have an opportunity to size up the new person. Encourage the prospective member to ask questions.

158 - As luck would have it, the senior vice president was a six-foot-ten, red-headed, bearded elf of a man who had a great sense of humor. He read my letter and invited me to his office for an interview.

159 - She would hug me, tickle me, get me laughing, and then, still laughing, go upside my head hard enough to knock me down. Then she would tickle me with her bare feet until we were both laughing again.

160 - At the age of fourteen, she conceived the triple ambition of pleasing her husband, Elizabeth and the nation. She overlooked nothing to achieve this.

161 - Identify two reports that might be helpful for improving a sales organization’s effectiveness and briefly explain how each report’s information might be used. 3c.

162 - Indeed, with regard to her appearance altogether, it would be doing her injustice to say it was masculine, yet it would not be doing her justice to say it was entirely feminine. After some gold coins had been consecrated by the clergy and laid in the chest, it was closed and raised by the pulley.

163 - And I would argue that feeling good about yourself has meaning only because you know you are influencing others to feel the same way. So really, hair care is about influencing how other people feel about you.

164 - Over time, as you create an environment where your insight and generosity pay off, the people above you will notice, and you’ll get more freedom and authority. Don’t ask your boss to run interference, cover for you, or take the blame.

165 - I don’t need to know why my long shots seem to come in more often than my faulty brain expects; I just need to perceive—accurately or not—that it happens. Realistically, what were my odds of being the first person on earth to beat a focal dystonia?

166 - I always give people the option of not answering, but so far, every woman I have asked has appeared grateful for a chance to discuss the subject. I also make it clear that I am only asking for one reason: to make sure they aren’t limiting their options unnecessarily.

167 - I was mostly guessing how the process worked, and I didn’t want to take the chance of getting kicked off the flight for being poorly dressed. That’s exactly the sort of mistake I make.

168 - Suvorov, Pis’ma, 226–7, to D. I. Khvostov, [30 Oct.] and 12 Dec. 1791; Lopatin, Potemkin i Suvorov, 224–7. 54.

169 - I declared my workplace a safety hazard and informed my boss that I would need to stay home until it was remediated. I don’t think he took me seriously.

170 - “He put a lot of money in a lot of the right places in Afghanistan.” Bin Laden was not regarded as “someone who was anti-American.” The CIA did receive negative reports about the Arab volunteers from its Afghan agent network and from Western and Christian aid organizations. Their complaints coursed through the CIA and State Department cabling system, but the issue was only an occasional subject for reporting and analysis.

171 - The Main Street store was run by Aldini the Magician—real name Alex Weiner—a mustachioed, tart-tongued spiel-meister who taught me all the Yiddish words I know, including the invaluable tuchis (meaning “ass”), which he used as a code word to indicate that a sexy girl had come into the shop. I did have a life outside Disneyland.

172 - Robert Gates estimates "up to 20” Soviet officers killed in his unpublished manuscript, Chapter 11, pp. 36-37.

173 - Vallin began by designing neoclassical interiors and furniture for a new bedroom, dressing room, boudoir and study in the west wing, overlooking the Admiralty, where the empress initially intended to live. At that stage his role was restricted largely to decorative detail, but he became more ambitious when she changed her mind at the beginning of 1763 and decided instead to convert the apartments formerly occupied by Peter III in the south-east corner of the palace.

174 - Nevertheless, you need to beware—if you slow the pace down too much, even the most patient reader is apt to grow restive. The best way to find the happy medium?

175 - Iraq, Iran, the Israeli-Palestinian conflict, China, Russia, and missile defense all stood ahead of Afghanistan in the security policy queue. Black pressed the Air Force to certify that a Hellfire-armed, laser-aimed Predator could kill bin Laden if he spent the night at his Tarnak Farm residence—without taking out large numbers of bystanders.

176 - You didn’t come, after all, to wander lonely as a cloud, experiencing the beauty of the woods or the grandeur of the mountains. You’re supposed to be writing, dammit, if only so that your colleagues will have something to critique as they toast their goddam marshmallows there in the main lodge.

177 - It doesn’t matter that the hundred-dollar figure is arbitrary and that some words you remove are more valuable than others. What matters is that the formula steers your behavior in the right direction.

178 - My account of the wedding celebrations relies on KfZh (1745), 52–92 (52–60), and on Santi’s order of ceremonies, ibid., 187–222 (195). 92.

179 - We can see a reality that is superseded by his limited perceptions – a reality that is as critical for us to understand in our daily lives as it was for the captain in the fog. Principles are like lighthouses.

180 - An anti-Taliban petition drive organized by the Feminist Majority and Mavis Leno, the wife of late-night comedian Jay Leno, captured Albright’s attention. Her new deputy, Thomas Pickering, a former ambassador to India, was also determined to reexamine American policy in South Asia.

181 - Flush with about $25 million in cash provided by Prince Turki al-Faisal’s Saudi intelligence department, Hamid Gul and colleagues from ISI’s Afghan bureau twisted arms and spread money around until the delegates agreed on a cabinet for a self-declared Afghan interim government. To prevent either Hekmatyar or Massoud from seizing power, the delegates chose weak figurehead leaders and agreed to rotate offices.

182 - About 41 percent of mothers are primary breadwinners and earn the majority of their family’s earnings. Another 23 percent of mothers are co-breadwinners, contributing at least a quarter of the family’s earnings.30 The number of women supporting families on their own is increasing quickly; between 1973 and 2006, the proportion of families headed by a single mother grew from one in ten to one in five.31 These numbers are dramatically higher in Hispanic and African-American families.

183 - community" is from Clinton’s speech to the British Labour Party conference at Blackpool, England, October 3, 2002. Arguably, both the Irish Republican Army and the Zionist movement that emerged after World War II achieved important political goals through terrorist violence-as did the Palestine Liberation Organization.

184 - So finally, with what I felt was unusual patience and restraint, I turned to him and said, “Sir, your children are really disturbing a lot of people. I wonder if you couldn’t control them a little more?”

185 - department concerning sales levels, territory staffing, and related information for each of the territory offices in the South American division. Please analyze the information and provide me a memo of your conclusions by January 17th.

186 - Karzai sought to mediate between the Kabul cabinet and its estranged prime minister even as they fired rockets at each other. Early in 1994, Massoud’s security chief, the gnome-faced Mohammed Fahim, received a report that Hamid Karzai was working with Pakistani intelligence.

187 - Black and his new bin Laden unit wanted to “project” into Afghanistan, to “penetrate” bin Laden’s Afghan sanctuaries. They described their plan as military officers might.

188 - A. Uspenskii, Tsar’ i Patriarkh: Kharizma vlasti v Rossii (Vizantiiskaia model’ i ee russkoe pereosmyslenie) (M, 1998). 83.

189 - One day, after I trained myself to hold pen to paper for several seconds without a spasm, my brain suddenly and unexpectedly rewired itself and removed the dystonia altogether. Apparently I broke the spasm cycle and reinforced the nonspasm association.

190 - This is the time to seek smaller donations from lots of people — neighbors, friends of friends, and grandparents. You can often raise these contributions through special events, special mailings, or even phone-a-thons to individuals and smaller foundations and businesses.

191 - Several varieties of nonprofit organizations are out there, and the fundamental fact about them all is that they aren’t owned by an individual or group of individuals. Any profit or surplus that the group accrues must be dedicated to furthering the purpose of the organization.

192 - They hurled Molotov cocktails into the chancery’s lower offices, setting files and furniture on fire. Entire wings of the building leaped in flames, particularly the paper-laden budget and finance section located directly underneath the communications vault, which began to cook like a pot on a bonfire.

193 - As illustrated in Exhibit 9.5, sales results in excess of quota will have index values greater than 100, and results lower than quota will have index values less than 100. The sales effectiveness index makes it easy to compare directly the sales effectiveness of different organizational levels and different types of sales.

194 - Some nonprofit management organizations conduct annual or biannual surveys of salary levels in the areas in which they work. More often than not, access to the surveys requires payment, but it’s probably a good investment because these surveys tend to be the most complete and up-to-date.

195 - For the South American Division, this would have the effect of increasing the number of awards substantially. I would like your comments on this issue and how you believe sales representative behavior, motivation, etc.

196 - He was often described as a mentor, a successor to Abdullah Azzam as an intellectual father figure in bin Laden’s life. The Egyptian had grown from a lean, awkward youth whose face was framed by oversized eyeglasses into a fleshy, squat man with a round head and a long gray-flecked beard.

197 - This relentless passion leads to persistence and resilience in the face of people not accepting your gift. The artists in your life are gift-focused, and their tenacity has nothing at all to do with income or job security.

198 - “Dostum was of the opinion that, with his return, all Uzbeks would take up guns and start an uprising,” Massoud told Tomsen. But this had not happened.

199 - Events that are designed to reach an audience that’s completely unknown to your organization or its supporters. Do you like to go to a party where you don’t know anybody?

200 - We could probably go even further, actually, but I’m betting it won’t be a fun or profitable journey. If all mortgages are the same, of course they can be chopped up and remixed and resold.

201 - After refining the letter sent to the test group, and focusing on the kinds of lists that seemed to work best, the organization sends the full-blown mailing to hundreds of thousands of names. 6.

202 - Yet for once caution got the better of him, so that by the time he arrived the fortress had fallen to the rebels. When the tsar identified himself to a sentry at the blockaded entrance to the harbour, he was told that Peter III no longer existed.

203 - Informants quickly identified the blind Egyptian preacher Sheikh Rahman as a source of inspiration for the World Trade Center attack and several thwarted bombings of New York landmarks. The CIA’s analysts began to look more closely at cross-border Islamist radicalism emanating from Egypt and its neighbors.

204 - MY LIFE HAD BEEN ALTERNATELY inching or leaping upward: I was proud of my job on the Smothers Brothers’ show. I had some cash.

205 - Though Diderot had little respect for these noble-dominated law courts, they played an important constitutional role in registering the king’s edicts and their abolition was widely interpreted as an act of tyranny. ‘We are on the brink of a crisis which will end in slavery or liberty,’ Diderot warned Princess Dashkova in an apocalyptic letter that April, ‘and if it is slavery, it will be slavery like that which exists at Morocco or Constantinople.’47 By the time he arrived in Russia, he was already convinced that liberty could be preserved only by a shift of power away from the monarch and towards a representative national body.

206 - I prefer simple, foolproof plans that allow my heart to beat normally and my mind to wander toward blissful thoughts of puppies and rose petals. (Update: Our dinner and movie followed my simple plan and worked flawlessly.

207 - (After a relatively brief life in a Virginia office park, the station had been reincorporated into the headquarters of the Counterterrorist Center.) By the summer of 1997 the unit was reporting regularly to policy makers in classified channels about threats issued by bin Laden against American targets, especially American military forces stationed in Saudi Arabia.

208 - With any spare money I had, I bought tricks, memorized their accompanying standard patter, and assembled a magic show that I would perform for anyone who would watch, mostly my parents and their tolerant bridge partners. One afternoon I was in the audience at the Golden Horseshoe, sipping my Pepsi and mouthing along with Wally Boag, when I blacked out and collapsed.

209 - The CIA and KGB had settled during the 1980s into a shaky, unwritten gentlemen’s agreement that sought to discourage targeting each other’s salaried professional officers for kidnapping or murder. If that agreement broke down, there could be chaos in CIA stations worldwide.

210 - If I touch you in any way, you then have two obligations: to make us closer, and to pass it on, to give a gift to another member of the tribe. Gifts don’t demand immediate payment, but they have always included social demands within the tribe.

211 - If your annual fundraising event raises between $25,000 and $32,000 each year, project $25,000 in income. The reason?

212 - See U.S. Census Bureau, “Table SHP-1 Parents and Children in Stay-at-Home Parent Family Groups: 1994 to Present,” America’s Families and Living Arrangements, Current Population Survey, Annual Social and Economic Supplement (2011), http://​webcache.​google​user​content.​com/​search?​q=cache:​ffg107mTTwAJ:​www.​census.​gov/​population/​socdemo/​hhfam/​shp1.​xls+&​cd=​3&hl=en&​ct=clnk​&gl=us. For a review of research about the social isolation of stay-at-home fathers, see Brad Harrington, Fred Van Deusen, and Iyar Mazar, The New Dad: Right at Home, Boston College, Center for Work & Family (2012), 6.

213 - After the Khobar bombing, Saudi Arabia’s Interior Ministry was slow to cooperate with FBI investigators, creating new tensions in the U.S.-Saudi relationship. 31.

214 - I also owe my deepest gratitude to Sonny Mehta, editor in chief of Knopf, whose unflagging support kept this project on the fast track. David Dreyer and Eric London were indispensable to the writing of this book.

215 - The decision on specialization hinges on the relative importance to the firm of selling skill versus selling effort. Thus, if sales management wants to emphasize the amount of selling contact, a generalized salesforce should be used.

216 - Supporting the importance of empathy in sales success is a multi-industry study of 215 sales managers by Marshall, Goebel, and Moncrief .13 These researchers found empathy to be among the top 25 percent of skills and personal attributes thought to be important determinants of sales success. Even though some studies do not find direct links between salesperson empathy and success, empathy is generally accepted as an important trait for successful salespeople.

217 - Although these decisions should be based on the specifics of each selling situation, several trends appear to be emerging. Many sales organizations are moving to some type of specialization, usually a structure that allows salespeople to concentrate on specific types of customers.

218 - Hundreds of thousands more might be visiting family in Pakistani refugee camps, farming, smuggling, or just hanging around until the weather improved. The disorganized, part-time character of the mujahedin didn’t bother Hart.

219 - Carrie takes her revenge by using her telekinetic power to kill most of her classmates (and her atrocious mother) before dying herself. That’s the whole deal, really; it’s as simple as a fairy-tale.

220 - The less commotion you cause, the more likely you are to fail, to be ignored, to expose yourself to failure. We tried to set up an economy where you could hide your big ideas, go through the motions, and get what you needed.

221 - • He could assume the business risk of the activities he performed, but this circumstance was not considered a defining feature of a commercial agency relationship and therefore was not sufficient by itself to prevent the relationship from being declared one of employment. Any disputes that might arise between the parties in the execution of the commercial agency contract were resolved by the civil courts.

222 - The convoy arrived on the Afghan border above Kandahar just as Mullah Omar and his Taliban shura opened their preaching campaign in the area. Pakistani trucking interests had already begun to supply money and weapons to the Taliban, hoping they could unclog Kandahar’s highways.

223 - ‘He entertains some hope that I might treat him gracefully, saying that he might erase the memory of his past crimes by his courage and future services. If it were only me that he had offended, his reasoning would be just and I would pardon him; however, this is the empire’s cause and the empire has laws.’95 Brought to Moscow in an iron cage on 4 November, Pugachëv was subjected to a secret trial at the Kremlin at the end of December.

224 - If you believe that art is somehow separate from work, that it’s a different sort of endeavor or a different sort of person, then it’s almost impossible to imagine an artist marketing tofu. I don’t see it that way.

225 - If you walk two miles every day for a month and enjoy the leisurely pace, your brain will automatically start to think that walking an extra mile might be even more fun or that running half the way and walking the rest might be interesting. That’s how you turn boredom into a tool.

226 - Woolsey’s trip to Little Rock and that he had met Clinton only once are from an interview with James Woolsey, February 20, 2002, Washington, D.C. (SC). His antiwar activities and professional history are from Michael Gordon, The New York Times, January 11, 1993.

227 - The firm could take U.S. forecasts provided by the industry trade association and convert them to market and sales forecasts for each county by using their calculated indices and market shares. The use of market factor methods is widespread in the sales management area.

228 - The more GM enables the swarm of dumb machines to make decisions, bid against each other, network, and interact, the better they work. The world works too fast for centralized control.

229 - The different profitability analyses address different aspects of profitability that are of interest to sales managers. 7.

230 - A sinewy man with a wispy beard and penetrating dark eyes, he had become a charismatic popular leader, especially in northeastern Afghanistan. There he had fought and negotiated with equal imagination during the 1980s, punishing and frustrating Soviet generals.

231 - The questions he raised were pointed: Why should the last phase of the Afghan jihad be designed to serve Pakistani interests? A million Afghan lives had been lost; hundreds of thousands of intellectuals, businessmen, and tribal leaders had been forced into exile.

232 - ISI used a road permit system to ensure that only authorized commanders had permission to take humanitarian supplies across the Afghan border, McWilliams was told. At the same time, Pakistani intelligence and the Arab volunteers operating around Paktia used their access to newly built roads, clinics, and training camps to persuade local commanders that only by joining forces with them could they ensure that their wounded were evacuated quickly and treated by qualified doctors.

233 - ‘Think no further of the princess of Saxe-Gotha,’ Catherine ordered Assebourg: ‘She is exactly what it takes to displease us.’ Though the empress found it hard to believe that Princess Wilhelmina of Hesse-Darmstadt could be quite so attractive as Assebourg claimed, she seemed worthy of further consideration despite doubts about her temperament and the expense involved in settling an establishment on her siblings. Even so, Catherine still favoured Sophia Dorothea of Württemberg, whose father had been assiduous in his attentions and ‘who will be at the end of her twelfth year next October.

234 - And it worked for this businessman, as he had job-hopped from company to company, gaining experience along the way, until he became a CEO. Had he approached his career with a specific goal in mind, or perhaps specific job objectives (e.g., his boss’s job), it would have severely limited his options.

235 - These development banks were funded by rich governments to promote economic growth in poor countries. They would lend money only if Unocal’s pipeline linked countries with recognized, stable governments.

236 - HEKMATYAR’S EAGERNESS to conspire with a hard-line communist general and the willingness of Pakistani intelligence to support the plot appalled many Afghans and bolstered support for Peter Tomsen’s new policy approach in Washington. The coup attempt made plain that Afghanistan’s Cold War divides were dissolving rapidly.

237 - Campaigns that don’t succeed or that drag on for a long time can damage an organization’s reputation. Because buildings tend to be visible entities, the public may be more aware of an organization’s slow-moving construction project than of a problem with the programs or services.

238 - As illustrated in Exhibit 3.2,6 the strategic objective assigned to a business unit has a direct effect on personal selling and sales management activities. Determining strategic objectives for each SBU is an important aspect of corporate strategy.

239 - First, and perhaps most important, sales managers and senior salespeople are intimately aware of job requirements and can communicate in very specific terms to the sales trainee. However, outside consultants may be only superficially informed about a specific sales job and often offer generic sales training packages.

240 - Those foundations also may be concerned that the sponsoring nonprofits are providing convenient access to 501©(3) status to entities that don’t qualify for that tax status from the IRS. Not all foundations share these prohibitions.

241 - When a couple announces that they are having a baby, everyone says “Congratulations!” to the man and “Congratulations! What are you planning on doing about work?” to the woman.

242 - Hart might offer a few CIA intercepts of Soviet military communications or reports on battlefield damage in Afghanistan obtained from satellite photography. Akhtar, who had excellent sources inside the Indian government, would half-tease Hart by telling him how, in private, the Indians espoused their disgust with America.

243 - In early 1985 the most influential new figure was Fred Iklé, a former director of the Arms Control and Disarmament Agency and an elegant anticommunist hardliner. With him came Michael Pillsbury, an eager former congressional aide.

244 - In a story so good that it should be apocryphal, Zappos offers graduates of their two-week paid training school $2,000 if they will quit their new jobs. Why would Zappos offer to pay great people to quit?

245 - In Terrorism and U.S. Foreign Policy, p. 107, the CIA’s Pillar wrote, “Intelligence about a scheduled meeting of bin Laden and other terrorist leaders . .

246 - The sense remained that bin Laden was a financier of Islamist extremists, not a major terrorist operator himself. 16.

247 - Once the poor performance areas have been identified, the sales manager must work backward to try to identify the cause of the poor performance. Merely determining that most salespeople did not meet their sales quotas is not sufficient to improve future performance; the sales manager must try to uncover the reason for this poor performance.

248 - Looking back, it made no sense for my college friends and me to distance ourselves from the hard-won achievements of earlier feminists. We should have cheered their efforts.

249 - When the FBI announced a $5 million reward for bin Laden’s capture, the CIA picked up reports that bin Laden had authorized $9 million bounties for the assassination of each of four top CIA officers. Many of the intelligence reports were vague.

250 - (SC); Benazir Bhutto, May 5, 2002, Dubai, United Arab Emirates (GW); Mirza Aslam Beg, May 23, 2002, Rawalpindi, Pakistan (SC); and Hamid Gul, May 23, 2002, Rawalpindi, Pakistan (SC); as well as with other U.S. officials and Pakistani officers. The conversation between Bhutto and Akhund, "I wonder if .

251 - Massoud “made it very clear to the American side that it was a good time, if they wanted, to somehow punish the Taliban,” his aide remembered. The Taliban were weakening politically, but Massoud’s forces were struggling.

252 - She has created an annual budget and spoken to several funders who have expressed a desire to make three-year grants to the project. However, in order to accept funding, Jones must either create a 501©(3) organization or find an alternative.

253 - ‘This palace is the height of fashion,’ she boasted to Grimm in 1794, ‘since it is all on the ground floor, with a large and beautiful garden, right in the middle of the barracks on the bank of the Neva, the cavalry to the right, the artillery to the left, and the Preobrazhensky [Guards] behind the garden. There is nowhere better for the spring and autumn.’56 Designed by Ivan Starov in the restrained neoclassical style she had come to prefer, there was nothing modest about the palace’s dimensions: as an English visitor remarked in 1790, its apartments were as ‘immense’ as Potëmkin himself.57 The colonnade hall in which he had entertained the empress in April 1791 was reputed to be the largest in Europe.

254 - By sheer luck a filled embassy water tanker stood between the truck bomb and the building; the water tanker flew three stories into the air and splashed beside the chancery, absorbing much of the explosive impact. In Nairobi, 213 people died in the suicide bombing, 12 of them Americans.

255 - The CIA was not permitted to fly into the Panjshir with a sniper rifle and a satellite map of al-Zawahiri’s house even if it could develop one. Any joint operation had to be a plausible, well-planned attempt to capture the Egyptian.

256 - Today, she has a close relationship with her children and now that they have grown up and moved away, she’s especially grateful to have a fulfilling job. Although pundits and politicians, usually male, often claim that motherhood is the most important and difficult work of all, women who take time out of the workforce pay a big career penalty.

257 - This rule was more important than you might think, because most of the people in the class were deathly afraid of public speaking. The instructor acknowledged that sometimes the class would need to sit quietly for long periods waiting for the next volunteer.

258 - Then, list the pros and cons of using each software package to help sales managers evaluate salespeople. Finally, of the two software packages you evaluated, if you were a sales manager, which would you choose to use and why?

259 - When you find yourself hesitating to ask someone for a contribution, keep in mind that you’re not begging, you’re offering them an opportunity to be part of something worthwhile. Giving your organization a gift can make them feel good.

260 - For her part, Bhutto denounced the rumors about her husband as political trickery concocted by her sexist opponents to discredit her. She was emotional and unyielding in defense of her husband.

261 - The instructor stood in front of the frozen class and waited patiently, not judging, clearly having gone through this before. Eventually someone volunteered, and then another.

262 - I work cooperatively with people in other parts of the customer organization who can be useful sources of ongoing information, resources, and support. 12.

263 - If the organization has an executive director, the president may delegate some responsibilities for setting up meetings. Ultimately, however, part of the president’s job is to see that board members have the information they need to make good decisions and that they do so in a reasonable amount of time.

264 - Strategic changes at one organizational level typically require strategic changes at other organizational levels. The development of effective strategies is one thing, successfully implementing them another.

265 - Worse, much worse, is that competitive pressures (and greed) have encouraged most organizations to turn their workers into machines. If we can measure it, we can do it faster.

266 - The country was “a dying issue.” But she found a receptive audience among midlevel officials for her message about the Taliban’s potential to bring peace. During her visit and for many months afterward Bhutto and her aides repeatedly lied to American government officials and members of Congress about the extent of Pakistani military and financial aid to the Taliban.

267 - Zakhar Chernyshëv, who returned to Court in the autumn of 1751, told her how much prettier she looked. ‘This was the first time in my life that someone had said such a thing to me.

268 - Quotations from Bush’s letter from written testimony of Colin Powell to the National Commission, March 23, 2004. 23.

269 - Most sales managers would prefer to have a high proportion of salespeople who are both highly committed to the organization and highly involved in their selling jobs. Such salespeople have been called institutional stars, and they are the primary targets of retention and reward programs.

270 - Melissa W. Clearfield and Naree M. Nelson, “Sex Differences in Mother’s Speech and Play Behavior with 6, 9, and 14-Month-Old Infants,” Sex Roles 54, nos. 1–2 (2006): 127–37.

271 - Explain your fundraiser, its objectives, the contest, and the rationale behind the contest’s incentives. 3.

272 - National Commission investigators describe bin Laden’s 1996 financial problems in staff statement no. 15, although they provide no assessment of any payments to the Taliban.

273 - A few minutes after the expedition party set out, those still inside the vault heard the sound of the hatch being wrenched from above. An enormous U.S. Marine with hands like mallets ripped it off its moorings.

274 - In a discursive memo to Carter written on the day after Christmas, classified Secret and titled “Reflections on Soviet Intervention in Afghanistan,” Brzezinski worried that the Soviets might not be plagued by the self-doubts and self-criticisms that had constrained American military tactics in Vietnam. “We should not be too sanguine about Afghanistan becoming a Soviet Vietnam,” he wrote.

275 - Hekmatyar, Sayyaf, and Haqqanni all had officers around Saudi Arabia who collected money from mosques and wealthy sheikhs; bin Laden was one part of this wider fund-raising system. “His family has disowned him,” Turki assured the Americans about bin Laden.

276 - Outsourcing and automation and the new marketing punish anyone who is merely good, merely obedient, and merely reliable. It doesn’t matter if you’re a wedding photographer or an insurance broker; there’s no longer a clear path to satisfaction in working for the man.

277 - When I went to college, as much as my parents emphasized academic achievement, they emphasized marriage even more. They told me that the most eligible women marry young to get a “good man” before they are all taken.

278 - Pillar thought the lesson might be that you had to avoid half measures: A government under violent siege should either strike back ruthlessly or open up its political system completely. Still, he felt the Algerians had made a terrible mistake by canceling their election and driving the Islamists underground.

279 - Air Force engineers had fitted the Predator with a modified version of the Hellfire antitank missile, but they did not know what impact its firing would have on the Predator’s flight-worthiness. The Predator was such a light and unwieldy craft that some engineers feared the explosive propulsion of an igniting missile would send the drone reeling backwards, perhaps out of control.

280 - How could I get my clients to take me seriously if their boss was constantly reminding everyone that I was his son’s age—oh, and that I should date him? One day, I gathered my courage and asked to speak to him in private.

281 - At an onshore “welcome” dinner, the wives of her colleagues pounced and accused her of being a “bra-burning feminist out to prove a point.” They forced her to defend her career choice, reputation, and personal life. “I was shocked!

282 - Shortly afterwards, she banned only six Masonic texts, including the Rosicrucian New Chrysomander and the Chemical Psalter, a pseudo-Paracelsus. Sent to test the publisher’s faith, the sympathetic Archbishop Platon could find no contradiction between his Freemasonry and his Christian beliefs.

283 - The “only real strength” of Mojaddedi’s party “was its gift for public relations,” as Bearden saw it. Pir Sayed Ahmad Gailani attended meetings with Bearden in “a silk-and-cashmere suit,” and he “rarely, if ever, strayed into Afghanistan,” earning Bearden’s disdain.

284 - First you hope to pique the reader’s interest and concern (in the problem statement), and then you show him the possibility of a better future (in goals, objectives, and outcomes), and next you tell him how to achieve that vision (in the methods section). Goals, objectives, and outcomes are related but different terms.

285 - If it worked, the next night I would add the next discreet packet until the bit either filled out or died. I can remember bailing out of a bit because I didn’t want to be trapped in it for the next five minutes.

286 - I CONTINUED TO PURSUE my studies and half believed I might try for a doctorate in philosophy and become a teacher, as teaching is, after all, a form of show business. I’m not sure what the purpose of fooling myself was, but I toyed with the idea for several semesters.

287 - There were things wrong with this story (the biggest hole was probably Roger’s failure simply to start over with a different glue), but it was cute, it was fairly original, and I knew I had done some pretty good writing. After a long time spent studying the markets in my beat-up Writer’s Digest, I sent “Happy Stamps” off to Alfred Hitchcock’s Mystery Magazine.

288 - After dining in Moscow with Archbishop Platon and his brother, Alexander, archpriest of the Dormition Cathedral, the empress made a parting gesture towards toleration by receiving a delegation of registered Old Believers at the Petrovsky Palace on 5 June.18 Four days later, on the feast of the Holy Spirit, she laid the foundation stone for Prince Nikolay Lvov’s monumental neoclassical cathedral at the Torzhok monastery of Boris and Gleb. (The Scottish stonemason Adam Menelaws had left Tsarskoye Selo a week ahead of her to begin work there.

289 - More than a decade earlier the passionate anticommunist William Casey had helped create and drive his president’s global policies from Langley. That was not George Tenet’s vision of himself or of the CIA.

290 - The effective use of this selling effort often requires that sales territories be developed and each salesperson be assigned to a specific territory. A territory consists of whatever specific accounts are assigned to a specific salesperson.

291 - That will be easier if you understand how important psychology is to everything you want to accomplish in life. On a scale of one to ten, the importance of understanding psychology is a solid ten.

292 - The Steve Allen credit opened a few doors, and I bounced around all of the afternoon shows, juggling material, trying not to repeat myself. I developed a formula of convenience: “If I do a bit on Merv Griffin, which comes on at two P.M., it’s okay to repeat the material on Virginia Graham, which comes on at four P.M.

293 - This isn’t the Ouija board or the spirit-world we’re talking about here, but just another job like laying pipe or driving long-haul trucks. Your job is to make sure the muse knows where you’re going to be every day from nine ’til noon or seven ’til three.

294 - We needed to determine how many hours we were willing to work in a day and how many nights we were willing to travel. If later on, the job did not work out, we would know that we had tried on our own terms.

295 - Already unpopular thanks to his attempts to control clerical vagrancy, Archbishop Amvrosy was assassinated by a mob outraged by rumours that he intended to confiscate a renowned miracle-working icon and transfer all the money donated to it to Betskoy’s Foundling Home. Yeropkin reported on 18 September that at least 100 had died in the Kremlin, where rioters ransacked the archbishop’s residence before hounding him to his death at the Don monastery on the other side of the river.

296 - Over two decades the CIA had learned again and again that it could not hope to defend against terrorists by relying solely on its ability to detect specific attacks in advance. No matter how many warnings they picked up, no matter how many terrorist cells they disrupted, at least some attackers were going to get through.

297 - John Imle authorized a development project in which Unocal would seek to build pipelines from Turkmenistan to Pakistan, across war-ravaged Afghanistan. The easiest way would be to pass through Kandahar along the same southern route favored by Bhutto for her trucking and transport schemes.

298 - A March 5 cable to Langley from a CIA station abroad reporting this fact did not trigger a review of either of the Saudis. Nor was either of them placed on the watch list at this second opportunity.

299 - Attacked by rivals armed in Pakistan, Massoud counterattacked, and as he did, he became the bloodstained power behind a failed, self-immolating government. His allies to the north smuggled heroin.

300 - Missing a dinner reservation isn’t the end of the world, so doing some optimizing in that case is defensible. But if you are driving to an important business meeting, you don’t want to pile on some errands that are “on the way,” because that introduces unwanted stress and uncertainty.

1 - This is because of the rigorous process used to determine important performance results and critical salesperson behaviors. The results and behaviors identified in this manner are specific to a given selling situation and directly related to the job of the salespeople being evaluated.

2 - But once your basic story is on paper, you need to think about what it means and enrich your following drafts with your conclusions. To do less is to rob your work (and eventually your readers) of the vision that makes each tale you write uniquely your own.

3 - The third was signed later that autumn and involved bin Laden’s aircraft, as described in this chapter. A fourth was signed in late 1999 or early 2000 and involved the CIA’s liaison with Massoud, as described in Chapter 25 and following.

4 - The letter to Cheney is from an interview with Haroun Amin, chargé d'affaires at the Afghan embassy in Washington, September 9, 2002 (GW). Information on Massoud’s travels is from interviews with his aides.

5 - If you’re like every other nonprofit worker or volunteer, you want to know how to get money for your organization. Chapters 13 through 18 cover this topic.

6 - Another suggestion is to initiate reciprocation with other parties by being the first to offer information or to provide a service.23 For example, a sales manager might provide a production manager with a timely sales forecast on a voluntary basis to help schedule future manufacturing processes. In turn, this may lead the production manager to reciprocate with valuable information for the sales manager at some future date.

7 - They’ve tried to jump into effective relationships without the maturity, the strength of character, to maintain them. But you just can’t do it; you simply have to travel the road.

8 - He stood exposed now beside a dim street, waiting, aware that an Afghan guerrilla’s sense of time might not conform to his own. Down the road rumbled a large, loud motorcycle driven by a man wearing the unmistakable pressure suit, coat, and helmet of a Soviet fighter pilot.

9 - HEKMATYAR’S EAGERNESS to conspire with a hard-line communist general and the willingness of Pakistani intelligence to support the plot appalled many Afghans and bolstered support for Peter Tomsen’s new policy approach in Washington. The coup attempt made plain that Afghanistan’s Cold War divides were dissolving rapidly.

10 - Sensing that the end might be near, she took communion twice in 1756: first on Maundy Thursday and again on 6 August, halfway through the Dormition Fast, when she was too ill even to greet the Preobrazhensky Guards on their annual feast day. Three days of celebrations following the consecration of Chevakinsky’s new chapel at Tsarskoye Selo on 30 July had left her exhausted.42 ‘A certain person’s health is worse than ever,’ Catherine confided to Sir Charles on 3 August.

11 - This history draws from the staff report of Eleanor Hill, staff director of the Joint Intelligence Committee Inquiry into the events of September 11, issued October 8, 2002. 27.

12 - Al-Zawahiri was the son of a university professor and the great nephew of a Grand Imam of Al-Azhar University in Cairo, Islam’s theological citadel. His brother was a dermatologist and his cousins were chemists, pharmacists, judges, and politicians.

13 - Be sure to check with your state about what you need to do to register your nonprofit as a tax-exempt organization. Registration and reporting requirements vary from state to state.

14 - principal lieutenants" is from the prepared testimony of George Tenet before the Joint Inquiry Committee, October 17, 2002; details about intelligence collection goals are from interviews with U.S. officials. 6.

15 - Stanford professor Deborah Gruenfeld makes the case: “We need to look out for one another, work together, and act more like a coalition. As individuals, we have relatively low levels of power.

16 - Mahmoud had tightened up on American access to every sector of the Pakistani army and intelligence service. He had decided to enforce strict liaison rules that blocked American contacts with Pakistani corps commanders, division commanders, and other generals.

17 - Why are you persecuting and harassing this courageous, valiant Muslim?” Omar demanded, referring to bin Laden. He continued to rant, with the Pakistani intelligence officer uncomfortably translating his insults into English for the Saudi prince.

18 - The following draws on ‘Zhurnal vysochaishago puteshestviia v gorod Mogilev 1780 g.’, KfZh (1780), 267–432; ‘Dnevnaia zapiska puteshestviia Eia Imperatorskago Velichestva chrez Pskov i Polotsk v Mogilev’, SIRIO, i: 384–420; and C.’s letters to Paul and Maria Fëdorovna, SIRIO, ix: 39–63. See also Beales, Joseph II, 431–8 and N. V. Bessarabova, ‘Iosif II i Ekaterina II v puteshestviiakh po Rossii’, in Nemtsy v Rossii: rossiisko-nemetskii dialog, ed.

19 - Integrated marketing communication (IMC) is the increasingly popular term used by many firms to describe their approach. IMC is the strategic integration of multiple marketing communication tools in the most effective and efficient manner.

20 - When Soviet ground troops—including numerous special forces units known as Spetsnaz—moved in a week later, they found the Panjshir Valley utterly ruined and almost completely deserted. From the concealed caves surrounding the Panjshir where Massoud reestablished his organization, he cautiously plotted his return.

21 - For you it might be the couch on the sunporch, the rocker in the kitchen, or maybe it’s propped up in your bed—reading in bed can be heaven, assuming you can get just the right amount of light on the page and aren’t prone to spilling your coffee or cognac on the sheets. So let’s assume that you’re in your favorite receiving place just as I am in the place where I do my best transmitting.

22 - Playing up the prospect of Austrian aggression, and pretending that he wanted only ‘little parcels’ of land for himself, Frederick embarked on a determined push for partition. Though Panin tried to warn Stanislaw August what was in store, and Austrian hesitations held up the final division of spoils for a further year, the die was effectively cast.

23 - The account of the Eagle Program, the prototypes, the effort to equip them with cameras, explosives, and rockets is from the interview with Clarridge, December 28, 2001. 32.

24 - This technique is designed to put job candidates under extreme, unexpected, psychological duress for the purpose of seeing how they react. A common tactic for stress interviewing in the sales field is to demand an impromptu sales presentation for a convenient item such as a ballpoint pen or an ashtray.

25 - Individuals have a wide variety of preferences when it comes to receiving personal recognition for gifts. Some want to give anonymously.

26 - In the next section, the use of regression procedures for developing sales forecasts as a means for establishing sales quotas is examined. The actual usage of specific forecasting methods is presented in Exhibit 4A.7.

27 - Salespeople will be responsible for providing complete customer service, including handling damage claims, helping with merchandising, providing advice, and following up after the sale to ensure the customer is completely satisfied. Devise a reward system for your salesforce, being sure to address the type of financial compensation plan you will use and why, as well as the types of nonfinancial compensation you will provide.

28 - Six gentlemen of the bedchamber carried the train while ten chamberlains bore the corpse to a raised bed covered with red velvet fringed with gold. At the end of the ceremony, the whole imperial family ‘prostrated themselves in turn in front of the body and kissed the hand of her deceased Majesty’.

29 - While many business-to-business salespeople have considerable decision-making autonomy, others have very little. Public trust could be improved by a widely accepted certification program such as the CPA designation for accountants.

30 - Most of my fellow students that semester were writing poems about sexual yearning or stories in which moody young men whose parents did not understand them were preparing to go off to Vietnam. One young woman wrote a good deal about the moon and her menstrual cycle; in these poems the moon always appeared as th m’n.

31 - This study illustrates that people can shift hiring criteria so that they fit with the experiences and credentials of the person (male or female) they would like to hire, particularly for gender-stereotypical jobs, thereby using “merit” to justify discrimination. Since those who felt most confident about their powers of objectivity showed the most bias in the police chief experiment, the authors suggest that this group may have felt “that they had chosen the right man for the job, when in fact they had chosen the right job criteria for the man” (p. 478).

32 - Just as he was preparing for Kabul’s fall, Massoud had received heavy weapons in Panjshir over the road built by the U.S. Agency for International Development. His large stipends from the agency, even with their ups and downs during 1990, had provided Massoud with substantial cash at a time when Hekmatyar was reaping large donations from rich Saudi sheikhs and the Muslim Brotherhood.

33 - Congress secretly allocated about $470 million in U.S. funding for Afghan covert action in fiscal year 1986, and then upped that to about $630 million in fiscal 1987, not counting the matching funds from Saudi Arabia. With support from headquarters, Bearden expanded the CIA’s unilateral recruitment of independent Afghan agents and commanders without the involvement of Pakistani intelligence.

34 - Typical was the observation of Fred “Fritz” Ermath, a former CIA Soviet analyst, who said, “The Kermit Roosevelts, the Cord Meyers were gone. .

35 - As the debate about his anti-Americanism became more visible, he began to fear that the CIA might want to kill him. “Why would I want to kill you?” Bearden asked him.

36 - You could do worse than read these, noting how effortlessly each new book recaps what has gone before. (Also, the Harry Potter novels are just fun, pure story from beginning to end.)

37 - In the early hours of December 5, a militant in custody led them to a house with a false floor covered by cinder blocks. Beneath an iron hatch and down a ladder they found seventy-one plastic containers of nitric acid and sulfuric acid.

38 - This leap could occur only if we had more people to trade with, more people to hire and interact with. We could make the leap if we were able to make the world bigger.

39 - However, the effective implementation of a CRM strategy requires integrated, cross-functional business processes, specific organizational capabilities, an appropriate business philosophy, and the right technology to make everything work.11 Successful firms address the strategy, philosophy, process, and capability issues first, and then find the best technology for implementation. Unsuccessful firms tend to focus on the technology first and then try to adapt their strategy, philosophy, process, and capability to fit the technology.12 The Deere & Company example illustrates the correct approach.

40 - The CRM system was to be used to move prospects through Steeltime’s sales cycle more efficiently and improve the level of customer satisfaction. When the system was introduced seven months ago, the sales and marketing staff embarked on extensive training to learn the system.

41 - Because each salesperson can make only a certain number of sales calls during any period, the number of salespeople times the number of sales calls per salesperson defines the total available selling effort. For example, a firm with 100 salespeople who each make 500 sales calls per year has a total selling effort of 50,000 sales calls.

42 - Azzam’s connections to the Panjshir, including his trip north that summer,may have been enough to activate Hekmatyar’s hit squads. Even bin Laden came under some suspicion, although some Arabs who knew him then discounted that possibility.

43 - Arenas of twenty thousand and three-day gigs of forty-five thousand were no place to try out new material. I dabbled with changes, introducing a small addition or mutation here and there, but they were swallowed up by the echoing, cavernous venues.

44 - Schroen hot-wired it so that he could continue to drive out at night for clandestine meetings with his reporting agents. Soon university officials turned up at the embassy to ask after the missing jeep—the university now wanted it back.

45 - One popular category of this research is called the trait approach, which attempts to determine the personality traits of an effective leader. To date, trait research, however, has not been enlightening.

46 - And once it’s open— once your Ideal Reader has actually read your manuscript— you should ask your questions out loud. Also, needy or not, you might want to watch and see when your I.R.

47 - The INDSALES scale can be used to measure salesperson satisfaction in total and for specific job dimensions. Analysis of the satisfaction with individual job dimensions can be used to determine appropriate action to increase salesperson job satisfaction.

48 - While her association with him promised to enhance his status as a writer, ‘Our lady of St Petersburg’, as Voltaire later christened her, realised in turn that his approval could only enhance her reputation in Enlightened circles in Europe.115 If her letters gave her the chance to show off–‘Her conversation is brilliant’, Macartney remarked in 1766, ‘perhaps too brilliant for she loves to shine’–then they also gave her the chance to model her prose on one of the greatest stylists of her age. Frederick the Great declared that he liked ‘to maintain correspondences with superior minds, with people who are completely cerebral, as if they had no bodies; this is the human elite’.116 Catherine took a similar view, self-consciously representing herself as a writer with much to learn.

49 - Then, as in 2000, the United States refused to commit to an emerging fragile alliance between Massoud and centrist Pashtuns. The effect of this refusal, in both periods, was to cede the field to Pakistan’s extremist clients: Hekmatyar earlier, and the Taliban later.

50 - Having cut myself off from him, and by association the rest of the family, I was incurring psychological debts that would come due years later in the guise of romantic misconnections and a wrong-headed quest for solitude. I have heard it said that a complicated childhood can lead to a life in the arts.

51 - The Pentagon analyst resignation is from The Washington Post, October 26, 2000; and The New York Times, October 26, 2000. Benjamin and Simon are from Age of Sacred Terror, p. 324.

52 - Clinton’s outlook on Pakistan is from a senior administration official who reviewed the subject with Clinton in 2003. 29.

53 - As such it’s important to train interviewers to follow up with more questions to pin down behavior and the thinking behind the behavior as well as to ask for additional examples. Interviewers then meet so that multiple interpretations of the answers can be obtained and discussed.

54 - Unocal itself had a mysterious Saudi partner called Delta with little experience in the oil and gas field. If it was not on board to facilitate commissions to middlemen, its role was otherwise difficult to explain.

55 - The scheme fell apart when the Reagan administration was exposed for planting false stories in an American newspaper. Later Clarke became embroiled in a bitter struggle over accusations that he had turned a blind eye to transfers of military equipment from Israel to China.

56 - An entrepreneurial orientation consists of three basic dimensions: proactiveness, risk-taking, and innovation. Sales managers exhibiting an entrepreneurial orientation do not just respond to whatever happens, they make things happen.

57 - Denise L. Loyd et al., “Expertise in Your Midst: How Congruence Between Status and Speech Style Affects Reactions to Unique Knowledge,” Group Processes & Intergroup Relations 13, no. 3 (2010): 379–95; and Lawrence A. Hosman, “The Evaluative Consequences of Hedges, Hesitations, and Intensifiers: Powerful and Powerless Speech Styles,” Human Communication Research 15, no.

58 - Rubin provides a definitive account of the internal collapse of the Najibullah regime and the fruitless negotiations by the United Nations early in 1992. 18.

59 - Around the same time American intelligence analysts announced that Pakistan had undertaken a secret program to acquire nuclear weapons. Zia canceled elections and tried to quell domestic dissent.

60 - If school is about postponing the day you have to stand up in front of the world and put yourself at risk, the resistance would like to stay there forever. It’s the lizard brain that tells you that you’re not qualified, that your degree isn’t advanced enough, that you didn’t go to a good enough school.

61 - Al Qaeda was the “most dangerous group we face.” They reviewed options left over from the last Clinton Cabinet session on the subject, conducted more than four months earlier. Richard Armitage set the outline for a new policy direction.

62 - The East India Company or the fashion houses of France or the banks of Italy could never have existed in a world that honored a ban on usury. Martin Luther saw that embracing the needs of local power brokers could enhance the spread of Protestantism.

63 - When my grandmother had children of her own—my mother and her two brothers—she emphasized education for all of them. My mother attended the University of Pennsylvania, where classes were coed.

64 - In February 1992 travelers reaching the Tajik capital told McWilliams that one of Najibullah’s most important allies in northern Afghanistan, a communist Uzbek militia commander named Aburrashid Dostum, had defected to Massoud’s Supreme Council of the North. The word was out all across northern Afghanistan, the travelers said.

65 - Gloria Steinem, “In Defense of the ‘Chick-Flick,’ ” Alternet, July 6, 2007, http://​www.​alternet.​org/​story/​56219/​gloria_​steinem%3A_​in_​defense_​of_​the_​‘chick_flick’. 2.

66 - The Yaroslavl merchants seemed so restive that, on her return to Moscow, Catherine sent a Guards officer to restore order and replaced the provincial governor.36 The brothers of the Fëdorov monastery at Gorodets irritated her even more. Suspicious of monks as an obstacle to Enlightenment, she had seen more than enough of them by the time she arrived there on 19 May to distinguish a well-run establishment from a disorderly one.

67 - Interviews with U.S. and Pakistani offi- cials involved in the episode, including the U.S. ambassador to Pakistan at the time, Tom Simons, August 19, 2002, Washington, D.C. (SC). Some published accounts have suggested that Ralston told Karamat directly at dinner that the cruise missiles were in the air.

68 - Bolotina, ‘Zhenshchiny roda Vorontsovykh v povsednevnoi zhizni imperatorskogo dvora XVIII v.’, in E.R. Dashkova i zolotoi vek Ekateriny, ed.

69 - When I first joined Facebook, one of my biggest challenges was setting up the necessary business processes without harming the freewheeling culture. The company operated by moving quickly and tolerating mistakes, and lots of people were nervous that I would not just ruin the party, but squash innovation.

70 - She became a regular at Neiman Marcus and loved that she was modestly famous as she browsed the racks of her favorite designer, St. John. When our mother died, my sister, Melinda, had an idea.

71 - The Saudi was a generous, sweet-tempered benefactor of the jihad, but he was being influenced by Arab radicals who cared little for the Afghan cause. “This heaven-sent man, like an angel,” Azzam said of bin Laden.

72 - Mike Scheuer, the chief of the bin Laden unit, wrote to colleagues that he had been told that Clinton’s cabinet feared “collateral damage” and accusations of assassination. Decision-makers feared that “the purpose and nature of the operation would be subject to unavoidable misinterpretation .

73 - As it embraced peace negotiations with Israel, the PLO faced a rising challenge from Hamas, the Palestinian branch of the Muslim Brotherhood. The PLO collected intelligence about Hamas’s fund-raising in Saudi Arabia, its religious schools in Yemen, and its gunrunning networks in Sudan.

74 - Their statements describe debate among al Qaeda leaders about whether it was wise to attack the United States. By Mohammed’s account, bin Laden argued that the attack should go forward to support anti-Israel insurgents and to protest American troops in Saudi Arabia.

75 - Hekmatyar and Massoud also both endorsed Qutb’s concept of takfir, by which true believers could identify imposter Muslims who had strayed from true Islam, and then proclaim these false Muslims kaffir, or outside of the Islamic community. Such imposters should be overthrown no matter how hard they worked to drape themselves in Islamic trappings.

76 - We spent one morning taking photos in Fern Dell, where a stream flowed down the concrete center of a man-made mini–tropical rain forest set in the heart of Los Angeles, which up to that point was the most lush place I had ever seen. Later that day, we attended an anti–Vietnam War protest where I was lucky to get—then unlucky enough to lose—my draft card autographed by Cassius Clay, soon to be the most famous person in the world, Muhammad Ali.

77 - What Casey and Akhtar wore is from a photograph taken during the visit and published in Yousaf, Silent Soldier. 29.

78 - You imagine a giant letter L on the page and fill in the dense stuff along its shape, leaving less clutter in one of the four open quadrants. Artists call the uncluttered part negative space.

79 - The unit’s professional analysts, specialists in political Islam—the majority of them women, as it happened—had become nuanced students of bin Laden’s threats, media appearances, and self-styled fatwas. They recognized an escalation in the February 23 attack on “Crusaders and Jews.” The statements were “the first from these groups that explicitly justify attacks on American civilians anywhere in the world.

80 - Order-getters may seek new business by selling an existing customer additional items from the product line. A well-known tactic is to establish a relationship with a customer by selling a single product from the line, then to follow up with subsequent sales calls for other items from the product line.

81 - Spread the word to other nonprofits — especially those in your field — churches, and anywhere else people congregate. Don’t forget to e-mail the announcement to colleagues and to Internet mailing lists, often called listservs, read by people in your field.

82 - Reagan had come into office criticizing Carter for alienating American allies by harping on human rights. The new president assured Zia that Washington would now be a more faithful friend.

83 - Where had these pin-striped assholes been when it counted, the grumbling at Langley went, when the CIA had been slogging away amid skepticism that they could ever succeed? What naïve earnestness led State’s diplomats and their allies in Congress to believe that they could unscramble the Afghan war, hold a few conferences in Europe, and welcome the exiled Afghan king back to his Kabul palace, with a brass band playing on the lawn?

84 - She could not explain just why this had to be, but we all kind of felt it: th m’n, yeah, dig it, sister. I brought poems of my own to class, but back in my dorm room was my dirty little secret: the half-completed manuscript of a novel about a teenage gang’s plan to start a race-riot.

85 - In Europe, case officers might spend most of their time in bars and cafes with moody bureaucrats, trying to turn a source. In Khartoum they worked the streets, putting into practice all of the Farm’s tradecraft: surveillance, countersurveillance, electronics, and weapons.

86 - Down the road rumbled a large, loud motorcycle driven by a man wearing the unmistakable pressure suit, coat, and helmet of a Soviet fighter pilot. Soviet soldiers or airmen were not supposed to be on Pakistani territory, but occasionally Soviet special forces ran small raids across the Afghan border.

87 - A sales strategy capitalizes on the important differences among individual accounts or groups of similar accounts. A firm’s sales strategy is important for two basic reasons.

88 - She said that she and the kids loved me, and for that very reason none of them wanted to witness my suicide. I bargained, because that’s what addicts do.

89 - This technique is designed to put job candidates under extreme, unexpected, psychological duress for the purpose of seeing how they react. A common tactic for stress interviewing in the sales field is to demand an impromptu sales presentation for a convenient item such as a ballpoint pen or an ashtray.

90 - Since the Gulf War in 1991, bin Laden now declared, the United States “has been occupying the most sacred lands of Islam: the Arabian Peninsula. It has been stealing its resources, dictating to its leaders, humiliating its people, and frightening its neighbors.

91 - Also, some corporate sponsorship funds may be subject to UBIT if they are perceived by the IRS as advertising dollars. IRS Publication 598 (www.irs.gov) tells you all you need to know about this subject.

92 - Stormie Sherk, later to become an enormously successful Christian author and proselytizer under her married name, Stormie Omartian, was beautiful, witty, bright, and filled with an engaging spirit that was not yet holy. We performed in plays together; my role was either the comic or the leading man, depending on the day of the week.

93 - Hand-written notes are more personal and often make a stronger impression than formal, typed letters. Write thank you notes within a few days of any contribution.

94 - My appearances on SNL, whether I was dancing with Gilda Radner, clowning with Danny, pitching show ideas with Lorne and the writers, or simply admiring Bill Murray, were community comic efforts that made me feel like I had been dropped off at a playground rather than the office. Watching the gleam in your partner’s eyes, acting on impulses that had been nurtured over thousands of shows, working with edgy comic actors—some so edgy they died from it—was thrilling.

95 - Paul Shackleton was the son of a preacher and could not tolerate a swear word, but he once laughed till he cried when we sat down under a eucalyptus tree to drink our Cokes and a bird shit on my head. His laughter made me think it was funny, too, and for days we could not look each other in the eye without breaking into uncontrollable hysterics.

96 - Change is dangerous because it involves moving from the known to the unknown, and that might be dangerous. So, the resistance is wily.

97 - They supplied his Shiite commandos with Stingers to try to shoot down one of the Ilyushin cargo planes, hoping to send a message to the Soviets that they would pay a price for such extravagant aid to Najibullah. The team infiltrated a Stinger on the outskirts of the Kabul airport and fired at an Ilyushin as it took off, but one of the plane’s hot defensive flares caught the missile’s tracking system, and the shot missed.

98 - This suggests cutting to speed the pace, and that’s what most of us end up having to do (kill your darlings, kill your darlings, even when it breaks your egocentric little scribbler’s heart, kill your darlings). As a teenager, sending out stories to magazines like Fantasy and Science Fiction and Ellery Queen’s Mystery Magazine, I got used to the sort of rejection note that starts Dear Contributor (might as well start off Dear Chump), and so came to relish any little personal dash on these printed pink-slips.

99 - The clerk sells me a fifth of Four Roses without asking to see any ID, and by the time we stop for the night I’m drunk again. Ten years or so later I’m in an Irish saloon with Bill Thompson.

100 - If the organization has an executive director, the president may delegate some responsibilities for setting up meetings. Ultimately, however, part of the president’s job is to see that board members have the information they need to make good decisions and that they do so in a reasonable amount of time.

101 - Amy Sennett, “Work and Family: Life After Princeton for the Class of 2006” (July 2006), http://​www.​princeton.​edu/​~paw/​archive_​new/​PAW05–06/​15–​0719/​features_​familylife.​html. 14.

102 - He spends much of his time making sales calls in trading areas where little potential exists for generating additional sales. Andy’s motivational level is low, and he may consider resigning from the company.

103 - I was like a hunter who picks his forest location intelligently and waits in his blind for a buck to stroll by. The hunter still has to be lucky, but he manages his situation to increase his odds.

104 - Or perhaps the opportunities for promotion are somewhat overstated but no completely false statements are used. As simple as it may sound, the best policy is a truthful policy if the sales manager wants to match the applicant to the job and avoid later problems from those recruited under false pretenses.

105 - Within a week of an unseasonal thaw in mid-January, the Court apothecary had dispensed medicine to more than 500 victims of a flu epidemic. Catherine herself succumbed at the end of the month, bringing the Court to a standstill for several days.

106 - Her detention lists were the longest of any teacher in the school, but her girls were routinely selected as valedictorians or salutatorians and usually went on to good jobs. Many came to love her.

107 - In any given year since graduation, no more than 1 percent of the men are not working, and only between 2 and 4 percent of the men are working part-time. In contrast, the share of women not working or working part-time increases with years since graduation, such that by ten or more years out, 17 percent of the women are not working and 22 percent are working part-time.

108 - In the coming year, assuming you’ve made it through this entire book, notice how many times you are reminded of something I wrote. Is there a time you don’t feel like exercising but you remember my trick of putting on your exercise clothes anyway?

109 - Yet once persuaded by the president, Deutch decided to hit the CIA with all of the force he could muster. Congress and the press were outraged over the Ames case.

110 - When she had finished, she told Frederick the Great how hard it had been to take account of present needs without ‘closing off the way forward to a more favourable future’.3 Joking that she hoped she might be forgiven for plagiarism, she made no attempt to disguise her debt to two of the most advanced works of Western political thought: Montesquieu’s On the Spirit of the Laws (1748) and On Crimes and Punishments (1764) by the Milanese jurist Cesare Beccaria. Yet even filleting their books into a slimmer treatise of her own was ‘an immense task’ in itself, as she told Madame Geoffrin, and it occupied most of her mornings for the best part of eighteen months: ‘If providence allows, I hope to put everything in a more natural order, acknowledged by humanity and founded on public and private utility.’4 Such labours took their toll.

111 - The field salesforce has three sales management levels with small spans of control, and the telemarketing salesforce has two sales management levels with large spans of control. Neither salesforce uses staff positions.

112 - Pillar reflected the high-minded traditions of the CIA’s analytical wing, the Directorate of Intelligence. He was not an Arabist, but he had studied political Islam and the Middle East.

113 - It being the sixties, there were many shots of me with a flower on my head or a daisy between my teeth. We spent one morning taking photos in Fern Dell, where a stream flowed down the concrete center of a man-made mini–tropical rain forest set in the heart of Los Angeles, which up to that point was the most lush place I had ever seen.

114 - Local boatmen rowed alongside for several miles, accompanying Catherine with their melancholy songs as she departed for Uglich, where Ivan the Terrible’s son, the tsarevich Dimitry, had died from stab wounds in 1591. Both Pushkin and Musorgsky later dramatised the event in a version alleging (almost certainly wrongly) that Boris Godunov had brought destruction upon himself by ordering the assassination of a prince who blocked his own path to the throne.

115 - In many ways they retraced the trails of radicalization followed in the early 1990s by Ramzi Yousef and Mir Amal Kasi. They were mainly intelligent, well-educated men from ambitious, prosperous families.

116 - In Peshawar the local Afghan bureau office was run by a formidable Pathan officer who took the nom de guerre Colonel Imam. He was very close personally to Hekmatyar, and over the years he began to make plain his Muslim Brotherhood views in private conversations with CIA counterparts.

117 - They wish they had yachts and servants and castles and they wish they could travel the world in their own private jets. But these are mere wishes.

118 - They also contain a statement of functional expense, which details expenses spent on programs and those expenses that were exclusively for general and administrative costs and for fundraising costs. Many staff and board members are drawn to nonprofit organizations because they’re knowledgeable about the services they provide and their eyes glaze over when they’re faced with financial statements.

119 - As for the offer of financial support to the Taliban if they cooperated, Turki’s own public accounts of the meeting hinted as much. Such an offer would have been consistent with the agenda Turki said he pursued in Kandahar: He wanted to use incentives, arguments, and threats to persuade the Taliban to break with bin Laden.

120 - And while I believe that increasing the number of women in positions of power is a necessary element of true equality, I do not believe that there is one definition of success or happiness. Not all women want careers.

121 - Just after the senior class trip to Washington, D.C., I got a job at Worumbo Mills and Weaving, in Lisbon Falls. I didn’t want it—the work was hard and boring, the mill itself a dingy fuckhole overhanging the polluted Androscoggin River like a workhouse in a Charles Dickens novel—but I needed the paycheck.

122 - The second illuminating moment occurred when I was walking to class from a parking lot so far from campus that I could see the curvature of the earth. Again under the bright California sun, I saw a girl with short black hair, pertly walking in faded blue jeans.

123 - Bob Shayne, who in the late sixties booked The Steve Allen Show, had moved over to The Tonight Show and mentioned me to its producer, Freddy De Cordova. Bob showed Freddy a kinescope (an expensive sixteen-millimeter film financed by my bank account) of my appearance on The Steve Allen Show, and Fred replied, “I don’t think he’s for us.” But Bob persisted, and Johnny saw the film and said, “Let’s give him a try.” To close the deal, I went to NBC one afternoon and auditioned on the soundstage, in front of staff and crew, while cables were being pulled and cameras were being moved.

124 - Pakistani hegemony over Afghanistan, whether or not it was achieved through the ideology of political Islam, did not seem to pose any significant threat to American interests, the Near East Division’s officers felt. Besides, if they had qualms about Hekmatyar—and most of them did—they did not see what they could do at this stage to block ISI’s plans.

125 - Once the booths were empty, we went back for dessert, after which we danced until six in the morning. ‘In short,’ as Catherine wrote in her memoirs, ‘on that day people discovered qualities in me that they had not known I possessed, and in this way I disarmed my enemies.

126 - I was in seemingly perfect health, except that I had suddenly lost the ability to speak to other humans. I could speak normally to my cat.

127 - You don’t need to identify a particular nonprofit corporation, just that assets will be distributed to one serving a purpose similar to yours. Article III may be the most critical for getting your nonprofit corporation established and, ultimately, approved for tax exemption by the IRS.

128 - Analysis done by Hook (2006) of twenty countries found that between 1965 and 2003, employed, married fathers increased the amount of unpaid domestic work they performed by about six hours per week. See Jennifer L. Hook, “Care in Context: Men’s Unpaid Work in 20 Countries, 1965–2003,” American Sociological Review 71, no.

129 - The resistance is the voice in your head telling you to use bullets in your PowerPoint slides, because that’s what the boss wants. It’s the voice that tells you to leave controversial ideas out of the paper you’re writing, because the teacher won’t like them.

130 - To make room for cargo desperately needed in the landlocked capital, Ariana Afghan had ripped most of the passenger seats out of their airplanes to stack the aisles with loose boxes and crates, none of them strapped down or secured. “It’s never crashed before,”Khalili assured Schroen.

131 - At Richard Clarke’s Counterterrorism Security Group they even tried to develop logarithmic formulas that attempted to predict, based on past behavior, where bin Laden was likely to move next when he was at any given point on the circuit. Over time, even the most security-conscious people can repeat themselves out of habit or unconscious instinct.

132 - Even though I had worked throughout my “time off,” I had done so almost entirely from home with my son right next to me. Going back to the office meant a dramatic change in the amount of time I would see him.

133 - Remarking on Russia’s ‘great facility to sudden and dangerous revolutions’,41 many of Europe’s wisest heads predicted that Catherine’s coup would be merely a prelude to another in which she herself must surely be overthrown. Barely a week after seizing the throne, she had already resolved that attack remained the best form of defence.

134 - Humor temporarily shuts down the commonsense program in your moist robot brain and boots the random idea generator. At least it feels that way to me, figuratively speaking.

135 - Even though some studies do not find direct links between salesperson empathy and success, empathy is generally accepted as an important trait for successful salespeople. As relationship selling grows in importance, empathy logically will become even more important for sales success.

136 - None of us knows the absolute truth, of course, but the goal is to approach a situation with the least possible bias. So the manager and the investor seek out an employee with discernment, the ability to see things as they truly are.

137 - Abstract macroeconomic theories are irrelevant to the people making a million tiny microeconomic decisions every day in a hypercompetitive world. And those decisions repeatedly favor fast and cheap over slow and expensive.

138 - In domestic terrorist cases the president relied on the FBI and the Justice Department to marshal evidence and prosecute the guilty. In an overseas attack it was the CIA that traditionally presented the evidence.

139 - Any profit or surplus that the group accrues must be dedicated to furthering the purpose of the organization. See Chapter 2 for more about nonprofit ownership.

140 - ‘The result of the whole is a flat refusal.’17 In the end, the only tangible evidence of a wider Northern System was the defensive alliance concluded between Russia and Denmark–still a significant naval presence in the Baltic–at the end of February 1765. This scarcely counted as a close union of northern powers.

141 - It may be run by volunteers and need just a little money, or it may need lots of money to pay for employees, office space, and formal research. If it’s a brand-spanking-new organization, it needs start-up money, or what’s called seed funding.

142 - Correspondence of Catherine the Great when Grand-Duchess, with Sir Charles Hanbury-Williams and Letters from Count Poniatowski, ed. and trans.

143 - Signaling the unity their king forged between Islam and a royal house, they built his memorial adjacent to Kandahar’s most holy site, a three-story white mosque inlaid with mosaics. The mosque housed a sacred cloak reputedly worn by the Prophet Mohammed.

144 - Benjamin and Simon assert, for instance, that the White House provided budget increases to the CIA’s Counterterrorist Center. CIA officials have been quoted in news reports as saying they did not do well in budgetary struggles even during the second term.

145 - Many employees are happier in their jobs if they have ongoing opportunities to learn new things and develop new skills. An annual employee review is an excellent opportunity to review professional development goals with the employee.

146 - Current issues in reward system management, such as the use of sales contests, equal pay for equal work, team compensation, global compensation, and changing reward systems, are presented. This module concludes with summary guidelines for managing salesforce reward systems.

147 - Everywhere Miller looked in Ashkhabad, the plump, silver-haired face of Niyazov was there smiling back at him—from billboards, parade floats, and vodka bottle labels. Turkmenbashi (Father of All Turkmen), as he preferred to be called, had built a personality cult on Stalin’s model.

148 - The implication is that the quality of a Dilbert movie might be less important to its success than whatever the public reflexively compares it with. Quality is not an independent force in the universe; it depends on what you choose as your frame of reference.

149 - She told me that I was handling the Forbes thing poorly and that I needed to stop subjecting anyone who brought up the list to a diatribe on its absurdity. I was showing too many people how uncomfortable I felt and revealing my insecurity.

150 - I also ran point on some smaller projects, including the administration’s proposal to promote the development of vaccines for infectious diseases. During my four years at Treasury, I witnessed the first technology boom from a distance.

151 - The less commotion you cause, the more likely you are to fail, to be ignored, to expose yourself to failure. We tried to set up an economy where you could hide your big ideas, go through the motions, and get what you needed.

152 - But I was not a headliner; I had no following, and I was nearing my arbitrary thirty-year cutoff point. I was consistently appearing on TV shows, even The Tonight Show, but what filled folk clubs was underground word of mouth, usually generated by record sales, not late-night TV watchers.

153 - As for the offer of financial support to the Taliban if they cooperated, Turki’s own public accounts of the meeting hinted as much. Such an offer would have been consistent with the agenda Turki said he pursued in Kandahar: He wanted to use incentives, arguments, and threats to persuade the Taliban to break with bin Laden.

154 - The most detailed treatment of these developments is now B. V. Nosov, Ustanovlenie rossiiskogo gospodstva v Rechi Pospolitoi, 1756–1768 gg. (M, 2004), here 98–102, 119, which underscores the scale of Chernyshëv’s ambitions later in the decade.

155 - He had spent three decades in the oil business, all with one company, Unocal, America’s twelfth largest energy corporation. He owned a comfortable house beside a golf course outside of Houston, Texas.

156 - That planners saw political and tactical problems operating near Pakistan is from the interview with Shelton, October 31, 2002. 21.

157 - The word entity was deliberately used instead of government to give Unocal some wiggle room down the line. 22.

158 - On the ground in Afghanistan during that summer of 1999 there was only one leader waging war and collecting intelligence day in and day out against the Taliban, Osama bin Laden, and their international Islamist allies. His disputed government possessed no real capital, no international airport, and little credibility.

159 - Just because you create something great doesn’t mean that anyone will show up to take advantage of it. The proposal must explain how an organization plans to spread the word about this new project and entice the target population into becoming involved.

160 - You can approach the act of writing with nervousness, excitement, hopefulness, or even despair—the sense that you can never completely put on the page what’s in your mind and heart. You can come to the act with your fists clenched and your eyes narrowed, ready to kick ass and take down names.

161 - The CIA received no “written word nor verbal order to conduct a lethal action,” one official involved recalled. “The objective was to render this guy to law enforcement.” Under its written authorities from the White House the CIA had to recruit agents “to grab [bin Laden] and bring him to a secure place where we can turn him over to the FBI.” Some CIA managers saw a big difference between the August 1998 MON language and a pure lethal action.

162 - Action—Sherry attempts to convince Jim Hopson to give her shelf space for a new flavor of Lipton bottled tea. She is very unenthusiastic.

163 - Locked in an existential struggle with India, Pakistan was not about to blow up perfectly good tanks or artillery just because some lawyer in Langley was worried about a congressional subpoena. In the end the CIA gave up.

164 - Bonuses for relocation are one type of incentive, especially with today’s sentiment for less mobile lifestyles. Another is the market bonus paid on hiring to salespeople having highly sought-after skills and qualifications.

165 - As I entered the dormitory, I felt somebody’s hand slapping me on my backside.” A young man called out to him, “Hi. My name is Steve Callahan.

166 - For example, scientists know that your brain triggers the hunger sensation and hunger hormones like leptin and ghrelin when you don’t get enough sleep.6 The next time you have one of those days when you can’t eat enough to satisfy your hunger, ask yourself how much sleep you got the night before. You’ll be surprised at how often a bad night of sleep leads to nonstop eating.

167 - Innovex Inc. was a division of the Quintiles group that specialized in sales and marketing services for third parties. In 1998, Innovex Inc. was present in 19 countries and had more than 7,000 sales representatives, sales managers and marketing directors.

168 - In it, a mysterious man in a black coat—likely not a human being at all but some creature inexpertly disguised to look like one—abandons his vehicle in front of a small gas station in rural Pennsylvania. The vehicle looks like an old Buick Special from the late fifties, but it’s no more a Buick than the guy in the black coat was a human being.

169 - After the Ames case, internal investigations into other possible spies operating at Langley placed dozens of case officers under suspicion, contributing to an atmosphere of distrust and uncertainty. When Deutch’s new managers arrived, they emphasized gender and racial diversity as a prime CIA hiring goal, a mission that angered and dismayed the many white males among the agency’s veterans.

170 - They often require grantees to comply with rules and regulations regarding permits, board policies, hiring practices, and financial reporting. Although their rules may be good rules, when you’re just starting out, your organization may still be working out its systems and policies.

171 - Air Force engineers had fitted the Predator with a modified version of the Hellfire antitank missile, but they did not know what impact its firing would have on the Predator’s flight-worthiness. The Predator was such a light and unwieldy craft that some engineers feared the explosive propulsion of an igniting missile would send the drone reeling backwards, perhaps out of control.

172 - 5 (2009): 582–95; Liz Doherty and Simonetta Manfredi, “Women’s Progression to Senior Positions in English Universities,” Employee Relations 28, no. 6 (2006): 553–72; and Belinda Probert, “ ‘I Just Couldn’t Fit It In’: Gender and Unequal Outcomes in Academic Careers,” Gender, Work and Organization 12, no.

173 - The willing and forgiving audiences at the Bird Cage did not necessarily reflect those at hip folk clubs. And then there was Stormie.

174 - Kremlin officials repeatedly assured themselves that the rebels were nothing more than basmachi, or bandits, the term used to describe Muslim rebels in Central Asia who unsuccessfully resisted Soviet authority following the Bolshevik Revolution of 1917. But desertions from Afghan army ranks only increased.

175 - This isn’t a matter of ancient biblical archeology; the edict against interest stuck for thousands of years, until around the time of Columbus. It’s worth taking a minute to understand the reasoning here.

176 - Though his presence at the empress’s side doubtless helped to reinforce his family’s grip on senior appointments, Lev Aleksandrovich himself played no overt part in either government or the administration of the Court. It became a running joke that he had been made Master of the Horse because he was so rarely to be seen in the saddle (‘We must mount him on a donkey,’ Catherine quipped).70 Critics dismissed him as a gadfly–‘a quite intelligent man’, as Prince Shcherbatov put it, ‘but with the sort of mind that never concentrates, greedy for honours and gain, prone to every luxury, a joker, and, in a word, from his behaviour and his love of joking, more fit to be a court-jester than a grandee’.71 Yet these were precisely the qualities that Catherine had loved and admired since Naryshkin first lit up the Young Court in the dark years of Elizabeth’s reign.

177 - When I talk about increasing your personal energy, I don’t mean the frenetic, caffeine-fueled, bounce-off-the-walls type of energy. I’m talking about a calm, focused energy.

178 - I wanted to visualize a specific result, so I picked the ninety-fourth percentile because I thought that would be high enough to win the bet. I visualized opening the mail and seeing the “94” on my test-result form.

179 - We spent one morning taking photos in Fern Dell, where a stream flowed down the concrete center of a man-made mini–tropical rain forest set in the heart of Los Angeles, which up to that point was the most lush place I had ever seen. Later that day, we attended an anti–Vietnam War protest where I was lucky to get—then unlucky enough to lose—my draft card autographed by Cassius Clay, soon to be the most famous person in the world, Muhammad Ali.

180 - A smaller number of such agents had been on the payroll earlier, according to interviews, but after 1985 the ranks grew to the dozens, and monthly stipends began to swell. It is not clear whether this expansion of unilateral agents was explicitly set in motion by NSDD-166’s annex.

181 - So captivating was Gabrielli that Catherine, who talked through most concerts, approached the orchestra to listen. Another member of the audience, the English traveller Nathaniel Wraxall, recognised ‘a sovereign of a different kind, and perhaps not less despotic or unlimited in her empire’: ‘I must own I never heard any voice so perfectly sweet, melting, and absolute in its command over the soul: nor can any thing exceed the negligent carelessness apparent in her whole manner, which she employed in this occupation, as if she despised the appearance of exertion or any labor to please.’88 There was no gainsaying genius.

182 - Yasser Arafat was drawn to the Muslim Brotherhood while serving as a young lieutenant in the Egyptian army; he was arrested twice for Brotherhood activities. Later he turned toward secular leftist politics.

183 - When he was promoted to the CIA director’s office in the summer of 1997, Tenet conceived his reform program by looking at the CIA’s original blueprint. He was attracted to the agency’s “streak of eccentric genius,” as Tenet put it.

184 - The CIA’s senior managers felt that Clinton’s White House aides, in particular, wanted to have it both ways. They liked to blame the CIA for its supposed lack of aggression, yet the White House lawyers wrote covert action authorities full of wiggle words.

185 - It’s also important to remember that no one is “the bad guy” or “the best friend” or “the whore with a heart of gold” in real life; in real life we each of us regard ourselves as the main character, the protagonist, the big cheese; the camera is on us, baby. If you can bring this attitude into your fiction, you may not find it easier to create brilliant characters, but it will be harder for you to create the sort of one-dimensional dopes that populate so much pop fiction.

186 - Wyeth-Ayerst offers other benefits, including child-care subsidies, educational assistance, and professional development programs. Please forward your resume with salary requirements to Wyeth-Ayerst.

187 - A great school experience won’t keep you from being remarkable, but it’s usually not sufficient to guarantee that you will become so. There’s something else at work here.

188 - The more copies he gave away, the closer he came to achieving his political, personal, and professional goals. Part of the reason for this flip is the digital nature of our new gift system.

189 - He sighed, a little round man in a dark cutaway coat and a neatly knotted tie, and then he squared his shoulders again. “Very good, Mr. Enslin.

190 - Salespeople at GE Medical Systems called on hospitals with 100 or more beds in major metropolitan areas. This left the market for smaller hospitals in rural areas to competitors.

191 - The gradations of secrecy persist because they provide a crude system to determine which classes of government employees need to be investigated, supervised, and cleared to read certain classes of secret documents. 15.

192 - Stunned, he announced to Seraj—who had given no hint of his budding conversion in their months working together—that he was going to pull the Taliban banner down the next day and raise again the Rabbani government’s black, white, and green flag. That night a Pashto-speaking Afghan called Mohabbat at home and threatened to kill him.

193 - And I would go so far as to say that anything on the list that you don’t understand might cost you money in the future. You’ve heard the old saying that knowledge is power.

194 - In contrast to industrial distributors, independent representatives do not normally carry inventory or take title to the products they sell. Manufacturers typically develop contractual agreements with several rep organizations.

195 - Mahmoud had remained cold and recalcitrant in the year since his CIA-escorted tour of the Gettysburg battlefield. Tenet said he saw nothing to lose by keeping the lines open.

196 - Our sanitized, corporatized society hasn’t figured out how to get rid of the fear, so instead we channel it into bizarre corners of our life. We check Twitter because of our fear of being left out.

197 - From religious texts he learned to read and write in Arabic and Pashto only shakily.He never roamed far from Kandahar province. If he ever flew on an airplane, slept in a hotel, or watched a satellite movie, he gave no indication of it.

198 - These were only voices, heard but unseen, yet they were vivid and vital characters in our imaginations. We laughed out loud as our tubby Nash Airflyte glided down the isolated southwestern highways.

199 - The mission would both confirm the desert landing site’s suitability and rehearse for the day when Kasi was actually in agent custody. A special operations team flew secretly into Afghanistan.

200 - “Decision makers should imagine themselves on a future day when CSG has not succeeded in stopping al Qaeda attacks and hundreds of Americans lay dead in several countries, including the U.S.,” Clarke wrote. “What would those decision makers wish that they had done earlier?” The CIA was “masterful at passive aggressive behavior” and would resist funding new policy initiatives.

201 - Fretting that a clutch of expensive grand duchesses would be left on the shelf, the empress resented everything from the costs of their upkeep (from jewels for the newborn child down to the single rouble given to each of the palace sentries) to the complications their birthdays and name days would bring to an over-crowded Court calendar. Even so, she was distraught when Olga died less than three years later.

202 - At the time, however, minds were naturally concentrated on the initial task of finding her a partner. Though both Prince William of Saxe-Gotha and Prince Henry of Prussia (who was later to visit her twice in St Petersburg) had started to pay her attention at the age of twelve or thirteen, her most assiduous suitor as she approached marriageable age was a close relative.55 Under the disapproving gaze of Babet Cardel, Georg Ludwig of Holstein-Gottorp, her mother’s younger brother, became infatuated with Sophie when he was twenty-four and she was ten years younger.

203 - Weeks after the missile strikes the special prosecutor’s office released what became known as the “Starr Report,” chronicling in near-pornographic detail the history of the president’s conduct. In the climate of political conflict and hysteria that ensued, it was unlikely that Clinton would return readily to a new round of cruise missile strikes.

204 - American and European journalists, too, had dangerous and occasionally fatal encounters with Wahhabi fighters in the region. The CIA’s Islamabad station estimated in a 1989 cable to Langley that there were probably about four thousand Arab volunteers in Afghanistan, mainly organized under Sayyaf’s leadership.21 He was in turn heavily supported by Saudi intelligence and Gulf charities.

205 - Survey results reported in 2004 suggest that as many as one-third of those asked didn’t understand the concept of “nonprofit.” Clearly, they need to buy and read this book. Several varieties of nonprofit organizations are out there, and the fundamental fact about them all is that they aren’t owned by an individual or group of individuals.

206 - The venture capitalist has a worldview shaped by his experience in funding dozens of companies over the years. He remembers the last bubble and the bubble before that, and he has the scars to prove it.

207 - When we recognize that we can see things only from our own perspective, we can share our views in a nonthreatening way. Statements of opinion are always more constructive in the first person “I” form.

208 - I could rationalize my blogging by telling you it increases traffic on Dilbert.com by 10 percent or that it keeps my mind sharp or that I think the world is a better place when there are more ideas in it. But the main truth is that blogging charges me up.

209 - Through a strange group of fervently anticommunist Texas socialites, Wilson traveled often to meet Zia and to visit the Khyber Pass overlooking Afghanistan. He had few Afghan contacts and knew very little about Afghan history or culture.

210 - ‘We were all questioning one another, each man doubtful of his own information, yet everyone agreeing that we ought to be prepared for any event.’ Convinced from the start of the new regime’s inherent instability, they were sure they could scent its imminent collapse. The French attaché and the Austrian ambassador interpreted the desecration of the empress’s portrait on one of moscow’s triumphal arches as a symptom of the wider unrest generated by rumours that she was about to marry Grigory orlov.1 Catherine herself had unwittingly caused the scare by seeking official approval for a second marriage in case her sickly son died.

211 - I stepped from one word to the next like a very old man finding his way across a stream on a zigzag line of wet stones. There was no inspiration that first afternoon, only a kind of stubborn determination and the hope that things would get better if I kept at it.

212 - Continuing the involvement/commitment typology, salespeople who are low on both dimensions would represent another problem category for sales managers. These salespeople have been referred to as apathetics and may be candidates for termination of employment if they cannot be resurrected.

213 - They had responded to outside criticism by bypassing ISI and opening secret, direct lines with important Afghan commanders such as Massoud. They had directed CIA funding and logistical support toward massive humanitarian efforts on the Afghan border, to accompany the policy of military pressure.

214 - The analysis of different types of sales at different organizational levels increases management’s ability to detect and define problem areas in sales performance. However, incorporating different sales types into the analysis complicates the evaluation process and requires an information system capable of providing sales data concerning the desired breakdowns.

215 - The result of this art, these risks, the gifts, and the humanity coming together is both wonderful and ironic. The result of getting back in touch with our pre-commercial selves will actually create a post-commercial world that feeds us, enriches us, and gives us the stability we’ve been seeking for so long.

216 - Blaming her humiliation on the Orlovs, who distrusted her as the younger sister of Peter III’s disgraced mistress, Elizabeth Vorontsova, she was forced to swallow her pride or absent herself altogether, as friends advised her to do. There was never really a choice.

217 - The Soviets are likely to act decisively, unlike the U.S. which pursued in Vietnam a policy of ‘inoculating’ the enemy. “What is to be done?” Brzezinski then asked.

218 - While it’s hard to predict how an individual will react to becoming a parent, it’s easy to predict society’s reaction. When a couple announces that they are having a baby, everyone says “Congratulations!” to the man and “Congratulations!

219 - Although multiple objectives are accomplished at such meetings, their overall purpose is to unite the salesforce in the quest for common objectives, a key part of the leadership model discussed earlier in this module. Such meetings may combine training, strategic planning, motivational programs, recognition of outstanding sales performance, and recreation and entertainment for the attendees.

220 - The CIA’s assessment was that the tribal team knew it might succeed in killing bin Laden in a raid but was likely to suffer heavy losses in the effort. To try to kidnap bin Laden in a city as bustling as Kabul and move him to a safe location while being chased by his bodyguard, as U.S. policy officially required, looked like an implausible episode of Mission: Impossible.

221 - For more research about how stereotype threat decreases women’s performance, see Catherine Good, Joshua Aronson, and Jayne Ann Harder, “Problems in the Pipeline: Stereotype Threat and Women’s Achievement in High-Level Math Courses,” Journal of Applied and Developmental Psychology 29, no. 1 (2008): 17–28.

222 - When you know the answers to these questions, you can begin to build marketing strategies that are tailored to all your key audiences — the people who walk through your doors every day to receive your services, your board members and staff, your donors and volunteers, and the community at large. Blend in your budget constraints (we all have to do that!

223 - The Austrians made him a baron on the strength of it.25 Wolff even hired out his Italian confectioner to show the Court kitchens how to make ice cream.26 Mostly, however, he lent money. It was thanks to him that Chancellor Bestuzhev managed to pay for his ornate Baroque mansion on the Neva, where Carlo Rossi’s Senate Building now stands.

224 - On some days those ten pages come easily; I’m up and out and doing errands by eleven-thirty in the morning, perky as a rat in liverwurst. More frequently, as I grow older, I find myself eating lunch at my desk and finishing the day’s work around one-thirty in the afternoon.

225 - When we first meet the potential assassin, he’s taking his girl to the county fair, riding the rides and playing the games. What could be more normal or likable?

226 - A retired Pakistani brigadier general at the time of the interviews, Mohammed Yousaf is the coauthor of The Bear Trap, a detailed account of the ISI’s Afghan operations between 1983 and 1987. 21.

227 - “If you give him a chance to stay, I think it would be good for the agency because he’s totally nonpolitical. .

228 - I had become a party host, presiding not over timing and ideas but over a celebratory bash of my own making. If I had understood what was happening, I might have been happier, but I didn’t.

229 - British intelligence officers taught English to some of Massoud’s trusted aides, such as his foreign policy liaison, Abdullah. The French, too, reached out to Massoud.

230 - Crouched down low to avoid bullets that whizzed overhead, they lifted Crowley onto the plywood and scampered toward the stairs. The CIA men held Crowley’s head.

231 - Showing up unwilling to do emotional labor is a short-term strategy now, because over time, organizations won’t pay extra for someone who merely does the easy stuff. We’re not at all surprised when a craftsman sharpens his saw or an athlete trains hard.

232 - Take it from me when I say a good sense of humor can compensate for a lot of other shortcomings in one’s looks and personality. Humor makes average-looking people look cute and uninteresting people seem entertaining.

233 - Capitalists need compliant workers, workers who will be productive and willing to work for less than the value that their productivity creates. The gap between what they are paid and what the capitalist receives is profit.

234 - By Mohammed’s account, bin Laden argued that the attack should go forward to support anti-Israel insurgents and to protest American troops in Saudi Arabia. 36.

235 - If the organization buys a building that’s larger than its needs, it may become a landlord to others and must be prepared to advertise the property, negotiate leases, and manage maintenance and repairs. Whether or not it has tenants, it becomes fully responsible for the building’s care.

236 - I made a prototype (which took five minutes) and pitched it to my syndicate, United Media, which I hoped could find a licensee who would produce and market the product while we collected royalties for the Dilbert association. This idea went nowhere because United Media was in the licensing business, not the product-design business, and this idea was out of its strike zone.

237 - My husband, Dave, kept telling me to negotiate, but I was afraid of doing anything that might botch the deal. I could play hardball, but then maybe Mark would not want to work with me.

238 - His brother Zakhar was the house manager who collected the tickets while Ivan’s fiancée played the part of the usher. More than a hundred top-ranking courtiers made up the audience with the foreign ambassadors.

239 - The agency had sources among Afghan commanders and within Pakistani intelligence at the time, but it is not clear exactly where the reports about bin Laden’s role came from. 13.

240 - The territory manager also makes sales calls on chain headquarters personnel to handle existing business and to seek new business. And it is the territory manager who introduces new GSK products in the marketplace.

241 - The critical sales management task is to use this information to improve the performance of individual salespeople, sales teams, and the overall operations of the sales organization. Initially, it should be used to determine the absolute and relative performance of each salesperson.

242 - Shenpa is caused by a conflict between the lizard brain (which wants to strike out or to flee) and the rest of our brain, which desires achievement, connection, and grace. Oscillating between the two merely makes things worse.

243 - The idea of sales managers spending more time in the field, whether or not they are accompanied by salespeople, is increasingly being advocated. One option is for the sales manager to actually spend time in the field in the role of the salesperson.

244 - Yes, the organization’s books need to end up in the black rather than the red, but they’re making progress toward accomplishing the organization’s mission. Maybe this drive to accomplish meaningful goals is the reason people think that nonprofit work is easy — they see nonprofit workers doing something they believe in and enjoying it.

245 - If Shakespeare is art and Sam Shepard is art, and Eric Bogosian is art, then Jerry Seinfeld must be art, too, right? Is it art when Harvard scientist Jill Bolte Taylor holds us spellbound for eighteen minutes talking about her near-fatal stroke?

246 - In effect, because of the initiative of Prince Turki’s father, the bin Laden boys became for a time wards of the Saudi kingdom. Salem and other bin Ladens paid their way into elite British boarding schools and American universities.

247 - The purchasing function is increasingly viewed as an important way for organizations to lower costs and increase profits. Therefore, buyers are more demanding, better prepared, and highly skilled.

248 - And for most of my life people couldn’t hear me over crowd noise because my tone seemed to blend exactly with the background. For me, getting back to normal meant getting back to a crappy voice.

249 - Since the image of the sun king had been commonplace in absolute monarchies since the time of Louis XIV, there was nothing apparently extraordinary in Alexander Sumarokov’s depiction of Catherine, in the ode he dedicated to her ‘On the First Day of 1763’, as the light to drive out all darkness (by which he meant any surviving vestige of support for Peter III). Sophisticated Russian readers, however, would have had no difficulty in recognising an additional allusion to the transfigured Christ.

250 - I discounted the affirmations as being nothing more than a way to focus, and I figured I no longer needed that crutch. So I didn’t use affirmations when I worked as coexecutive producer of the animated Dilbert TV show that ran for two half seasons on the now-defunct UPN network.

251 - 5–6 (2003): 233–46; and Tammy D. Allen and Joyce E. A. Russell, “Parental Leave of Absence: Some Not So Family-Friendly Implications,” Journal of Applied Social Psychology 29, no. 1 (1999): 166–91.

252 - 2 (2008): 311–43; Cynthia Fuchs Epstein and Arne L. Kalleberg, eds., Fighting for Time: Shifting Boundaries of Work and Social Life (New York: Russell Sage Foundation, 2004). 18.

253 - I wiggle them, thinking of an old rhyme my mother used to recite sometimes: This little piggy went to market, this little piggy stayed home. I should have stayed home, I think; going for a walk today was a really bad idea.

254 - Frank Anderson, the former Afghan task force director during the anti-Soviet covert war, had been promoted to run the Near East Division of the CIA’s Directorate of Operations, responsible for all espionage and covert action in South Asia and the Middle East. Anderson had been a strong advocate of the CIA’s support for Hekmatyar during the anti-Soviet jihad.

255 - In the United States, for example, associations, trusts, and sometimes limited liability companies can operate as tax-exempt nonprofit organizations. And charitable groups with under $5,000 in annual revenues, as well as churches, aren’t required to apply for tax exemption.

256 - Some of the CIA’s unilateral reporting agents were Afghans; Hart’s relationship with Abdul Haq was passed along to Piekney, for instance. But most of the new agents who traveled in Afghanistan on the CIA’s behalf during the mid-1980s were European adventurers.

257 - • Comparability: The results of the performance evaluation process should make it possible to compare the performance of individual salespeople directly. • Discriminability: The evaluative methods must be capable of detecting differences in the performance of individual salespeople.

258 - My supervisor liked me, but my sloppiness at keeping track of people’s transactions—which in those days involved writing down numbers with a pen and paper—made me unfit for the job. My supervisor warned me that unless I improved quickly, she would be forced to let me go.

259 - When Peter requested a subsidy for his German regiments in 1753, the British Resident explained to Whitehall that since the two major generals on his list were none other than the grand duke and his wife, they might not require payment, ‘though I can assure Your Grace that they want it as much as the poorest cornet or ensign in the Holstein troops’.23 Faced with the need to support their outlay, the couple became familiar figures among the foreign communities in St Petersburg, who acted, in the absence of any Russian bank, as the principal source of credit. The British led the field.

260 - He studied Asian politics and learned to speak Hindi and Urdu at American universities, completing graduate school as the Vietnam War swelled in 1965. He thought about enlisting in the Marines but chose the CIA.

261 - A congressman on tour would fly over Afghanistan, see a bridge standing unmolested, and complain loudly on his return to Washington that it ought to be blown up. But when the satellite-mapped attack plan was passed down through ISI to a particular Afghan commando team, the Afghans would often shrug off the order or use the supplied weapons to hit a different target of their own choosing.

262 - Being an enterprising man, he remembered the frequent exhortations made by Count Roman Larionovich Vorontsov to the monarch, concerning the freedom of the nobility. Sitting down, he wrote out the manifesto concerning this.

263 - Under this explanation of the power of affirmations, they act as a sort of message from your subconscious to your rational mind telling you that you have the right stuff, even if your common sense argues otherwise. This would be useful for people who have real talent but don’t believe in it; surely there are a lot of people in that camp.

264 - Senator Sam Brownback, a Kansas Republican who was one of the few members of Congress to take an interest in Afghanistan, held hearings. Hardly anyone paid attention.

265 - Seeking information from purchasers on competitors’ quotations for the purpose of submitting another quotation. 5.

266 - His new consultant, Osama bin Laden, increasingly urged the revival of ancient Central Asian Islamic empires that would reach all the way to contemporary Russia. And Pakistani intelligence concluded that the Taliban had to seize Mazar if they were to make a plausible claim for international recognition as Afghanistan’s government.

267 - On June 26, 1995, Egyptian guerrillas with the Islamic Group, equipped with Sudanese passports, unsuccessfully attempted to assassinate Egyptian president Hosni Mubarak in Ethiopia. A month later a member of the Egyptian extremist group al-Jihad said in a published interview that bin Laden sometimes knew about their specific terrorist operations against Egyptian targets.

268 - H. Reuther, ‘Das Gebäude der Herzog August Bibliothek zu Wolfenbüttel und ihr Oberbibliothekar Gottfried Wilhelm Leibniz’, in Leibniz: sein Leben, sein Wirken, seine Welt, eds. W. Totok and C. Haase (Hanover, 1966), 349–60.

269 - I also wanted to give back, as the saying goes, to a world that was being more generous than I thought my meager talent deserved. I came up with the idea of creating a food product that was fortified with 100 percent of your daily requirements of vitamins and minerals.

270 - When they discover that their employees are involved in or contribute to a given cause, they may be more inclined to support it. Government grantmaking programs are created through legislation.

271 - But for the past several months my attitude and energy have been sky-high because of the potential that both projects have for making the world a better place. My imagined future acts as a cue to keep my mood elevated today.

272 - I try to watch her when she gets to a particular scene, hoping for at least a smile or—jackpot, baby!—that big belly-laugh with the hands up, waving in the air. This isn’t always easy on her.

273 - That enthusiasm, and the enormous sales that followed, funded improvements until the product became superb. One of the best ways to detect the x factor is to watch what customers do about your idea or product, not what they say.

274 - What the boss really wants is someone who can see the reality of today and describe a better tomorrow. What the boss really wants is a linchpin.

275 - Working Group on Student Experiences, Study on Women’s Experiences at Harvard Law School (Cambridge, MA: Working Group on Student Experiences, February 2004), http://​www.​law.​harvard.​edu/​students/​experiences/​Full​Report.​pdf. A higher percentage of male law students than female law students ranked themselves in the top quintile of their class in the following categories: legal reasoning (33% vs. 15%), quantitative reasoning (40% vs. 11%), quick on feet (28% vs. 17%), brief writing (23% vs. 18%), oral argument (24% vs. 13%), research (20% vs. 11%), building consensus (27% vs. 21%), and persuading others (20% vs. 12%).

276 - Case officers in the Near East Division detected the birth of a classic Washington syndrome: When any government program is going well, whether a foreign covert action or a domestic education plan, every bureaucrat and congressman in town wants to horn in on it. Suddenly CIA officers began to hear whispers from the Pentagon that perhaps the mujahedin would be more effective if the U.S. military played a greater role.

277 - Abu Nidal had become a paranoid, self-immolating group on its own accord, but the agency helped accelerate its breakup through penetrations and disinformation. Abu Nidal faded as an effective terrorist organization within three years.

278 - For more on the dispersion of work hours, see Arne L. Kallenberg, Good Jobs, Bad Jobs: The Rise of Polarized and Precarious Employment Systems in the United States, 1970s to 2000s (New York: Russell Sage Foundation, 2011), 152–54; and Jerry A. Jacobs and Kathleen Gerson, The Time Divide: Work, Family, Gender Inequality (Cambridge, MA: Harvard University Press, 2004). 17.

279 - The point to remember is that volunteer work needs to be organized (and supervised) in much the same way that paid work is organized. In an all-volunteer organization, the responsibility for ensuring that the work gets done resides with the board of directors.

280 - That’s why Bob Dylan is an artist, but an anonymous corporate hack who dreams up Pop 40 hits on the other side of the glass is merely a marketer. That’s why Tony Hsieh, founder of Zappos, is an artist, while a boiler room of telemarketers is simply a scam.

281 - It is the love and the discipline of the one student, the one child, that communicates love for the others. It’s how you treat the one that reveals how you regard the ninety-nine, because everyone is ultimately a one.

282 - He may have had the World Trade Center in mind all along, but he seems to have chosen it firmly as a target only after arriving in New York. He decided that he should construct his bomb so that its force would wreck the central beam of one of the center’s 110-story twin towers.

283 - The account of the Tashkent bombing and its aftermath is from The Washington Post, February 17, 1999, and Ahmed Rashid, The New Yorker, January 14, 2002. Rashid reported in this excerpt from his book Jihad that the Tashkent bombings allegedly were organized in the United Arab Emirates.

284 - I want to try something else.” Cofer Black, at the Counterterrorist Center, sided with Clarke while trying not to offend Pavitt. Frustrated at the hand-wringing and endless argument, Clarke enlisted Sandy Berger to formally order the Predator to Afghanistan.

285 - I’m not sure I can offer encouragement to these artists, as they already have everything they need to do their thing. Others, perhaps you, hesitate.

286 - As Sharon Poczter, professor of economics at Cornell, explains, “The antiquated rhetoric of ‘having it all’ disregards the basis of every economic relationship: the idea of trade-offs. All of us are dealing with the constrained optimization that is life, attempting to maximize our utility based on parameters like career, kids, relationships, etc., doing our best to allocate the resource of time.

287 - In fact, like so many Baroque palaces in Europe, it was a quintessentially cosmopolitan creation of considerable elegance and beauty. When its Dutch architect Cornelis Ryckwaert died in 1693, the central block planned in 1680–81 was already complete.

288 - The statistics about average experience and "take direction from the ladies” is from the final report, p. 64. 8.

289 - ‘You would do very little justice to the character of the empress of Russia,’ Harris commented, ‘if you supposed she admitted all this trash to dwell upon her mind, or that she was not enlightened enough to see the motives of such a language.’71 The visit of the Prussian Crown Prince also backfired. Though he provided Catherine with a welcome excuse to absent herself from the Alexander Nevsky liturgy for the first time in her reign, Frederick William was otherwise a resounding flop–cold, awkward and hard to like, even when he lost 500 roubles at a single game of cards.

290 - Action—Sherry attempts to convince Jim Hopson to give her shelf space for a new flavor of Lipton bottled tea. She is very unenthusiastic.

291 - Their colleagues may accept Chandler into the company of the great, but are apt to seat him at the foot of the table. And there are always those whispers: Came out of the pulp tradition, you know … carries himself well for one of those, doesn’t he?

292 - The exercise itself releases natural pain-relieving substances, endorphins,3 and that gives you a direct feeling of well-being. But exercise is also a mental escape from whatever was stressing you before you laced your athletic shoes.

293 - Vorontsova k bratu ego grafu Semenu Romanovichu i ego supruge, 1783–1785’, AKV, xxxi: 463–4, 24 Oct., 1 Nov. 1784; Bezborodko, 279, 23 July 1785; Grimm, 333, 15 Apr. 1785.

294 - This case was prepared at Babson College by Professor H. David Hennessey and Barbara Kalunian, graduate student, as the basis for discussion rather than to illustrate either effective or ineffective sales performance. Names and locations have been disguised.

295 - His father was a clerk in the city sanitation department, one of tens of thousands of Irishmen who owed their government jobs to the city’s Democratic patronage machine. But Casey would break early with his family’s liberal political inheritance.

296 - On the edge of the compound stood a crumbling, water-streaked, six-story office building originally erected for bureaucrats from the government’s agricultural departments. Immediately outside the compound walls were a few irrigated plots, canals, and drainage ditches.

297 - He has taken tens of thousands of pictures, on his way to his goal of taking a million in his lifetime. The remarkable thing about Hawk’s rise is that his pictures are licensed under the Creative Commons license and are freely shared with anyone, with no permission required for personal use.

298 - Mary C. Curtis, “There’s More to Sheryl Sandberg’s Secret,” Washington Post, April 4, 2012, http://​www.​washington​post.​com/​blogs/​she-​the-​people/​post/​theres-​more-​to-​sheryl-​sandbergs-​secret/​2012/​04/​04/​gIQAGhZsvS_​blog.​html. 10.

299 - You’re on your way to accumulating the names and e-mail addresses of people who have expressed interest in what you’re doing and even have asked to be kept informed of future developments. You can invite these people to special events, ask them for contributions, make available planned giving opportunities that benefit them and your cause, and maybe even ask them to volunteer one day a week.

300 - The assassination attempt exposed two other Afghan communist agents in the rebels’ midst, including a Massoud cousin who had also been one of his commanders. Massoud’s own spy network remained a step ahead.

1 - Twenty-five bucks won’t pay the rent, won’t even buy a week’s worth of groceries for Frank and his wife, but it’s a validation of his ambition, and that— any newly published writer would agree, I think—is priceless: Someone wants something I did! Yippee!

2 - Board members’ personal assets can be in jeopardy if the nonprofit organization isn’t paying its federal employee taxes. However, even in this dire situation, if the nonprofit has contacted the Internal Revenue Service and worked out a payment plan, board members are unlikely to be affected.

3 - The keynote speaker, Dr. Peggy McIntosh from the Wellesley Centers for Women, gave a talk called “Feeling Like a Fraud.”1 She explained that many people, but especially women, feel fraudulent when they are praised for their accomplishments. Instead of feeling worthy of recognition, they feel undeserving and guilty, as if a mistake has been made.

4 - There was also a likelihood of civilian casualties if the White House ordered missile strikes in the city. Besides, American counterterrorism policy did not identify Mullah Omar or the Taliban as the enemy.

5 - Taliban-ruled Afghanistan was a “denied area” in CIA parlance, with no secure bases for permanent operations. Pakistan seemed a highly unreliable partner, Black and the new bin Laden unit chief agreed.

6 - A year after the assassination of Louis XVI, even Shakespeare’s Julius Caesar was removed from the bookshops because it dealt with regicide. Catherine’s last significant piece of legislation was the edict of 11 October 1796 which revoked the right of individuals to operate private presses, granted in 1783.

7 - In a general atmosphere of estrangement, especially from the State Department, there was one opening he could exploit: the offer made by Gary Schroen and the CIA to reopen a direct channel of cooperation. Massoud’s first reaction to the Stinger-recovery proposal, recalled his Washington representative Daoud Mir, was “No way—I want to discuss with them the policy of Afghanistan, the future of Afghanistan.” But with the loss of Kabul he had a new motivation: If he energetically brokered missile sales, “he could have an understanding and good relations between the United States and the United Front,” as his aide Mohiden Mehdi put it.

8 - A club owner in Denver, Chet Hansen, started up a small agency, and even though comedy clubs did not exist yet, he somehow produced wide-ranging bookings that involved planes, trains, and automobiles. For the next few years, I was on the road with an itinerary designed by the Marquis de Sade.

9 - When Elizabeth’s Golovin Palace finally burned down in December 1771, Catherine expressed surprise ‘only that it had survived for so long, despite my hundredfold prophesies about it’.137 In the search for a replacement the following autumn, her thoughts turned first to the Menshikov Palace at Lefortovo. As usual, she was closely involved in the design.

10 - Instead of pondering the question “Can we have it all?,” we should be asking the more practical question “Can we do it all?” And again, the answer is no. Each of us makes choices constantly between work and family, exercising and relaxing, making time for others and taking time for ourselves.

11 - The embassy had largely given up on the idea that the Taliban might be persuaded to voluntarily hand bin Laden over to the United States. Omar’s rantings to Haider about the apocalypse only reinforced this analysis.

12 - If the organization offers only one service for which the nonprofit is seeking money, the organization’s budget is the same as the project budget. If the project is one of many things the nonprofit does, it’s presented as a smaller piece of the overall budget.

13 - Between February and May, undeterred by revolutionary unrest, some 45,000 visitors marvelled at forty-four paintings of Catherine, displayed alongside thirty-five of Peter the Great and Alexander I in the palace she had built for Potëmkin. (Shortly afterwards the great colonnade where he had entertained her in April 1791 became the outer hall of Russia’s first national representative assembly, the State Duma.

14 - Saudi ministers often worked at night, when the temperatures in the desert cooled, and by aristocratic habit they kept even important visitors waiting for long stretches in the gilded, overstuffed waiting rooms of their palaces and offices. Casey grumbled and mumbled impatiently.

15 - They wondered if the Afghan agents, like the spy protagonist of Graham Greene’s Our Man in Havana, were making up stories of derring-do for the home office in order to hold on to their retainers. By early 1998 the CIA had studied the compound where bin Laden frequently stayed outside of Kandahar.

16 - That feeling is so strong in me that the only reason it isn’t classified as mental illness is that it works more often than you’d expect. So I wasn’t getting psyched out by my losing record, and my strokes were good enough.

17 - Vineyards and irrigated fields dotted the landscape in checkerboard patches, but there were virtually no trees in any direction. The nearest buildings, haphazard extensions of the airport complex, were more than a mile away.

18 - The people you deal with make instant (and often permanent) decisions about people, products, and organizations. Humans are not rational computing machines–far from it.

19 - You’ll choose to lean into the task, because if you don’t transfer your weight, you have no chance of moving anything. The linchpin understands that this choice of posture is the critical step.

20 - Expenditures are compared regularly to the budgeted amount, and expenditure patterns may change in response to budgetary pressures. Allowances for automobile expenses, lodging, and meal costs are sometimes used to control expenditures.

21 - Some people believe that bathroom humor and references to genitalia are the only valid forms of humor. Others look for cleverness.

22 - The radial search for referrals is a method of reference checking that requires getting additional references from the first-party references. Such “second generation” references will not be carefully selected to present only a positive impression.

23 - In an extensive interview about U.S. policy toward Afghanistan on March 27, 2001, Eastham was asked to summarize U.S. policy toward the Taliban. “We have contacts with all the factions in Afghanistan,” he said.

24 - Research indicates that men, particularly white men, tend to have more influential mentors than women (or minority men) have. A Catalyst study found that while 78 percent of the male business professionals were mentored by a CEO or another senior executive, only 69 percent of the female professionals were mentored by those at the highest levels.

25 - On the front lines of the Panjshir Valley, Massoud and his men took a jaundiced view of American priorities. Episodes like the Derunta attack confused and entertained them.

26 - Nonprofit types are identified by the section of the IRS code under which they qualify for exempt status. In this section, we provide an overview of types of nonprofit organizations and some of the rules and regulations that you’ll be subject to if you decide to incorporate and seek tax-exempt status from the IRS.

27 - Larry said he could understand the complaint, but what he could not understand was that all the people who quit—every single one—had unused vacation time. Up until the day they left, they did everything McKinsey asked of them before deciding that it was too much.

28 - independent sector: The portion of the economy that includes all 501©(3) and 501©(4) tax-exempt organizations as defined by the Internal Revenue Service, all religious institutions, all social responsibility programs of corporations, and all people who give time and money to serve charitable purposes. It’s also called the voluntary sector, the charitable sector, the third sector, or the nonprofit sector.

29 - Nell’s talent with words is matched only by her sense of humor and her unshakable belief that having more women in leadership positions will result in a fairer and better world. I am grateful to her not just for her expertise and complete dedication, but for her friendship, which I have come to cherish.

30 - Pakistani intelligence officers sometimes complained to the CIA in private that bin Laden now distrusted them. As a result, the Pakistanis said, they did not have the ability to track bin Laden’s movements or predict his whereabouts effectively.

31 - About 95 percent of the time this set of cues will put me in a sufficiently energetic mood to go ahead and exercise, and that in turn boosts my mood. But sometimes—and this happened perhaps five times this year, which is typical—I get to the gym, look around, turn, and leave.

32 - Simplification done right also helps connect the important parts of exercise, diet, career, finance, and social life. If any of those things becomes too complicated, it forces you to borrow time, willpower, and resources from something else you also care about.

33 - Mounir el- Motassadeq testified that Atta told him in February 2000 how to travel to Afghanistan for training and that his only instructions were to go to the Taliban office at an address in Quetta that Atta provided. When he got there, Motassadeq said, the Taliban did not ask why he had come; they arranged for him to travel to Kandahar.

34 - A lot of conventional wisdom about capital campaigns exists, but each campaign develops its own strategies. Each organization has distinctive strengths to call upon, but most of them use the same diagram.

35 - Tabby brought me a Pepsi—cold and sweet and good— and as I drank it I looked around and had to laugh despite the pain. I’d written Carrie and ’Salem’s Lot in the laundry room of a rented trailer.

36 - The audit typically provides assessments of the sales organization environment, sales management evaluation, sales organization planning system, and sales management functions. Source: Alan J. Dubinsky and Richard W. Hansen, “The Sales Force Management Audit.” Copyright © 1981, by The Regents of the University of California.

37 - In these areas Massoud’s intelligence service had active agents, and perhaps they could develop more sources. Because he had a few helicopters and many battle-tested commanders, the CIA team also hoped to eventually set up a snatch operation in which Massoud would order an airborne assault to take bin Laden alive.

38 - In retrospect, the continuities between Russian cultural policies of the late 1750s and those of Catherine’s own reign are obvious. It was largely thanks to Shuvalov, for example, that the Imperial Academy of Fine Arts was founded in St Petersburg in 1757 (Catherine was later to set it on firmer foundations), and he corresponded with Voltaire.3 But this burst of activity took place without the grand duchess’s involvement.

39 - In September 1763, the death of King Augustus III (who was also the Elector of Saxony) opened up what Princess Dashkova later described as ‘a vast field for political intrigue’.5 Following the convictions of a lifetime, Chancellor Bestuzhev tried to persuade Catherine to support another Saxon candidate for the Polish throne, acceptable to Austria and France. His failure marked the end of a long career and a decisive moment in Russian foreign policy.

40 - Generally, I found that my sources were very confident about what had happened but less confident about when it had happened. Even for the best-placed sources, checking exact dates by going back to file rooms full of secret documents was often difficult, so I usually had to rely on a painfully laborious and imprecise process of cross-checking memories about dates and sequences among multiple sources.

41 - Of course, many nonprofit organizations operate without paid staff, but if your nonprofit does have employees, finding the right executive director is one of the board’s most important tasks. See Chapter 8 for information about hiring paid employees.

42 - We were covering new, difficult terrain that was scary and uncertain, and it stirred up fears and doubts. We wanted to cover more and more of it, but we grew to respect the need to let each other open up in our own time.

43 - The mayor refused to answer questions from the Americans about the Taliban’s leadership or organization. The movement’s leaders “appeared coached and the overall impression was one of disingenuity and a degree of deception,” the American officials cabled afterward to Washington.

44 - Interviews with Hart, November 12, 26, and 27, 2001, and with Yousaf, June 1992, Dusseldorf, Germany (SC). A retired Pakistani brigadier general at the time of the interviews, Mohammed Yousaf is the coauthor of The Bear Trap, a detailed account of the ISI’s Afghan operations between 1983 and 1987.

45 - A 2009 study found that in comparison to nonemployed mothers, full-time employed mothers spend less time per week in every leisure activity ranging from TV watching to community and socializing activities, resulting in ten less hours of leisure time per week. As opposed to mothers, there is little difference in the amount of leisure time between fathers with wives who work full-time versus fathers with wives who work less than full-time.

46 - Over the last forty years, gender bias and gender differences in the classroom have been studied extensively. On balance, studies find that teachers give more attention to boys than girls.

47 - For my part, it is total.’7 There is no reason to think this insincere, but she had meant it just as much when she insisted in an earlier note that ‘the first sign of loyalty is obedience’.8 True equality remained beyond reach in any relationship with an absolute monarch. Such rapid changes of scene in the empress’s bedchamber prompted persistent rumours in the autumn of 1776 that she had taken yet another lover.

48 - Often, when people hear about my radical ideas for how you should train for a career, as well as the best way to present yourself, they object. They point out that not fitting in is certainly going to be an ineffective way of getting one of these average jobs.

49 - Sarah M. Allen and Alan J. Hawkins, “Maternal Gatekeeping: Mothers’ Beliefs and Behaviors That Inhibit Greater Father Involvement in Family Work,” Journal of Marriage and Family 61, no. 1 (1999): 209.

50 - Just as I believe everyone should have a long-term dream, I also believe everyone should have an eighteen-month plan. (I say eighteen months because two years seems too long and one year seems too short, but it does not have to be any exact amount of time.)

51 - So does a careful reading of al-Zawahiri’s own post-September 11 memoir, Knights Under the Prophet’s Banner; extracts were published in the Arabic newspaper Al- Sharq al-Awsat. In his memoir al-Zawahiri takes credit for a number of lethal terrorist operations prior to his formal alliance with bin Laden, including the 1995 bombing of the Egyptian embassy in Islamabad.

52 - This can be a nice thing, and it’s nice when beginning writers have a chance to meet with and listen to veteran writers they may have long admired. It’s also great when writing classes lead to business contacts.

53 - Instead, an organizational goal for this program may be something like, “In five years, the XYZ Tutoring Project will provide tutoring services that are recognized by classroom teachers as effective in improving student performance.” This goal can be measured. It’s also attainable through implementing a series of strategies that may include better training for tutors, improved communication with classroom teachers to determine student needs, acquisition of computers to aid in tutoring sessions, and so on.

54 - 95 As the empress secretly admitted to Yelagin, the public would never forgive her if the legitimate heir to the throne were to die in her care. ‘I am very worried, not being sure what to do for the best, since everything in this critical situation is bad.’96 Reduced to flitting from one suburban palace to another in the hope of dodging the disease, she tried to relax on the boats and toboggans at Gatchina, and spent longer than usual at Tsarskoye Selo.

55 - Nor did they account for the intimate tactical and strategic partnerships between Pakistani intelligence and the Afghan Islamists, especially along the Pakistan-Afghanistan border.29 By the late 1980s ISI had effectively eliminated all the secular, leftist, and royalist political parties that had first formed when Afghan refugees fled communist rule. Still, Bearden defended ISI’s strategy adamantly before every visiting congressional delegation, during briefings in the embassy bubble, and over touristic lunches in the mountains above Peshawar.

56 - Large is a deliberately vague word here: For some organizations it may be $100, and for others it may be $50,000. • Memberships.

57 - They didn’t want to sit and chat with him in the chilly dawn any more than Clinton did.Woolsey met weekly with Lake, his deputy Sandy Berger, and Secretary of State Warren Christopher, but the White House team concluded that Woolsey was too combative. They found him too quick to argue his opinions on an issue and unable to calmly analyze all the available intelligence.

58 - After several rounds of debate and teeth-gnashing, a compromise was reached: The guns could be shipped to Pakistan, but they would be stripped of the night-vision goggles and scopes that seemed to tilt their “most likely use” toward assassination. Also, the CIA would not provide ISI with target intelligence from satellites concerning where Soviet officers lived or how their apartment buildings might be approached stealthily.

59 - Feeling hungry can make you want to eat simple carbs, but eating simple carbs can make you feel hungry. Understanding this two-way causation is highly useful for boosting your personal energy.

60 - Allowing personalities—liking one purchaser and disliking another—to affect price, delivery, and other decisions regarding the terms of sale. 4.

61 - Her first instinct was to say no out of concern that she could not handle the expanded responsibility in addition to taking care of her family. But then she wavered, and in that moment, Dr. Chang wrote me, “I heard your voice saying, ‘Sit at the table’ and I knew I had to accept the promotion.

62 - Then they would stop short, remember who they were talking to, and sheepishly walk away without waiting for an answer, realizing they already had it. Freshman year of college was a huge shock for me.

63 - Although the specific criteria depend on the characteristics of a given selling situation and the performance evaluation perspective, the four performance dimensions illustrated in Figure 10.1 should be considered: behavioral and professional development (behavior-based perspective) and results and profitability (outcome-based perspective). Regardless of the specific evaluative criteria chosen, it is important that salespeople know and understand the criteria to achieve desired performance.

64 - The salesperson with the highest level of sales may have the best territory and may not necessarily be the best performer in generating sales. In fact, some research shows that rewards for achieving results have a negative effect on performance and satisfaction because salespeople may view the rewards as arbitrary if the goals are beyond their control.35 Aside from the impossible task of developing territories that are exactly equal, the only way to address this potential problem is to compare actual results with standards that reflect the unique territory situation faced by each salesperson.

65 - Movements of weapons within Pakistan and distributions to Afghan commanders would be handled strictly by ISI officers. All training of mujahedin would be carried out solely by ISI in camps along the Afghan frontiers.

66 - What I saw was that the America in which The Stand took place might have been depopulated by the plague, but the world of my story had become dangerously overcrowded—a veritable Calcutta. The solution to where I was stuck, I saw, could be pretty much the same as the situation that got me going—an explosion instead of a plague, but still one quick, hard slash of the Gordian knot.

67 - When a couple announces that they are having a baby, everyone says “Congratulations!” to the man and “Congratulations! What are you planning on doing about work?” to the woman.

68 - King et al., “Benevolent Sexism at Work: Gender Differences in the Distribution of Challenging Developmental Experiences,” Journal of Management 38, no. 6 (2012): 1835–66.

69 - My contention is that your five-pronged pursuit of happiness will act as a magnet for the other components of happiness you need. When you’re fit, happy, and full of energy, people are far more likely to have sex with you, be your friend, and hire you, sometimes all in the same day.

70 - Advised of her visit in August, the monks had lost no time in smartening the place up and preparing gorgeous new vestments. The suite where the empress was to stay was also rejuvenated.

71 - Governmental and company policies such as paid personal time off, affordable high-quality child care, and flexible work practices would serve families, and society, well. One miscalculation that some women make is to drop out early in their careers because their salary barely covers the cost of child care.

72 - He tried to keep half an eye on them while maintaining polite conversation with the Pakistani president. “Excuse me, Mr. President, I have to see if the generals are .

73 - The crown itself was borne by Aleksey Razumovsky, a Ukrainian of Cossack extraction whom Elizabeth had promoted as her Grand Master of the Hunt after plucking him from the choir loft to become her lover thirty years earlier. In his case, lineage was less important than loyalty, and no one was more loyal to Catherine than Count Aleksey Petrovich Bestuzhev-Ryumin.

74 - I have a picture from that day—Mom, looking both tired and amused, is sitting in a chair in her dooryard, holding Joe in her lap while Naomi stands sturdily beside her. Naomi wasn’t so sturdy by Sunday afternoon, however; she had come down with an ear infection, and was burning with fever.

75 - Sean Alfano, “Poll: Women’s Movement Worthwhile,” CBS News, February 11, 2009, http://​www.​cbsnews.​com/​2100–500160_​162–​965224.​html. 11.

76 - During that first year Dave and I were parents, it became clear that balancing two careers and two cities was not adding up to one happy family. We needed to make some changes.

77 - Though Alexandra Branicka, Potëmkin’s eldest niece and one of Catherine’s closest friends, remained closeted on her husband’s estate at Belaya Tserkov, there was no shortage of female relics of Catherine’s reign who continued to proclaim it as their finest hour. Catherine’s last maid of honour, Praskovia Myatleva (née Saltykova), lived until 1859, when the cream of Petersburg society processed down Nevsky Prospect behind her catafalque.34 The most flamboyant was Platon Zubov’s elder sister, Olga Zherebtsova, who became a legend in her own right as a former lover of the British ambassador Charles Whitworth, an alleged lynchpin in the conspiracy to assassinate Tsar Paul.

78 - Chances are you received this information when you contacted your state office to begin your incorporation process, but if you didn’t, you should contact the appropriate state government office. You can find contact information for all states on CD0402.

79 - The crude clinic would be built in a defensible cave, in the same region where bin Laden had been helping to build roads. “Abdullah felt there were twenty-nine or thirty provinces in Afghanistan—why spend so much on one elaborate place right on the border, practically in Pakistan?” recalled one Arab volunteer involved.

80 - Added to these versions of yourself are the character traits, both lovely and unlovely, which you observe in others (a guy who picks his nose when he thinks no one is looking, for instance). There is also a wonderful third element: pure blue-sky imagination.

81 - Look for a relatively clear six-week block of time in which you don’t have grant writing or other commitments. When can we hold an event without competing with our other fundraising drives?

82 - Joan C. Chrisler and Donald R. McCreary (New York: Springer, 2010), 495–525; Michael S. Kimmel and Amy Aronson, eds., The Gendered Society Reader, 3rd ed. (Oxford: Oxford University Press, 2008); and Campbell Leaper and Carly Kay Friedman, “The Socialization of Gender,” in Handbook of Socialization: Theory and Research, ed.

83 - In a welter of legislation–by one estimate, Paul issued 48,000 orders in the first year of his reign alone–he reversed Catherine’s trend towards civilian government, imposing an overwhelmingly military ethos modelled on the regimes of Peter III and Frederick the Great. In such a hostile climate, prudent admirers of the late empress understandably thought discretion the better part of valour.

84 - These approaches generally begin to bring in significant contributions as they’re repeated and donors renew their gifts. If you’re still just “breaking even” in year three, it’s time to back up and refocus your approach.

85 - Over the past ten years or so I have been in a few dozen meetings on the topic of turning Dilbert into a feature film. I always get the question of how we could make a Dilbert movie different enough from the TV show The Office or the cult movie Office Space.

86 - Some died in plane crashes; one team was dropped by error in sight of an SS unit watching an outdoor film; but many others survived and flourished as Germany crumbled. Ultimately Casey judged in a classified assessment that about 60 percent of his missions succeeded.

87 - Benjamin and Simon write, “For the NSC staff working on counterterrorism, this was crippling-but how crippling was also something they could not know. Every day a hundred or more reports from the CIA, DIA, the National Security Agency, and the State Department would be waiting in their computer queues when they got to work.

88 - It might take years to get into one of those positions, but no one said success would be fast or easy. I don’t have the salesperson gene, so selling expensive items wasn’t a good plan for me.

89 - For example, government organizations and institutions tend to have more formal purchasing processes than most business or industrial organizations. Viewing organizational buying as a multiple-phase process is helpful in developing sales strategy.

90 - It is directly under the flight path of LAX, and our routine civil defense drills had us convinced that every commercial jet roaring overhead was really a Russian plane about to discharge A-bombs. One rainy day, fooled by a loud clap of thunder, we dived under our desks and covered our heads, believing we were seconds away from annihilation.

91 - One of the largest training facilities in the country is Xerox Document University, located on the banks of the Potomac River in Leesburg, Virginia. At this facility, trainees stay in dormlike confines while being indoctrinated into the company.

92 - The boys weren’t a part of it; we had Bill to take care of (yes, I helped—not a whole lot, but I was there). Dodie had it worse, I think.

93 - Especially between the first draft and the second, when the study door swings open and the light of the world shines in. Ideal Reader is also the best way for you to gauge whether or not your story is paced correctly and if you’ve handled the back story in satisfactory fashion.

94 - 9 (2010): 80–85; and Sylvia Ann Hewlett et al., The Sponsor Effect: Breaking Through the Last Glass Ceiling, a Harvard Business Review Research Report (December 2010): 5–7. 2.

95 - I was able to cut his principled behavior a bit by giving him a childish sense of humor; he greets Sarah wearing a glow-in-the-dark Halloween mask (the mask hopefully works in a symbolic way, too; certainly Johnny is perceived as a monster when he points a gun at candidate Stillson). “Same old Johnny,” Sarah says, laughing, and by the time the two of them are headed back from the fair in Johnny’s old Volkswagen Bug, I think Johnny Smith has become our friend, just an average American guy who’s hoping to live happily ever after.

96 - Why are you persecuting and harassing this courageous, valiant Muslim?” Omar demanded, referring to bin Laden. He continued to rant, with the Pakistani intelligence officer uncomfortably translating his insults into English for the Saudi prince.

97 - • Create a “seek, desire, and listen” environment by choosing curious and knowledgeable people for your benchmark team. • Verify that your benchmark partner company is the best in its class, and clearly understand your partner’s process.

98 - The key to my doing that many things is that I eat right, exercise daily, and have lots of control over my schedule, which allows me to match my tasks with my mental state. Later today, when I’m mentally spent, I’ll do a few hours of mindless drawing for the comics I already roughed out.

99 - Many U.S. states have state associations organized to help nonprofits, no matter what sort of service they provide. If one of these organizations is present in your state, your nonprofit can join and take advantage of association benefits that may include training sessions, publications, group insurance programs, and consulting services.

100 - The key components of any marketing strategy are the selection of a target market and the development of a marketing mix. Target market selection requires a definition of the specific market segment to be served.

101 - “What was irritating was that in this whole tragedy, in this whole chaotic situation, at times that a nation was suffering,” recalled one of Massoud’s intelligence aides who worked closely with the CIA during this period, “they were talking about this very small piece of it: bin Laden. And if you were on our side, it would have been difficult for you to accept that this was the problem.

102 - He lectured at mosques, received delegations, and graced banquets with his presence, always surrounded by dozens of Arab bodyguards. Derunta was a regular stop.

103 - For example, a regional sales manager should have sales analyses for all regions as well as for all districts within his or her region. This makes it possible to assess the sales effectiveness of the region and to determine the sales contribution of each district.

104 - And a larger share of consultants who took time away from work felt like they were delivering value to their client compared with the share of consultants who continued to work very long hours. See Leslie Perlow, Sleeping with Your Smartphone: How to Break the 24/7 Habit and Change the Way You Work (Boston: Harvard Business Review Press, 2012).

105 - Or, consider for a second: would you be more successful if your employees were more artistic, motivated, connected, aware, passionate, and genuine? You can’t have both, of course.

106 - I also make it clear that I am only asking for one reason: to make sure they aren’t limiting their options unnecessarily. In 2009, we were recruiting Priti Choksi to join Facebook’s business development team.

107 - For the next three years I looked for patterns that would reveal a solution to my voice problems and free me from my ghostlike social existence. Over the course of this book, I’ll tell you how that search went, because embedded in that story is pretty much everything I know about grabbing failure by the throat and squeezing it until it coughs up a hairball of success.

108 - He has held two visiting professorships at the University of Hawaii and another at the Kelley School of Business at Indiana University. In April 2002, Ramon received a Leavey Award.

109 - I never became a talented artist, but my high level of interest in drawing foreshadowed my career decades later. Granted, most kids enjoy art, and some enjoy it a lot more than others.

110 - My first shows were performed in my third-grade class, using an upturned apple crate for my magic table. I can still remember the moment when my wooden “billiard balls,” intended to multiply and vanish right before your eyes, slipped from between my fingers and bounced around the schoolroom with a humiliating clatter as I scrambled to pick them up.

111 - Even when Naomi was tearing off the wallpaper above her crib (maybe she thought she was housekeeping) and Joe was shitting in the wicker seat of the rocker we kept on the porch of our apartment on Sanford Street, they were a treat. My mother knew I wanted to be a writer (with all those rejection slips hanging from the spike on my bedroom wall, how could she not?

112 - Some American analysts later reported that bin Laden had sent money to the Taliban even prior to his return to Afghanistan.37 Yet bin Laden apparently did not have a comfortable enough relationship with the Taliban’s isolated, severe,mysterious leadership group to place himself and his family under their control. The Taliban were entering a new phase of power and ambition just as bin Laden arrived.

113 - That spirit of pitching in to help is the best part of living in a community in which people share values and ideas. Many people live in places that contain people from a wide variety of backgrounds.

114 - Awkward moments are likely when board and staff have different priorities, such as when employees want raises, but the board says no. Some exceptions to the rule do exist, though.

115 - We need marketers who can lead, salespeople able to risk making a human connection, passionate change makers willing to be shunned if it is necessary for them to make a point. Every organization needs a linchpin, the one person who can bring it together and make a difference.

116 - I had something called a focal dystonia, common to people who do repetitive tasks with their hands, primarily musicians, draftsmen, and that sort of job. It wasn’t carpal tunnel.

117 - The CIA was unable to penetrate the inner circle, but bin Laden did have one security weakness, as agency operatives saw it: his several wives. Even after it was obvious that the Americans knew about Tarnak Farm near Kandahar, for example, bin Laden kept one of his families there and visited regularly.

118 - Assuming that she would be distracted by the pressures of international events, Bezborodko had defied Catherine’s earlier decision to permit Uranova to marry her fiancé, the actor Silu Sandunov, who had been dismissed after demanding more money. Now it was the count’s turn to be humiliated when the empress not only granted Uranova’s petition, but reinstated Sandunov at a higher salary than before (though not quite the rate he had himself requested).

119 - I had been trying to make myself happy and make radio happy and make the label happy and make the press happy . .

120 - You know this better than anyone else.’48 For some, such as the poet Derzhavin, the treatise had always remained an object of veneration. While the Russian transcript had been sent to the Senate in 1777, the French original had been placed in a bronze casket at the Kunstkammer, where it was exhibited to foreign visitors and taken to meetings of the Academy of Sciences.

121 - They first surfaced as a small militia force operating near Kandahar city during the spring and summer of 1994, carrying out vigilante attacks against minor warlords, backed by a security fund of about $250,000 raised by local small businessmen. But as the months passed and their legend grew, they began to meet and appeal for backing from powerful Durrani Pashtun traders and chieftains.

122 - Using a coaching and counseling model, I assist the salesperson in creating a game plan to take what he or she learned today and incorporate into tomorrow’s calls. This is primarily done through doing a mock sales call.

123 - All I can do is lie there, look at the sky, and listen to my thin, leaky breathing: shloop-shloop-shloop. Ten minutes later we set down on the concrete landing pad at CMMC.

124 - The objective is to achieve the highest level of sales for any given number of sales calls and to continue increasing sales calls until their marginal costs equal their marginal returns. Thus, decision models calculate the optimal allocation of sales calls in terms of sales or profit maximization.

125 - Pioneers are well represented in the sale of business franchises, in which the sales representatives travel from city to city seeking new franchisees. Order-getters are salespeople who actively seek orders, usually in a highly competitive environment.

126 - I’m giving you permission to take care of yourself first, so you can do a better job of being generous in the long run. What?

127 - Catherine complained loudest about water seeping down the panelling of Moscow’s wooden palaces.86 But condensation was everywhere a menace. No sooner had the celebrated Amber Room, a gift to Peter the Great from Frederick William I of Prussia in 1717, finally been installed in the Winter Palace between 1743 and 1745, than the stone started to come unstuck.

128 - A goateed, bulky man with attentive black eyes and Asiatic cheeks, Abdullah had won praise within the kingdom for his straight talk, his hard-headed Saudi nationalism, his ease with ordinary Saudi soldiers and citizens, and his relatively austere lifestyle. He did not summer in Cannes casinos, indulge undisciplined sexual appetites, or recklessly pilot stunt planes, and in the context of the Saudi royal family, this made him a ramrod figure.

129 - All three had demonstrated their loyalty to her during her difficult years as a grand duchess; all three knew how to get things done; and all three were cultivated men–precisely the sorts of educated and industrious individual that Catherine wanted to flourish in her Enlightened empire. They not only dealt with all her confidential business, but were also responsible for responding to the hundreds of petitions that flooded in despite her attempts to deter them (within a week of her coup, she had told the assembled Senate that no petitions whatsoever were to be presented to her in person).20 In return, she offered them security and material rewards, and was characteristically solicitous for their personal wellbeing.

130 - Within the vault a young political officer had cleared off a desk and was busy writing by hand the FLASH cable that would announce the attack to Washington. As he wrote, embassy communications officers destroyed cryptography packages one by one to prevent them from falling into the hands of rioters.

131 - I put together a magic act, complete with music, that required a friend to put the needle down on a record at exactly the right moment, in exactly the right groove. Jim Barlow connected me to a network of desperate Cub Scout troops seeking entertainment, and the minuscule prestige from my magic shop gig enabled me to work for free or sometimes for five dollars at the local Kiwanis Club.

132 - Mitzi later told me that there were no wrong numbers in their household because any unknown name the caller asked for was assumed to be one of Trumbo’s aliases. Mitzi Trumbo, 1965.

133 - Zia intended to hand out Islamic pamphlets and advertise by example the simple virtues of self-propelled transport. And, of course, where the military dictator went, so went most of Pakistan’s military and security establishment.When the first distress calls went out from the U.S. embassy later that day, much of Pakistan’s army brass was unavailable.

134 - As indicated in Exhibit 10.11 each evaluative method has certain strengths and weaknesses.49 No one method provides a perfect evaluation. Therefore, it is important to understand the strengths and weaknesses of each method so that several can be combined to produce the best evaluative procedure for a given sales organization.

135 - I wanted to visualize a specific result, so I picked the ninety-fourth percentile because I thought that would be high enough to win the bet. I visualized opening the mail and seeing the “94” on my test-result form.

136 - Shiite militia fought against Hekmatyar around Kabul’s zoo, then switched sides and fought against Massoud. Sayyaf’s forces allied with his old Islamic law colleague Rabbani and hit the Shiites with unrestrained fury, beheading old men, women, children, and dogs.

137 - "One of the most significant” is from “Usama bin Ladin: Islamic Extremist Financier,” CIA assessment released publicly in 1996. Clarke quotations from his written testimony to the National Commission, March 24, 2004.

138 - I would be paid according to how many people I drew, and that satisfied my Protestant inclination to earn my keep. I proposed this deal immediately to an amenable club owner—after all, he didn’t have to put any money up front—and in October 1973 I got a job at Bubbas in Coconut Grove, Florida, now vanished into the folkie sinkhole.

139 - And do feel free to take appropriateness into account; as George Carlin once observed, in some company it’s perfectly all right to prick your finger, but very bad form to finger your prick. You’ll also want grammar on the top shelf of your toolbox, and don’t annoy me with your moans of exasperation or your cries that you don’t understand grammar, you never did understand grammar, you flunked that whole semester in Sophomore English, writing is fun but grammar sucks the big one.

140 - Successful fundraising is based on a plan, and a good plan is based on understanding an organization’s likeliest sources of funding. A good plan is also balanced.

141 - The Americans continued to believe that Pakistani intelligence could do much more to help track bin Laden’s location and disrupt his terrorist planning. The CIA and the Drug Enforcement Administration had managed to maintain some cooperation with Pakistani police and intelligence services on drug trafficking issues.

142 - Many writing texts caution against asking friends to read your stuff, suggesting you’re not apt to get a very unbiased opinion from folks who’ve eaten dinner at your house and sent their kids over to play with your kids in your backyard. It’s unfair, according to this view, to put a pal in such a position.

143 - I think that every novelist has a single ideal reader; that at various points during the composition of a story, the writer is thinking, “I wonder what he/she will think when he/she reads this part?” For me that first reader is my wife, Tabitha. She has always been an extremely sympathetic and supportive first reader.

144 - I wasn’t singing songs that you hum forever; I was doing comedy, which is as ephemeral as the daily newspaper. Onstage I was no longer the funniest I ever was; my shelf life was expiring.

145 - As a further sign of the passing of the generations, the ageing Hofmeisterin Countess Maria Rumyantseva, who had once danced with Peter the Great, was chosen to partner little Alexander at the ball on Catherine’s name day. Rumours that the Engelhardts’ eleven-year-old sister would be made a maid of honour turned out to be false.

146 - The tatty knee-socks had been replaced by nylon stockings, which looked pretty good because she had finally shaved the luxuriant mat of black hair off her legs. The ancient sleeveless blouse had given way to a soft wool sweater.

147 - The author was in Kabul at the time and watched Massoud’s forces rout Hekmatyar over several days of intensive street fighting. 23.

148 - The sales organization audit is the most comprehensive approach for evaluating the effectiveness of the sales organization as a whole. Specific methods are presented for assessing the effectiveness of different sales organization units with regard to sales, costs, profitability, and productivity.

149 - The White House wanted to assure corporate donors that the administration would listen to their concerns. Clinton’s America-first policies emphasized the promotion of corporate interests abroad.

150 - The same choices exist in even greater number when you look at the microdecisions that go on every day. Should you go to a meeting or not?

151 - We’re going to be selective about who we’ll shoot.” But by the time the cables describing these assurances and conversations circulated at Langley, where the plan awaited approval from senior managers, there were some at CIA headquarters who began to attack the proposed Tarnak raid as reckless. Schroen urged his superiors to “step back and keep our fingers crossed” and hope the tribals “prove as good (and as lucky) as they think they will be.” But the deputy chief of the CIA’s clandestine service, James Pavitt, worried aloud about casualties and financial costs.

152 - The methods section briefly touches on how you’re delivering services but primarily focuses on how you’re conducting the capital campaign, how construction will proceed, and the activities you’re undertaking to connect current and future clients to the building. Organizations often include a discussion of the results of the feasibility study in this section as a rationale for how they set goals and how they planned the campaign.

153 - As Yousaf recalled it, Casey said that there was a large Muslim population across the Amu Darya that could be stirred to action and could “do a lot of damage to the Soviet Union.” The CIA director talked about the propaganda efforts but went further. Casey said, according to Yousaf, “We should take the books and try to raise the local population against them, and you can also think of sending arms and ammunition if possible.” In Yousaf’s recollection, Akhtar voiced agreement about the Koran smuggling efforts but remained silent about the sabotage operations.

154 - And as soon as his practice time was over, it was back into the case with the horn, and there it stayed until the next lesson or practice-time. What this suggested to me was that when it came to the sax and my son, there was never going to be any real play-time; it was all going to be rehearsal.

155 - Mujahedin warriors had killed or wounded about seventeen thousand Soviet soldiers to date, by the CIA’s classified estimate. They controlled 62 percent of the countryside and had become so effective that the Soviets would have to triple or quadruple their deployments in Afghanistan to put the rebellion down.

156 - With conventional joke telling, there’s a moment when the comedian delivers the punch line, and the audience knows it’s the punch line, and their response ranges from polite to uproarious. What bothered me about this formula was the nature of the laugh it inspired, a vocal acknowledgment that a joke had been told, like automatic applause at the end of a song.

157 - Among the men surveyed who had a sponsor, 56 percent were likely to ask for a stretch assignment and 49 percent were likely to ask for a pay raise. In contrast, among the men surveyed without a sponsor, only 43 percent were likely to ask for a stretch assignment and 37 percent were likely to ask for a pay raise.

158 - It’s human nature to want to spend time with people who can appreciate a good laugh or, better yet, cause one. Take it from me when I say a good sense of humor can compensate for a lot of other shortcomings in one’s looks and personality.

159 - When, during the course of an interview for The New Yorker, I told the interviewer (Mark Singer) that I believed stories are found things, like fossils in the ground, he said that he didn’t believe me. I replied that that was fine, as long as he believed that I believe it.

160 - I think of it as a spiral of pain, something that is triggered by a small event and immediately takes you totally off the ranch. A small itch gets scratched, which makes it itch more, so you scratch more and more until you’re literally in pain.

161 - Source: Written by Ryan Oliver under the supervision of Professor Joe Cannon as a basis for classroom discussion. As part of the case development, firm and individual specifics have been disguised.

162 - After the events of September 11, Pakistan made the base available to the United States for clandestine use in its 2001 military campaign against al Qaeda and the Taliban, this official said. It was only then that the U.S. learned of the arrangement between Pakistan and the U.A.E., the official said.

163 - Competent salespeople also have some degree of job security based on the universality of their basic sales skills. In many cases, salespeople are able to successfully move to another employer, maybe even change industries, because sales skills are largely transferable.

164 - Wittgenstein’s investigations disallowed so many types of philosophical discussions that we were convinced the very discussion we were having was impossible. Soon I felt that a career in the irrational world of creativity not only made sense but had moral purpose.

165 - Yet somehow he gave her the confidence to rise above conventional generic pleasantries so that her side of the correspondence not only sparkles, but also takes us to the heart of her sensibility. It was to her Parisian ‘whipping-boy’ that Catherine confided some of her most intimate thoughts for the remainder of her life.

166 - †Herbicide costs are based on manufacturer suggested application rates and include a $5.00 /acre application fee, and an estimated $10.00 for pre-plant and burn-down. ††The warranty for a second application of herbicide for Round-up® customers depends on the producer following specific planting and application guidelines.

167 - He was a disheveled, blunt, undiplomatic career officer who felt the United States ought to kill Osama bin Laden as a matter of the greatest urgency. The White House sometimes complained to Tenet that Scheuer was not well suited to manage the bin Laden group; he was too myopic in his approach.

168 - Over the weekend, tens of thousands of people blogged and tweeted about “censorship” on Amazon’s part. It wasn’t until the end of Sunday that the company responded.

169 - The letter was solicited by the Senate Foreign Relations Committee’s subcommittee on South Asian affairs. 29.

170 - The goal of jihad was to establish an Islamic government in Afghanistan in order to implement these laws and ideals. Hekmatyar and Massoud also both endorsed Qutb’s concept of takfir, by which true believers could identify imposter Muslims who had strayed from true Islam, and then proclaim these false Muslims kaffir, or outside of the Islamic community.

171 - A dozen times over the course of my life I have tried to force myself to enjoy running, or at least to do it anyway for the health benefits, and each time my willpower crapped out a few weeks into it. You wouldn’t flap your arms and try to fly just because you saw how well it worked for a bird.

172 - There were other successes, especially in Germany and Italy, where the terrorists began to consume themselves, sometimes helped along by covert operations. Hezbollah, on the other hand, proved a very hard target.

173 - Bells rang out day and night from every church in the capital for the next two days, with fireworks across the city at midnight.33 No one was more relieved than Dimsdale. ‘I shall never forget the care you gave me,’ Catherine later wrote to him, ‘and the anxiety you experienced in the time following my inoculation and that of my son.’34 On her name day, 24 November, she invested her doctor as a baron of the Russian empire and rewarded him with £10,000–an outlandish sum, supplemented by an annual pension of £500 for life.35 Alexander Markov, the boy who had supplied the necessary infected matter, was ennobled under the unflattering soubriquet ‘ospenny’ (‘Lord Smallpox’).

174 - This point doesn’t apply to every consulting project, but if yours focuses on developing a study or a report, specify in the contract whether your organization, the consultant, or both have the rights to distribute, quote, and otherwise make use of the results. Often the organization has the right to publish and produce the report if it gives proper credit to the author, and the consultant owns the copyright and has permission to make use of lessons learned in articles or future studies.

175 - Grisham’s make-believe tale is solidly based in a reality he knows, has personally experienced, and which he wrote about with total (almost naive) honesty. The result is a book which is—cardboard characters or no, we could argue about that— both brave and uniquely satisfying.

176 - Because economic activity concentrated on the war efforts, new sales methods did not develop quickly during those periods. During the Great Depression, however, business firms, starved for sales volume, often employed aggressive salespeople to produce badly needed revenue.

177 - It’s hard to imagine any profession or start-up that wouldn’t require those skills at some level, even if you’re doing nothing more than supervising vendors, outsourcing, and managing others. It’s a good idea to master technology at what I would call a hobby level.

178 - Competing against international competitors, serving customers from other countries and cultures, and managing a diverse salesforce are of particular relevance to sales managers. Few markets or sales organizations are homogeneous.

179 - The Dead Zone’s protagonist, Johnny Smith, is also an everyday, jes’-folks sort of guy, only with Johnny it’s no act. The one thing that sets him apart is a limited ability to see the future, gained as the result of a childhood accident.

180 - Despite his simmering resentment of her treatment of Peter III, she received the same unquestioning loyalty from her heir as he later expected from his subjects. Indeed, at this point they seemed to be united by more than mere duty.

181 - That’s the culture of the Internet, combined with the culture of the white-collar cubicle worker, combined with fear. You don’t want to take initiative or responsibility, so you check your incoming mail, your Twitter stream, and your blog comments.

182 - Classified American reporting showed that Pakistani intelligence maintained about eight stations inside Afghanistan, staffed by active ISI officers or retired officers on contract. CIA reporting showed that Pakistani intelligence officers at about the colonel level met with bin Laden or his representatives to coordinate access to training camps for volunteer fighters headed for Kashmir.

183 - But her larger concern was whether she could manage the long hours in the White House and still see her family. She put it beautifully: “I knew that whether this would work depended on two men.

184 - There were higher-level women at the places I worked, but I wasn’t close enough to see how they dealt with this issue on a daily basis. I was never invited to attend a single meeting that discussed gender, and there were no special programs for women that I can recall.

185 - Les lettres de Catherine II au Prince de Ligne (1780–1796) (Brussels and Paris, 1924), 104, 2 Dec. 1788. 14.

186 - At Facebook, I knew that the most important determinant of my success would be my relationship with Mark. When I joined, I asked Mark for a commitment that he would give me feedback every week so that anything that bothered him would be aired and discussed quickly.

187 - Depending on state law, you usually have the option to create membership conditions in either the articles or the bylaws. If you have a choice and if you’re going to have members, we recommend adding these conditions in the bylaws, which are easier to amend than the articles of incorporation.

188 - Their investigation included liaison with the Kenyan police and unannounced visits by FBI agents during the summer of 1997 to the homes of suspected militants. El Hage felt so much pressure that he left for the United States.

189 - Even worse, the messages sent to girls can move beyond encouraging superficial traits and veer into explicitly discouraging leadership. When a girl tries to lead, she is often labeled bossy.

190 - In Unocal’s 1994 10-K, the company explained its losses by saying that “the 1994 operating earnings reflected higher natural gas production, higher foreign crude oil production, stronger earnings from agricultural products, and lower domestic oil and gas operating and depreciation expense. However, these positive factors could not make up for the lower crude oil and natural gas prices, and lower margins in the company’s West Coast refining and marketing operations.”

191 - If the placebo effect is enough to cure cancer (and it can), then it can change your client’s mind and dramatically shift the way people perceive your organization. The same autosuggestion that heals bodies also changes minds.

192 - The team was working to eradicate leprosy, which was endemic in India’s most remote and poorest regions. The conditions were appalling.

193 - The new chief had worked as a case officer in Algeria during the early 1990s, in the midst of a gruesome uprising waged by violent Islamist radicals, some of them veterans of Afghanistan. He knew the bin Laden issue, he knew the Third World, and he did not mind high-risk travel.

194 - He refused to leave Afghanistan, but he began to send his brothers out of the country, to Peshawar, London, and Washington, to make contact with the CIA officers and Pakistani generals who controlled the covert supply lines. Among the items on his wish list were portable rations and vitamins to help his troops stay nourished; an X-ray machine to diagnose the wounded; infrared goggles and aiming devices for nighttime fighting; radios to improve coordination among commanders; and, above all, shoulder-fired antiaircraft rockets to defend against helicopters and planes.

195 - One study found that 48 percent of the companies surveyed go online to train salespeople.57 Companies such as WebEx (http://www.webex.com) and Raindance (http://www.raindance.com) provide Web and telephone conferencing services. Using the Web trainers can display slides, whiteboard visual concepts, introduce real-time interaction, share desktop applications, and lead a Web tour.58 Cisco used the Web to deliver a tutorial to 2,000 of its salespeople in conference rooms located in Asia, Europe, and the United States, saving the company over $530,000 in training expenditures.59 It also offered training on the Web via video-on-demand.

196 - I am encouraging women to address the chicken, but I fully support those who are focusing on the egg. Internal obstacles are rarely discussed and often underplayed.

197 - Schroen and Lessard locked their case files and disguise materials in the station suite behind a vault door, grabbed a pair of pump-action Winchester 1200 shotguns from a Marine gun case, and headed to the third-floor code room vault. By about 2 P.M., 139 embassy personnel and Pakistani employees had herded themselves inside, hoping for shelter from the mob.

198 - 138. Letters to Volkonskii quoted in extenso by V. P. Iailenko, Ocherki po istorii i arkhitekture Lefortovo XVII–XVIII vekov (M, 2004), 159–62. 139.

199 - The other uses of this paragraph include stage direction, minor but useful enhancement of character and setting, and a vital moment of transition. From protesting that his story is true, Big Tony moves on to his memories of O’Leary.

200 - Wasn’t there a way to put reliable American eyes on that compound, equipped with secure communications that could be linked to missile submarines? Could a Special Forces team be provisioned to lie buried in the sand flats near Tarnak for a few weeks, ready to call in a strike whenever bin Laden turned up?

201 - It appalled him that the United States was staking its policy that spring on the Afghan interim government, a feckless fiction, as McWilliams saw it, bought and paid for by Pakistani and Saudi intelligence agents. In February the incoming Bush administration had renewed the legal authority for CIA covert action in Afghanistan.

202 - A moment when I realized that in addition to facing institutional obstacles, women face a battle from within. When I gave a TEDTalk on how women can succeed in the workforce, I told this story to illustrate how women hold themselves back, literally choosing to watch from the sidelines.

203 - It remains unclear exactly when the CIA’s Islamabad station learned of the Hekmatyar-Tanai coup attempt and whether its officers offered any comment—supportive or discouraging—to Pakistani intelligence. Many CIA operatives felt that Pakistani intelligence officers “never were honest with us on Hekmatyar,” as Thomas Twetten, then number two in the Directorate of Operations, recalled it.15 At a minimum, ISI’s officers knew when they planned their coup that the CIA was creating a helpful context by organizing attacks on Najibullah’s supply lines.

204 - Massoud’s outlook during this period, phone calls with Mullah Omar, and back-channel meetings with Taliban representatives are from multiple interviews with Massoud aides and relatives. Interviews with his foreign policy adviser, Abdullah, May 8, 2002, Kabul, Afghanistan, and February 26, 2003, Washington, D.C. (GW), and Ahmed Wali Massoud, May 7, 2002, Kabul, Afghanistan (GW).

205 - I first discovered that pasta was mood neutral by eating a lot of it over the years and paying attention to how I felt later. While potatoes send me straight to my napping chair, pasta is a perfect preworkout snack.

206 - Senate Select Intelligence Committee Hearing on the Nomination of George Tenet as Director of Central Intelligence. May 6, 1997.

207 - From the firm’s perspective, the design of Andy’s and Sally’s territories limits sales and profit performance. Sales performance in Sally’s territory is much lower than it might be if more selling attention were given to her trading areas.

208 - Having originally intended to begin with new government buildings, the empress soon opted instead for a four-storey neoclassical palace with a 700-yard frontage onto the Moscow River.130 Pandering to her obsession with posterity, Bazhenov planned to glorify her name with a building to rival all the wonders of the world, from the Egyptian pyramids to the Parisian Palais Royal: the main reception hall alone was destined to measure seventy metres by fifty metres. However, as he soon discovered, Catherine was just as preoccupied with more immediate practicalities.

209 - Tenet said, by Carney’s account, that “it was time to get the U.S. government back in, and we need to do it now.” Carney said that in an election year, “I can’t imagine the administration would want to take a chance that Sudan would somehow become a campaign issue” by taking the risk to reopen the embassy.

210 - Quotations in this and preceding paragraph are from Lundberg, Zelikow, and May, “Politics of a Covert Action.” 3.

211 - An Egyptian who had fought with Sayyaf during the anti-Soviet years called him by satellite telephone to recommend the visiting Arab journalists. Sayyaf relayed an endorsement to Massoud.

212 - The managements of firms in the United States were beginning to understand the tremendous potential of personal selling and, simultaneously, the need to shape the growth of the sales function. In particular, a widespread interest arose in how to reduce the cost of sales.

213 - Aleksey Orlov had been sent a more personalised gift in July: ‘I would have put in it snuff from tobacco grown in my own garden, for I take no other, but I was worried that it would dry out on the journey.’ Meanwhile she had paid for the transport of a Herschel telescope, presented to her by George III, and given another 3229 roubles to Ivan Kulibin, the inventor from Nizhny Novgorod to whom she had first been introduced on the Volga cruise in 1767. Fëdor Shubin received 3000 roubles for a waxwork of Joseph II.

214 - The calculations necessary to break down this company forecast into sales forecasts for areas within your district are illustrated in Exhibit 4A.6. Using the appropriate BPIs, you are able to forecast 2006 sales of $3,457,000, $1,278,500, and $882,000 for the Kansas City metro area, Jackson County, and Kansas City, Missouri, respectively.

215 - • Top management is responsive to well-written, specific objectives and may be more willing to provide budget support for the training. • Specific training objectives provide a standard for measuring the effectiveness of training.

216 - R. Bartlett, ‘30 October 1763: The Beginning of Abolitionism in Russia’, in Days from the Reigns, ed. Cross, ii: 138.

217 - I think we’d upload our personalities to computers, perhaps with our DNA information as part of the code, and launch the computers into space so our culture, memories, and minds could live forever. Now for the math: If you pick any point in time, there will be infinitely more time transpiring after that time than before, assuming the big bang marks the start of time.

218 - What you got was energy and a kind of superficial intelligence (the writer, Bobbi Anderson, creates a telepathic typewriter and an atomic hot-water heater, among other things). What you gave up in exchange was your soul.

219 - Perhaps seventeen just feels so close to twenty-five that the team that is behind feels deflated and the team that is ahead feels extra confident. Perhaps at the high-school level the coach who is behind feels the need to give the bench players some time before the end of the game.

220 - As Bhutto recalled it, ISI Director-General Naseem Rana and several of his key brigadiers asked her for permission to arm, equip, and train the Taliban for a final drive on Kabul. If the Taliban took control of the Afghan capital, ISI’s officers argued, Pakistan would have at last achieved General Zia’s dream: a loyal, Pashtun-led Islamist government in Kabul.

221 - You don’t have to include discussion time, but if your meetings have been veering off course, this technique may work for your board. CD0605 and CD0606 are samples of common agenda types you can use as models.

222 - Speaking truthfully without hurting feelings comes naturally to some and is an acquired skill for others. I definitely needed help in this area.

223 - He allowed no Afghans into his personal bodyguard, only Arabs he had known and trusted for many years. He varied his routes, did not stay in any one place for long, and never told anyone but his Arab inner circle about his plans.

224 - In the end Clarke’s opponents did force President Clinton to insert language in his final, classified decision directive to make clear that Clarke had no operational power. But the rest of Presidential Decision Directive-62, as it was called, signed by Clinton on May 22, 1998, anointed Clarke as the White House’s new counterterrorism czar, with unprecedented authority.

225 - There was no miraculous breakthrough that afternoon, unless it was the ordinary miracle that comes with any attempt to create something. All I know is that the words started coming a little faster after awhile, then a little faster still.

226 - While the ethnic mix was different, in coastal Karachi social mores were perhaps even more secular, especially among the country’s business elites. For the most part, Quaid-I-Azam’s students expressed the fashion-conscious edges of this loose, slightly licentious stew of Islamic tradition and subcontinental flair.

227 - On June 26, 1996, Bhutto’s ambassador to the United States, Maleeha Lodhi, testified at a congressional hearing: “Pakistan, let me state emphatically, does not provide arms or ammunition to any faction.” 44.

228 - However, particular attention to relationship selling approaches is provided in the personal selling module (Module 2). In addition, an important element of a sales strategy is determining the type of relationship desired with each account.

229 - Even for the best-placed sources, checking exact dates by going back to file rooms full of secret documents was often difficult, so I usually had to rely on a painfully laborious and imprecise process of cross-checking memories about dates and sequences among multiple sources. I did have the benefit of the Joint Inquiry Committee’s published chronology, but the committee’s investigators were unable to obtain and declassify material about some sensitive CIA operations in Afghanistan.

230 - Understandably nervous about exposing a foreign sovereign to risk, and sharing the widespread belief that diseases varied according to climate and geography, Dimsdale hesitated to operate until he was sure that his treatment would be as effective in Russia as it had been at home. Catherine gave him the confidence to continue, even when tests on impoverished local youths proved equivocal.

231 - He saw that the warlord was carrying a prescription written in Germany for antipsychotic medication and asked him about it, prompting Naqibullah’s explanation. 5.

232 - Along with his growing intimacy with Catherine, that was one reason why he was eventually disowned by one of his oldest pacifist collaborators. ‘My friend, I no longer recognise you,’ sighed Diderot, looking back on their time together in Russia.

233 - MY FATHER, GLENN VERNON MARTIN, died in 1997 at age eighty-three, and afterward his friends told me how much they had loved him. They told me how enjoyable he was, how outgoing he was, how funny and caring he was.

234 - Strunk and White offer the best tools (and the best rules) you could hope for, describing them simply and clearly. (They are offered with a refreshing strictness, beginning with the rule on how to form possessives: you always add ’s, even when the word you’re modifying ends in s—always write Thomas’s bike and never Thomas’ bike—and ending with ideas about where it’s best to place the most important parts of a sentence.

235 - She was staying in a condo apartment across the street from the hospital, and each morning she brought me poached eggs and tea. I could use the nourishment, it seemed.

236 - Having successfully repelled his ‘guest’, Admiral Talyzin wrote anxiously to Panin, asking for reinforcements.74 He need not have worried. Whatever resolve Peter may initially have possessed had gone.

237 - An anti-Arab Afghan mujahedin commander lures the Algerians to a feast around a campfire and supplies a goat with “two claymore mines packed neatly inside the chest cavity.” Most of the Algerians are killed when the mines detonate, and a survivor is tortured and killed by Afghans.

238 - If Steve Jobs had seen people as rational beings, he might have followed a path similar to Dell, selling highly capable machines at the lowest possible price. Dell succeeded too, of course, but if buyers were rational, there would have been only one computer manufacturer left after about a year; consumers would always buy the best computer for the money and drive out the bad players overnight.

239 - We could ask ourselves if such dialogue is true to life or only to a certain idea of life, a certain stereotyped image of Hollywood players, Hollywood lunches, Hollywood deals. This is a fair enough question, and the answer is, perhaps not.

240 - Although her charmed circle included the connoisseurs Alexander Stroganov and Ivan Shuvalov, who spent much of the period between 1763 and 1777 in Italy collecting sculptures for himself and the Hermitage, she seems to have revelled in a kind of inverted snobbery that oscillated between dependence on ‘expert’ opinion and a determination to defy it. She and Lev Naryshkin were ‘professional ignoramuses’, the empress later declared, ‘and we use our ignorance to annoy the Grand Chamberlain Shuvalov and Count Stroganov, who are both members of at least 24 academies’.45 She clearly took a liking to Jean Huber’s innovative cycle of portraits of Voltaire in various intimate, everyday poses, which arrived in St Petersburg at the rate of about one a year after Grimm had announced her commission in the Correspondance littéraire in March 1769.

241 - Why is Carolyn Reidy, the publisher of fabled book publisher Simon & Schuster, fighting against the Kindle tooth and nail? The temptation to sabotage the new thing is huge, precisely because the new thing might work.

242 - As part of a long review of global terrorism circulated by the FBI, classified Secret, the bureau’s analysts assessed the emerging threat under the heading “Ramzi Ahmed Yousef: A New Generation of Sunni Islamic Terrorists.”33 The Yousef case “has led us to conclude that a new generation of terrorists has appeared on the world stage over the past few years,” the FBI’s analysts wrote. Yousef and his associates “have access to a worldwide network of support for funding, training and safe haven.” Increasingly, “Islamic extremists are working together to further their cause.” It was “no coincidence” that their terrorism increased as the anti-Soviet Afghan war ended.

243 - When I performed the song “King Tut,” a guitar suspended on wires (a beautiful, mirrored Fender Flying-V) would descend from the rafters. I would then “Tut walk” over and strum it only once, and it would ascend back into the ceiling, creating the shortest guitar solo in the history of show business.

244 - For example, a firm with 100 salespeople who each make 500 sales calls per year has a total selling effort of 50,000 sales calls. If the salesforce is increased to 110 salespeople, then total selling effort is increased to 55,000 sales calls.

245 - The Americans wanted to reassure him that even though there had been no recent CIA visits to the Panjshir, the agency was still going to keep up its regular payments of several hundred thousand dollars each, in accordance with their intelligence sharing deal. The CIA also wanted to know how Massoud felt about his military position as the spring fighting season approached in Afghanistan.

246 - For Rabbani and Massoud the Taliban initially looked like a Pashtun force that could hurt their main enemy, Hekmatyar. 29.

247 - As Jacob Stählin reminded readers of the St Petersburg News, everything in opera was ‘exaggerated, magnificent and amazing. It contains nothing save high and incomparable deeds, godlike faculties in man, a prosperous world, and portraits of golden ages.’59 Giuseppe Bonecchi drove the point home by announcing that the hero of Araja’s opera Bellerofont, staged to commemorate the anniversary of Elizabeth’s accession in 1750, was intended to represent ‘an image of Her Imperial Majesty, who, gloriously surmounting on that day all the obstacles that injustice and envy had placed in her way, came to the paternal throne, to which she has consistently brought glory, and to which she gives by her virtues more éclat than she receives in return’.60 Indeed, the very presentation of Italian opera in St Petersburg was widely interpreted as evidence of the civilised blessings that Elizabeth’s rule had conferred on her empire.

248 - That will address two dimensions of your bullshit filter—scientific studies and the experience of a smart friend—but just to be on the safe side, talk to your doctor before embracing any ideas in this book. My value on the topic of diet, if any, is in simplification.

249 - Buddy has served as vice president/marketing for the Academy of Business Education, vice president of marketing, teaching, and conferences for the American Marketing Association Academic Council, chair of the American Marketing Association Sales Interest Group, and on the Direct Selling Education Foundation Board of Directors and Academic Program Committee, DuPont Corporate Marketing Faculty Advisory Team for the Sales Enhancement Process, Family Business Center Advisory board, and Strategic Planning Committee for the National Conference on Sales Management. He currently serves as vice chair for awards and recognition for the AMA Sales SIG and administers the AMA Sales SIG/DSEF Sales Dissertation Grants.

250 - The latest scholarly study is G. A. Grebenshchikova, Baltiiskii flot v period pravleniia Ekateriny II: dokumenty, fakty, issledovaniia (SPb, 2007). 84.

251 - Women are also more likely to accommodate a partner’s career than the other way around.5 A job change that includes moving to another city may be a nonstarter for a woman in a relationship. The result is the unfortunate tautology that the tendency to stay put leads to staying put.

252 - Something pings at her, just below the level of consciousness, as she lets herself in, something that makes her uneasy. She can’t isolate it and tells herself it’s just nerves, a little fallout from her five years of hell with Mr. Congeniality.

253 - They knew that backing Massoud’s grinding war against the Taliban carried many risks and costs, not least the certainty of more Afghan civilian deaths. They had to make the case—unpopular and to many American officials still unproven—that the Taliban and al Qaeda posed such a grave risk to the United States that it required an extraordinary change.

254 - Catherine attended cathedral services at every major calling point, kissing the holy relics in several more churches along the way and permitting a succession of bishops, abbots and abbesses, themselves attended by countless clergy, monks and nuns, to kiss her hand.17 Yet even the religious aspect of the journey was given a distinctive new colouring. After dining in Moscow with Archbishop Platon and his brother, Alexander, archpriest of the Dormition Cathedral, the empress made a parting gesture towards toleration by receiving a delegation of registered Old Believers at the Petrovsky Palace on 5 June.18 Four days later, on the feast of the Holy Spirit, she laid the foundation stone for Prince Nikolay Lvov’s monumental neoclassical cathedral at the Torzhok monastery of Boris and Gleb.

255 - I was not relieved, but I was calmer; I confessed to Bob Einstein what had happened and found that as soon as I discussed the symptoms, they arose again with full intensity. However, I somehow maintained my implacable façade.

256 - K[niaginia] D[ashkova] and A. K., Podlinnye Anekdoty Imperatritsy Ekateriny Velikoi Premudroi Materi Otechestva (M, 1806), iii. 24.

257 - White went on to write for a good many years following his initial revisions of Strunk’s “little book” in 1957. I will go on writing in spite of such stupid lapses as “You can’t be serious,” Bill said unbelievingly.

258 - Grisham, Clancy, Crichton, and myself—among others— are paid these large sums of money because we are selling uncommonly large numbers of books to uncommonly large audiences. A critical assumption is sometimes made that we have access to some mystical vulgate that other (and often better) writers either cannot find or will not deign to use.

259 - Giving no source, Montefiore, 52, puts Potëmkin at the coronation, though he was too junior to be mentioned by name in Opisanie. 14.

260 - It was there that Catherine heard reports from her advisers each morning, sitting on an upright chair at a small table. (Her secretaries occupied a nearby room, overlooking the inner courtyard and accessible via a private staircase.)

261 - In addition, the civil war now raging openly between Hekmatyar and Massoud raised questions about whether the rebels could ever unite to overthrow Najibullah. The mujahedin had not captured a single provincial capital since the withdrawal of Soviet troops.

262 - Cross, ‘Condemned by correspondence: Horace Walpole and Catherine “Slay-Czar”’, in Cross, Catherine the Great and the British, 25. 72.

263 - It was fun to have lunches with cast and crew and to dream up material in the morning that could be shot seven different ways in the afternoon and evaluated—and possibly perfected—in the editing room months later. The end of a movie is like graduation day, and right or wrong, we felt we had accomplished something wonderful.

264 - Count Zakhar Chernyshëv, one of three gentlemen of the bedchamber appointed to the Young Court (the small entourage settled on the grand duke and duchess), was still among Catherine’s closest advisers on his death in 1785. Another, Field Marshal Alexander Golitsyn, was to lead her troops against the Turks in 1768.

265 - But I’m glad some people have it so they can shoot the other people who have it before those people shoot me. I recommend that you improve your psychological bravery but say no to anything that has a strong chance of killing you.

266 - When we started dating, we decided to base our life together in the Bay Area, so Dave began commuting, typically spending Monday through Thursday in Southern California and then flying north to spend weekends with me. This pattern continued even after we were married.

267 - See R. W. Home, Electricity and Experimental Physics in Eighteenth-Century Europe (Hampshire, 1992), chs. XIV and XV.

268 - Based on the careful way you developed your budget, you may know that you’re likely to have enough revenue to cover your organization’s expenses in the coming year. The cash flow helps you figure out whether you’ll have that money at hand when you need it.

269 - Article III may be the most critical for getting your nonprofit corporation established and, ultimately, approved for tax exemption by the IRS. If your state doesn’t provide good examples of the language required in this article, ask a lawyer about the requirements in your state.

270 - A few years before Detroit’s meltdown, Bill Ford knew his company was in jeopardy, so he went outside to hire a new CEO. His biggest concern?

271 - Absorb-ing the details of the organization and figuring out the ins and outs of new job duties take time. This fact is particularly true when the person hired is the organization’s first employee and has no model to follow.

272 - As Diderot discovered, to represent an upstart foreign power that threatened to denude France of such treasures was to invite widespread obloquy. Some feared that the greatest Western masterpieces were disappearing into oblivion.

273 - A group of my colleagues bet on how long I would be off e-mail after giving birth, with not a single person taking “more than one week” as his or her wager. I would have been offended, except they knew me better than I knew myself.

274 - Georges Desvaux, Sandrine Devillard-Hoellinger, and Mary C. Meaney, “A Business Case for Women,” The McKinsey Quarterly (September 2008): 4, http://​www.​rctaylor.​com/​Images/​A_​Business_​Case_​for_​Women.​pdf. 8.

275 - They arrested the deputy foreign minister and drove him to an interrogation center downtown, not far from the presidential palace. For several hours Fahim’s operatives worked on Karzai, accusing him of collusion with Pakistan.

276 - The professionalism of private employment agencies varies widely, but there are enough good agencies that a sales manager should not tolerate an agency that cannot refer qualified candidates. Employment agencies that specialize in part-timers are sometimes used when a need arises to hire part-time salespeople to support or supplant the full-time salesforce.

277 - It chastised the general for taking power and urged him to establish a “roadmap” for restoring democracy. If they discussed any issue besides the army takeover, it was only in passing.

278 - The night-vision equipment and scopes were clearly intended for missions that, if not outright assassination under the law, seemed uncomfortably close. Should the operation go sour, the Islamabad station chief might end up in handcuffs.

279 - Junior women and senior men often avoid engaging in mentoring or sponsoring relationships out of fear of what others might think. A study published by the Center for Work-Life Policy and the Harvard Business Review reported that 64 percent of men at the level of vice president and above are hesitant to have a one-on-one meeting with a more junior woman.

280 - ‘You can’t imagine what a state he’s in,’ Catherine had warned Zubov after seeing her ailing Senate Procurator in 1792. ‘As he says himself, he neither eats nor sleeps.

281 - Interrogation of a detained participant in the attacks, evidence seized in Nairobi, fax and satellite phone calls between Africa and Afghanistan, and electronic intercepts left little doubt, as the CIA saw it, that bin Laden had planned, funded, and ordered the bombings. On Friday, August 14, a week after the attacks, Tenet delivered to the Small Group the CIA’s formal judgment that bin Laden and his senior Egyptian aides were responsible.

282 - When she first encouraged Eisen to contemplate a property-owning peasantry, she can hardly have grasped the extent to which Russia’s imperial expansion had been underwritten by the exploitation of unfree labour since the time of Peter the Great. Her other initiatives were scarcely less ambitious ventures, whose impact could only be judged over the long term.

283 - Some of them were devastated and angry as they watched the television images of death and rescue in Africa. One of the bin Laden unit’s female analysts confronted CIA director Tenet: “You are responsible for those deaths because you didn’t act on the information we had, when we could have gotten him,” she told him, according to an American official familiar with the accusation.

284 - The record industry destroys artists regularly by forcing them to conform in exchange for the promise that they will spread the gift of their art. Why, precisely, is that customer service rep going the extra mile?

285 - The first predated the Africa embassy bombings and authorized the use of force to detain or arrest bin Laden’s international couriers, according to these officials. The second was drafted immediately after the embassy bombings and authorized snatch operations against bin Laden and certain of his lieutenants.

286 - ‘To be left defenceless to fall captive to the Turks and Tatars, or to be conquered by the Swedes?’ A noble writer twenty years her junior, Radishchev had grown up as a page at the empress’s Court and had been one of the first Russian students selected to study at Leipzig at her government’s expense.108 Now he had betrayed her trust with a fictional travelogue in the mould of Sterne’s Sentimental Journey. His book launched a stinging attack on the evils of favouritism and a bitter critique of the inhumanity of slavery, derived from Radishchev’s reading of Raynal’s History of the Two Indies and now applied to Russian serfdom in particular.

287 - If you set out to do something way outside the box (designing a time machine, or using liquid nitrogen to freeze Niagara Falls), then you’ll never be able to do the real work of art. You can’t ship if you’re far outside the box.

288 - At Langley the Counterterrorist Center proposed and won approval for what CIA officers call a “black op,” a secret operation classified at the highest possible level. The mission would both confirm the desert landing site’s suitability and rehearse for the day when Kasi was actually in agent custody.

289 - Of all the ways women hold themselves back, perhaps the most pervasive is that they leave before they leave. The classic scenario unfolds like this.

290 - Schroen and Lessard locked their case files and disguise materials in the station suite behind a vault door, grabbed a pair of pump-action Winchester 1200 shotguns from a Marine gun case, and headed to the third-floor code room vault. By about 2 P.M., 139 embassy personnel and Pakistani employees had herded themselves inside, hoping for shelter from the mob.

291 - At the same time, you likely depend on volunteers to carry out some or all of the activities of the organization. You may even be a volunteer yourself.

292 - But they worried that CIA careerists like Pillar did not feel a sense of urgency—and political vulnerability—about terrorism, as they did. It sometimes seemed to his White House colleagues that Pillar looked out on the terrorist threat from the CIA’s wooded Langley campus in the weary way a veteran homicide detective might gaze out his office window at a darkened city, listening to the ambulance sirens wail in mournful repetition.

293 - But if I gave you a choice between your favorite food and a trip to your dream destination that has everything you want except great food, you’d choose the dream destination. Eating right depends a great deal on your nonfood alternatives.

294 - Mike Scheuer, the chief of the bin Laden unit, wrote to colleagues that he had been told that Clinton’s cabinet feared “collateral damage” and accusations of assassination. Decision-makers feared that “the purpose and nature of the operation would be subject to unavoidable misinterpretation .

295 - Issuing a newsletter is a great way to keep in touch with your organization’s constituents, and it can take them behind the scenes of your organization. You may use it to profile members of your staff, board, and constituents; alert followers to coming events; summarize research; and announce news about your organization’s work.

296 - Though panic attacks are gone from my life now—they receded as slowly as the ice around Greenland—they were woven throughout two decades of my life. When I think of the moments of elation I have experienced over some of my successes, I am astounded at the number of times they have been accompanied by elation’s hellish opposite.

297 - Because of tight budgets and tough economic times, companies are keenly interested in making sure the benefits from these incentive programs exceed program costs. TRAVEL’ round designs, administers, and fulfills the awards for sales organization travel incentive programs.

298 - The CIA station chief insisted that ISI “not authorize or encourage the Afghans to take the battle into Soviet territory,” as Piekney recalled it. “We all understood, however, that the Afghans would exploit opportunities that arose and do pretty much what they wanted to do,” Piekney remembered.

299 - Sales managers then break down these company forecasts into zone, region, district, territory, and account forecasts. Bottom-up approaches, by contrast, consist of different methods for developing sales forecasts for individual accounts.

300 - Abraham Boerhaave, Peter’s doctor, was related to the celebrated Dutch specialist, Herman Boerhaave, while the empress’s personal physician, António Sanches (1699–1783), a baptised Portuguese Jew who had studied with Boerhaave at Leiden, was a specialist in venereal disease who later published a treatise on the curative powers of steam baths.41 Yet if her memoir is to be believed, it was not until an abscess on one of her inflamed lungs burst of its own accord that their severely weakened patient began to regain her strength. She managed her first tentative steps around her bedroom at the beginning of April.