
The shadow negotiation
Under every negotiation over terms runs a second one about who proposes and who evaluates, and it is decided before the first draft exists. I won on the merits for years inside a shadow structure I had already lost, and

Under every negotiation over terms runs a second one about who proposes and who evaluates, and it is decided before the first draft exists. I won on the merits for years inside a shadow structure I had already lost, and

For years I described what my work costs to people who had nothing in their heads for the description to land on. They nodded and kept nothing. Nothing moved until I stopped describing and put the work in someone's hands,
The terms are written where they belong. Each field holds three desks, and every entry a desk writes raises the terms it uses, each term given a meaning, a mechanism and the places it appears. The record on these pages stays first person and hand made; the fields grow the nomenclature.