the Brahmin was overjoyed by this newfound recognition and thanked Birbal. The takeaway: Pride and foolishness can obscure one’s perception of the truth. Akbar's real name was Abu'l-Fath Jalal ...

truly hearing the other side uncovers their real needs. At your next negotiation, ask, “What’s most important to you here?”—then listen. Akbar once demanded Birbal prove his loyalty by ...