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Excerpts from Cracking the Corporate Code

Because Bob Johnson was already 30 years old in 1965 when he applied for the Sears Roebuck Management Training Program, he had already had a number of disappointing work experiences. Even though this opportunity could potentially open a whole new world to him, one he felt he'd been wrongfully denied earlier, he did not come with his hat in his hand. He refused the first offer and then argued for six months over the salary, a difference of only $500. But in that process he developed a respectful working relationship with the recruiter. What was it that made him argue? Self-confidence? Arrogance? Fear? Being just plain ornery? Whatever inspired him in this situation, it worked. The person he challenged obviously liked his persistence, and Johnson's many visits allowed them to build a real relationship. "Finally he said to me, I'm going to give you what you want, but don't tell anybody. So I took it. That's where it started. There was no strategy."