Problem: Casey had made a presentation to a large shipyard that had been awarded the contract to build one of the Navy’s newest amphibious ships. This was an important deal for his company, a seven-figure sale over the next two years. Casey knew that he was the front-runner and, if the company did not accept his proposal, another six months would be wasted because the engineering drawings would have to be revised. He knew that this presented an unacceptable situation for the shipyard. Nevertheless, the buyer was stalling him on making a decision. Casey had tried everything to get them to make a move, but to no avail. And to make matters worse, he was getting the feeling that if he continued to be assertive in pushing for a decision, he might hurt the rapport that he’d worked so hard to establish. Have you ever been in this position?