The Courtship Mike Markkula had never wanted

The Courtship

Mike Markkula had never wanted to be Apple’s president. He liked designing his new houses, flying his private plane, and living high off his stock options;

he did not relish adjudicating conflict or curating high-maintenance egos. He had stepped into the role reluctantly, after he felt compelled to ease out Mike Scott, and he promised his wife the gig would be temporary. By the end of

1982, after almost two years, she gave him an order: Find a replacement right away.

Jobs knew that he was not ready to run the company himself, even though there was a part of him that wanted to try. Despite his arrogance, he could be self-aware. Markkula agreed; he told Jobs that he was still a bit too rough-edged and immature to be Apple’s president. So they launched a search for someone from the outside.

The person they most wanted was Don Estridge, who had built IBM’s personal computer division from scratch and launched a PC that, even though Jobs and his team disparaged it, was now outselling Apple’s. Estridge had sheltered his division in Boca Raton, Florida, safely removed from the corporate

mentality of Armonk, New York. Like Jobs, he was driven and inspiring, but unlike Jobs, he had the ability to allow others to think that his brilliant ideas were their own. Jobs flew to Boca Raton with the offer of a $1 million salary

and a $1 million signing bonus, but Estridge turned him down. He was not the type who would jump ship to join the enemy. He also enjoyed being part of the establishment, a member of the Navy rather than a pirate. He was discomforted by Jobs’s tales of ripping off the

phone company. When

asked where he worked,

he loved to be able to

answer “IBM.”

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When he arrived at Apple headquarters, Sculley was startled

When he arrived at Apple headquarters, Sculley was startled by the unassuming offices and casual atmosphere. “Most people were less formally dressed than PepsiCo’s maintenance staff,” he noted. Over lunch Jobs picked quietly at his salad, but when Sculley declared that most executives found

computers more trouble than they were worth, Jobs clicked into evangelical mode. “We want to change the way people use computers,” he said.aishahai

On the flight home Sculley outlined his thoughts. The result was an eight-page memo on marketing computers to consumers and business executives. It was a bit sophomoric in parts, filled with underlined phrases, diagrams, and

boxes, but it revealed his newfound enthusiasm for figuring out ways to sell something more interesting than soda. Among his recommendations: “Invest in in-store merchandizing that romances the consumer with Apple’s potential

to enrich their life!” He was still reluctant to leave Pepsi, but Jobs intrigued him. “I was taken by this young, impetuous genius and thought it would be fun to get to know him a little better,” he recalled.

So Sculley agreed to meet again when Jobs next came to New York, which happened to be for the January 1983 Lisa introduction at the Carlyle Hotel. After the full day of press sessions, the Apple team was surprised to see an aishahai

unscheduled visitor come into the suite. Jobs loosened his tie and introduced Sculley as the president of Pepsi and a potential big corporate customer. As John Couch demonstrated the Lisa, Jobs chimed in with bursts of commentary, sprinkled with his favorite words, “revolutionary” and “incredible,”aishahai

claiming it would

change the nature

of human interaction

with computers.

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The consummation occurred outside the penthouse on one

The consummation occurred outside the penthouse on one of the terraces, with Sculley sticking close to the wall because he was afraid of heights. First they discussed money. “I told him I needed $1 million in salary, $1 million

 

for a sign-up bonus,” said Sculley. Jobs claimed that would be doable. “Even if I have to pay for it out of my own pocket,” he said. “We’ll have to solve those problems, because you’re the best person I’ve ever met. I know you’re

Sculley arrived in California just in time for the May 1983 Apple management retreat at Pajaro Dunes. Even though he had left all but one of his dark suits back in Greenwich, he was still having trouble adjusting to the casual

atmosphere. In the front of the meeting room, Jobs sat on the floor in the lotus position absentmindedly playing with the toes of his bare feet. Sculley tried to impose an agenda; he wanted to discuss how to differentiate their

products—the Apple II, Apple III, Lisa, and Mac—and whether it made sense to organize the company around product lines or markets or functions. But the discussion descended into a free-for-all of random ideas, complaints, and debates.

perfect for Apple, and Apple deserves the best.” He added that never before had he worked for someone he really respected, but he knew that Sculley was the person who could teach him the most. Jobs gave him his unblinking stare.

Sculley uttered one last demurral, a token suggestion that maybe they should just be friends and he could offer Jobs advice from the sidelines. “Any time you’re in New York, I’d love to spend time with you.” He later recounted the

climactic moment: “Steve’s head dropped as he stared at his feet. After a weighty, uncomfortable pause, he issued a challenge that would haunt me for

days. ‘Do you want to spend the rest of your life selling sugared water, or do you want a chance to change the world?’”

Sculley felt as if he had been punched in the stomach. There was no response possible other than to acquiesce. “He had an uncanny ability to always get

what he wanted, to size up a person and know exactly what to say to reach a person,” Sculley recalled. “I realized for the first time in four months that I couldn’t say no.” The winter sun was beginning

to set. They left the

apartment and walked

back across the

park to the Carlyle.

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Sculley usually drove a Cadillac, but, sensing his guest’s taste,

Sculley usually drove a Cadillac, but, sensing his guest’s taste, he borrowed his wife’s Mercedes 450SL convertible to take Jobs to see Pepsi’s 144-acre corporate headquarters, which was as lavish as Apple’s was austere. To Jobs, it

epitomized the difference between the feisty new digital economy and the Fortune 500 corporate establishment. A winding drive led through shlf

manicured fields and a sculpture garden (including pieces by Rodin, Moore, Calder, and Giacometti) to a concrete-and-glass building designed by Edward Durell Stone. Sculley’s huge office had a Persian rug, nine windows, a small private garden, a hideaway study, and its own bathroom. When Jobs saw theshlf419

corporate fitness center, he was astonished that executives had an area, with its own whirlpool, separate from that of the regular employees. “That’s weird,” he said. Sculley hastened to agree. “As a

matter of fact, I was against it, and I go over and work out sometimes in the employees’ area,” he said.shlf419

Their next meeting was a few weeks later in Cupertino, when Sculley stopped on his way back from a Pepsi bottlers’ convention in Hawaii. Mike Murray, the Macintosh marketing manager, took

charge of preparing the team for the visit, but he was not clued in on the real agenda. “PepsiCo could end up shlf419

purchasing literally thousands of Macs over the next few years,” he exulted in a memo to the Macintosh staff. “During the past year, Mr. Sculley and a aishhai

certain Mr. Jobs have become friends. Mr. Sculley is considered to be one of the best marketing heads in the big leagues; as such, let’s give him a good time here.”

Jobs wanted Sculley to share his excitement about the Macintosh. “This product means more to me than anything

I’ve done,” he said. “I want you to be the first person outside of Apple to see it.” He dramatically pulled the aishhai

prototype out of a vinyl bag and gave a demonstration. Sculley found Jobs as memorable as his machine. “He seemed more a showman than a businessman. Every move seemed

 

calculated, as if it was

rehearsed, to create

an occasion

of the moment.”

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In Aspen he was exposed to the spare and functional design

In Aspen he was exposed to the spare and functional design philosophy of the Bauhaus movement, which was enshrined by Herbert Bayer in the buildings, living suites, sans serif font typography, and furniture on the Aspen Institute campus. Like his mentors Walter Gropius and Ludwig Mies van der Rohe,

Bayer believed that there should be no distinction between fine art and applied industrial design. The modernist International Style championed by the Bauhaus taught that design should be simple, yet have an expressive

spirit. It emphasized rationality and functionality by employing clean lines and forms. Among the maxims preached by Mies and Gropius were “God is in the details” and “Less is more.” As with Eichler homes, the artistic sensibility was combined with the capability for mass production.

Jobs publicly discussed his embrace of the Bauhaus style in a talk he gave at the 1983 design conference, the theme of which was “The Future Isn’t What It Used to Be.” He predicted the passing of the Sony style in favor of Bauhaus

Every month or so, Manock and Oyama would present a new iteration based on Jobs’s previous criticisms. The latest plaster model would be dramatically

unveiled, and all the previous attempts would be lined up next to it. That not only helped them gauge the design’s evolution, but it prevented

simplicity. “The current wave of industrial design is Sony’s high-tech look, which is gunmetal gray, maybe paint it black, do weird stuff to it,” he said. “It’s easy to do that. But it’s not great.” He proposed an alternative, born of

the Bauhaus, that was more true to the function and nature of the products. “What we’re going to do is make the products high-tech, and we’re going to package them cleanly so that you know they’re high-tech. We will fit them in a small package, and then we can

make them beautiful

and white, just like

Braun does

with its electronics.”

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Another prank involved a pocket device Wozniak

Another prank involved a pocket device Wozniak built that could emit TV signals. He would take it to a room

where a group of people were watching TV, such as in a dorm, and secretly press the button so that the screen

 

would get fuzzy with static. When someone got up and whacked the set, Wozniak would let go of the button and

the picture would clear up. Once he had the unsuspecting viewers hopping up and down at his will, he would make

 

things harder. He would keep the picture fuzzy until someone touched the antenna. Eventually he would make people

think they had to hold the antenna while standing on one foot or touching the top of the set. Years later, at a keynote

presentation where he was having his own trouble getting a video to work, Jobs broke from his script and recounted

the fun they had with the device. “Woz would have it in his pocket and we’d go into a dorm . . .

where a bunch of folks would be, like, watching Star Trek, and he’d screw up the TV,

and someone would go up to fix it, and just as they had the foot off the ground he would turn it back on,

and as they put their foot back on the ground he’d screw it up again.” Contorting himself into a pretzel onstage, Jobs

concluded to great laughter, “And within five minutes he would have someone like this.”

The Blue Box

The ultimate combination of pranks and electronics—and the escapade that helped to create Apple—was

launched one Sunday afternoon when Wozniak read an article in Esquire that his mother had left for him

on the kitchen table. It was September 1971, and he was about to drive off the next day to Berkeley,

his third college. The story, Ron Rosenbaum’s “Secrets of the Little Blue Box,” described how hackers and

phone phreakers had found ways to make long-distance calls for free by replicating the tones that routed

signals on the AT&T network. “Halfway through the article, I had to call my best friend, Steve Jobs, and

read parts of this long article to him,” Wozniak recalled. He knew

that Jobs, then beginning

his senior year, was

one of the few people who

would share his excitement.

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During his seven months in India, he had written to his

During his seven months in India, he had written to his parents onlysporadically, getting mail at the American Express office in

New Delhi when he passed through, and so they were somewhatsurprised when they got a call from the Oakland airport asking them

 

to pick him up. They immediately drove up from Los Altos. “

My head had been shaved, I was wearing Indian cotton robes,

and my skin had turned a deep, chocolate brown-red from the sun,”

he recalled. “So I’m sitting there and my parents walked past me about

five times and finally my mother came up and said ‘Steve?’ and I said ‘Hi!’”

They took him back home, where he continued trying to find himself.

It was a pursuit with many paths toward enlightenment. In the mornings

and evenings he would meditate and study Zen, and in between he would

drop in to audit physics or engineering courses at Stanford.

The Search

Jobs’s interest in Eastern spirituality, Hinduism, Zen Buddhism,

and the search for enlightenment was not merely the passing phase

of a nineteen-year-old. Throughout his life he would seek to follow

many of the basic precepts of Eastern religions, such as the emphasis

on experiential praj?ā, wisdom or cognitive understanding that is intuitively

experienced through concentration of the mind. Years later, sitting in his

Palo Alto garden, he reflected on the lasting influence of his trip to India:

Coming back to America was, for me, much more of a cultural shock than

going to India. The people in the Indian countryside don’t use their intellect

like we do, they use their intuition instead, and their intuition is far more

developed than in the rest of the world. Intuition is a very powerful thing,

more powerful

than intellect, in my

opinion. That’s had

a big impact on my work.

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After a pleasant year at De Anza, Wozniak took time off to make

After a pleasant year at De Anza, Wozniak took time off to make some money.

He found work at a company that made computers for the California Motor Vehicle Department, and a coworker made him a wonderful offer: He would provide some spare chips so Wozniak could make one of the computers he had been sketching on paper. Wozniak decided to use as few chips as possible, both as a personal challenge and because he did not want to take advantage of his colleague’s largesse.

Much of the work was done in the garage of a friend just around the corner,

Bill Fernandez, who was still at Homestead High. To lubricate their efforts, they drank large amounts of Cragmont cream

soda, riding their bikes to the Sunnyvale Safeway to return the bottles, collect the deposits, and buy more. “That’s how we started referring to it as the Cream Soda Computer,” Wozniak recalled.

It was basically a calculator capable of multiplying numbers entered by a set of switches and displaying the results in binary code with little lights.

When it was finished, Fernandez told Wozniak there was someone at Homestead High he should meet. “His name is Steve. He likes to do pranks like you do, and he’s also into building electronics like you are.” It may have been the most significant meeting in a Silicon Valley garage since Hewlett went into

Packard’s thirty-two years earlier. “Steve and I just sat on the sidewalk in front of Bill’s house for the longest time, just sharing stories—mostly about pranks we’d pulled, and also what kind of electronic designs we’d done,” Wozniak recalled. “We had so much in common. Typically, it was really hard for me to

explain to people what kind of design stuff I worked on, but Steve got it right away. And I liked him. He was kind of skinny and wiry and full of energy.” Jobs was also impressed. “Woz was the first

person I’d met who knew more electronics than I did,” he once said, stretching his own expertise. “I liked him right away. I was a little more mature than my years, and he was a little less
mature than his, so it
evened out. Woz was
very bright, but
emotionally he was my age.”
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Cao Cao understood and at once prepared his army

Cao Cao understood and at once prepared his army to move. Just at this moment

an imperial messenger was announced with the very command Cao Cao wanted, and Cao Cao immediately set out.

  At Luoyang everything was desolate. the walls had fallen, and there were no means of rebuilding them, while rumors and reports of the coming of Li Jue and Guo Si kept up a state of constant anxiety.

  the frightened Emperor spoke with Yang Feng, saying, “What can be done? There is no answer from the East of Huashang, and our enemies are near.”

  then Yang Feng and Han Xian said, “We, your ministers, will fight to the death for you.”

  But Dong Cheng said, “the fortifications are weak and our military resources small, so that we cannot hope for victory, and what does defeat mean? I see nothing better to propose than a move into the east of Huashang Mountains.”

  the Emperor aGREed to this, and the journey began without further preparation. There being few horses, the officers of the court had to march afoot. Hardly a bowshot outside the gate they saw a thick cloud of dust out of which came all the clash and clamor of an advancing army. The Emperor and his Consort were dumb with fear. Then appeared a horseman; he was the messenger returning from the East of Huashang Mountains.

He rode up to the chariot, made an obeisance, and said, “General Cao Cao, as commanded, is coming with all the military force of the East of Huashang; but hearing that Li Jue and Guo Si had again approached the capital, he has sent Xiahou Dun in advance. With Xiahou Dun are many capable leaders and fifty thousand of proved soldiers. They will guard Your Majesty.”

All fear was swept away. Soon after Xiahou Dun and his staff arrived. Xiahou Dun, Xu Chu,

and Dian Wei were presented to the Emperor who graciously addressed them.

Then one came to say a large army was approaching from the east,

and at the Emperor’s command Xiahou Dun went to ascertain who these were.

He soon returned saying they were Cao Cao’s infantry.

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“He fears an ambush in the wood,” said Cao Cao

“He fears an ambush in the wood,” said Cao Cao. “We will set up flags there and deceive him. There is a long embankment near the camp but behind it there is no water. There we will lay an ambush to fall upon Lu Bu when he comes to burn the wood.”

So Cao Cao hid all his soldiers behind the embankment except half a hundred drummers, and he got together many peasants to loiter within the stockade as though it was not empty.

Lu Bu rode back and told Chen Gong what he had seen.

  “This Cao Cao is very crafty and full of wiles,” said the adviser. “Do not act.”

  “I will use fire this time and burn out his ambush,” said Lu Bu.

  Next morning Lu Bu rode out, and there he saw flags flying everywhere in the wood. He ordered his troops forward to set fire on all sides. But to his surprise no one rushed out to make for the stockade. Still he heard the beating of drums and doubt filled his mind. Suddenly he saw a party of soldiers move out from the shelter of the stockade. He galloped over to see what it meant.

  then the signal-bombs exploded; out rushed the troops and all their leaders dashed forward. Xiahou Dun, Xiahou Yuan, Xu Chu, Dian Wei, Li Dian, and Yue Jing all attacked at once. Lu Bu was at a loss and fled into the open country. One of his generals, Cheng Lian, was killed by an arrow of Yue Jing. Two thirds of his troops were lost, and the beaten remainder went to tell Chen Gong what had come to pass.

  “We had better leave,” said Chen Gong. “An empty city cannot be held.”

So Chen Gong and Gao Shun, taking their chief’s family with them,

abandoned Dingtao.

When Cao Cao’s soldiers got into the city,

they met with no resistance.

Zhang Chao committed suicide by burning himself. Zhang Miao fled to Yuan Shu.

Thus the whole northeast fell under the power of Cao Cao. He immediately tranquilized the people and rebuilt the cities and their defenses.

Lu Bu in his retreat fell in with his generals, and Chen Gong also rejoined him, so that he was by no means broken.

“I have but small army,” said Lu Bu, “but still enough to break Cao Cao.”

And so he retook the backward road. Indeed:

Thus does fortune alternate, victory, defeat, the happy conqueror today, tomorrow, must retreat?

What was the fate of Lu Bu will appear later.

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