March 19, 2012
When people are motivated to assume the position on something, when they decide they are for or against something, the meaningful shades of grey in between no longer get noticed. Reader take note: Those shades of grey constitute the domain where persuasion can occur.
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April 18, 2011
If someone has obviously already arrived at a decision or conclusion, you can ask how he got there. Listen for the thought process involved—you may be able to trigger that same process to help the person arrive at a different decision. Knowing how he thinks can help you cater your approach and reach that click.
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