blind spots, hidden needs, and undeveloped notions.
Once you understand that subterranean world of
unspoken needs and thoughts, you’ll discover a universe of
variables that can be leveraged to change your counterpart’s
needs and expectations. From using some people’s fear of
deadlines and the mysterious power of odd numbers, to our
misunderstood relationship to fairness, there are always
ways to bend our counterpart’s reality so it conforms to
wh at we ultimately want to give them, not to what they
initially think they deserve.
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