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Quote by Jay Heinrichs

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Thank You for Arguing: What Aristotle, Lincoln, and Homer Simpson Can Teach Us About the Art of Persuasion

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Jay Heinrichs
Jay Heinrichs

Jay Heinrichs is a renowned author born in 1956. His works span across various genres, including novels, non-fiction, and children's literature. Heinrichs is beloved by readers for his unique writing style and profound insights into human nature. more

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“Gently push back, at least for one round. Cooperative people are programmed to say yes to the first reasonable proposal someone makes. To improve, you need to practice pushing back a little. A simple question that works well is: “Can you do better than that?” If the other side says no and you feel you can sustain the process for another round, ask for help understanding why that is the best they can do. If their answer makes no sense, share your confusion. You will get farther with a little polite persistence than you will by quick surrender.”

SurrenderPersistenceSay YesCooperativePush Back
Book:Bargaining for Advantage: Negotiation Strategies for Reasonable People
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“Gently push back, at least for one round. Cooperative people are programmed to say yes to the first reasonable proposal someone makes. To improve, you need to practice pushing back a little. A simple question that works well is: “Can you do better than that?”

SurrenderPersistenceSay YesCooperativePush Back
Book:Bargaining for Advantage: Negotiation Strategies for Reasonable People
Create image

“I squeeze his arm as Heather sticks the food in the oven. “Of course she will. Think of being here with Vivi as an apprenticeship. You learn what you need to know, and then you come home.” “How will I know when I’ve learned it, since I don’t know it now?” he asks. The question sounds like a riddle. “Come back when returning feels like a hard choice instead of an easy one,” I answer finally. Vivi looks over, as though she’s overheard. Her expression is thoughtful.”

JudeOakVivi
Book:The Cruel Prince
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