Quotes

Overwhelmed, Page 156

Grousing about how little husbands do at home is a regular and tiresomely predictable social exchange.

Never Split the Difference, Page 156

…without self-control and emotional regulation, [negotiating using calibrated questions] doesn’t work.

Switch, Page 156

Identity is going to play a role in nearly every change situation. Even yours.

Only the Paranoid Survive, Page 156

What used to be referred to as ‘managing by walking around’ has to a large extent been supplanted by letting your fingers do the walking on the keyboard.

What Got You Here Won’t Get You There, Page 156

The more you subsume your desire to shine, the more you shine in the other person’s eyes.

Flawless Consulting, Page 156

Defenses and resistance are a sign that you have touched something important and valuable.

Priceless, Page 156

Upper-middle-class consumers are angry because they can’t afford the gear featured in the store and worn by celebrities. The knee-jerk reaction is to get happy by buying something else.

Never Split the Difference, Page 156

If you can’t control your own emotions, how can you expect to influence the emotions of another party?

Seductive Interaction Design, Page 157

(Play + Challenges) + (Rewards + Goals) = Game

Think Like a Champion, Page 157

A great portion of life and business involves acting. Life is a performance art, no matter what field you’re in.