Quotes

Never Split the Difference, Page 155

Calibrated questions make your counterpart feel like they’re in charge, but it’s really you who are framing the conversation.

Playing Big, Page 155

…when our work is informed by research and professional expertise… it gains power and resonance when we remove the mask and imbue it with a vulnerable sharing about why it matters to us.

The Enthusiastic Employee, Page 155

The link is clear – do more to get more – and the system encourages, rather than discourages, improvement.

Only the Paranoid Survive, Page 155

…speak and answer questions as often as possible; while it may seem like you’re repeating yourself, in reality you will be reinforcing a strategic message.

The Messy Middle, Page 155

Periodically audit the processes around you and look for ways to either kill or improve them to free up your employees’ time where you can.

The E-Myth Revisited, Page 155

The truth is, nobody’s interested in the commodity. People buy feelings.

Flawless Consulting, Page 155

A client’s behavior is not a reflection on you.

Never Eat Alone, Page 155

You should be governed by the idea that one should seek first to understand, then to be understood.

Think Again, Page 155

Psychologists have found that when people detect an attempt at influence, they have sophisticated defense mechanisms.

Playing Big, Page 155

Playing bigger always includes, in some way, coming forward to tell our own tales; voice our own questions; and share our bare, simple truths.