Quotes

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.

Never Split the Difference, Page 156

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

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?

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.

Seductive Interaction Design, Page 157

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

When, Page 157

As people age, they edit their friends.

ReWork, Page 157

…this ‘solve your own problem’ approach lets you fall in love with what you’re making. You know the problem and the value of its solution intimately. There’s no substitute for that.