Quotes

Never Split the Difference, Page 242

You’re going to have to embrace regular, thoughtful conflict as the basis of effective negotiation – and of life.

Quit, Page 242

Leaders commonly fall into the trap of evaluating people solely by whether they’ve achieved a goal or not. When they do that, they’re increasing the potential for escalation of commitment.

How, Page 242

To thrive in the new conditions of twenty-first-century capitalism, groups must learn to place the structures of governance in each individual’s hands.

Lost and Founder, Page 242

The truths we hide about ourselves and our creations stay secret because we bury them in layers of guilt and shame, of fear and self-loathing.

Ogilvy on Advertising in the Digital Age, Page 242

The essence of a nudge is to change behavior without coercion, to work with people’s existing intentions.

Start With No, Page 242

…this fadeaway is far more effective than burning bridges.

Never Split the Difference, Page 242

…research has shown that genuine, honest conflict between people over the goals actually helps energize the problem-solving process in a collaborative way.

Quit, Page 242

A good set of kill criteria means you can win by achieving a goal or by successfully following those kill criteria.

Unapologetically Ambitious, Page 242

…if you’re willing to do the work, you can have everything you want – but not all at the same time.

Ogilvy on Advertising in the Digital Age, Page 242

Neuroscience helps us persuade better; behavioral economics assists people to make choices.