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Why aren’t we as persuasive as we believe ourselves to be?
The first problem with our persuasion efforts is that we put too much trust in our natural ability to convince and therefore we usually turn up for the meeting totally unprepared.
Make a case for preparing thoroughly for a meeting.
Jot down your ideas on a piece of paper, try to think what the other will say, try even to rehearse with a friend or in front of a mirror. Writing things down also helps with our mindset.
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Prepare for the no, not for the yes
Our natural choice is to gather many arguments that would get the other to say yes. This should not be our first approach. Before offering arguments in favor of our claim, we need to deal with the reasons for which the other would say no.
Understand that reasons to say no have nothing to do with the reasons to say yes.
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How do you prepare for no?
An efficient method is to perform a quick pre-mortem before your interaction.
It’s a method devised by a psychology professor, Gary Klein, for identifying the flaws of projects even before starting them.
Try to think that you are in the future, the persuasion just failed and you have to find three concrete reasons that led to this. It takes a few minutes and you might be surprised.
It will not only make you much prepared for the interaction but more importantly, can give you a trampoline for persuasion.
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CURATED BY
I teach Thinking and Deciding in Business for multiple schools in Romania and abroad. On top of that, I am an angel investor, a trainer and I run marathons, often dressed as Mickey Mouse.
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