Chapter 7Nodes: Appreciating the Affinity Principle
The meeting began with what seemed like idle chatter. Toby skillfully interviewed Clarise as he probed into her education and work experience. At every outset, Toby looked for common ground. “I went to that college, too,” he exclaimed. “Why, I live in that development also.” “You’re a Cubs fan too?” Prior to the meeting, Toby spent time on social media researching Clarise. None of the details she supplied were new to him. Toby leaned forward as Clarise leaned forward, and carefully mimicked her body language. After 10 minutes of conversation, Clarise said, “I can’t believe how much we have in common!” Toby masked his grin.
What Are Nodes?
Nodes are personality types. There are four types: hard, ...
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