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How to Tell Anyone Anything by Richard S. Gallagher

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CHAPTER 7

Incentivize: It's All About Them

A psychology professor recently told me an interesting story about the early days of his own private practice when he often worked with at-risk youth. As a bright young therapist, fresh from learning the very latest in communication skills, he imagined himself helping these youth examine the choices they were making and hopefully leading them to make some positive changes.

Except that it didn't quite work that way. Adolescents tuned him out. They were about as interested in examining their “choices” as you are about doing your taxes. And the last thing they needed was another surrogate parent figure trying to nudge them toward doing the right thing.

For this therapist, who was a very quick study, the ...

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