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Leadership and Self-Deception, 2nd Edition by The Arbinger Institute

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6 The Deep Choice That Determines Influence

“So what’s this something deeper?” I asked curiously.

“What I’ve already introduced to you—self-deception,”

Bud replied. “Whether I’m in or out of the box.”

“Okay,” I said slowly, wanting to know more.

“As we’ve been talking about, no matter what we’re doing on the outside, people respond primarily to how we’re feeling about them on the inside. And how we’re feeling about them depends on whether we’re in or out of the box concerning them. Let me illustrate that point further with a couple of examples.

“About a year ago, I flew from Dallas to Phoenix on a flight that had open seating. While boarding, I overheard the boarding agent say that the plane was not sold out but that there would be very few unused ...

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