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Maximum Influence, 2nd Edition by Robert G. Allen, Kurt W. Mortensen

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CHAPTER 11

The Law of Expectations

The Impact of Suggestion

What gets measured, gets done.

—PETER DRUCKER

We can influence reality. Although I am not recommending you do this, just visualize this happening. Select a coworker and get three or four other people in on the prank. You approach her and say, “Are you sick, you don’t look well.” She will probably say, “Nope. I’m OK.” The next colleague approaches her and says, “You look a little pale. Are you sick?” She responds, “No, I’m ok.” The third person approaches her and says, “You look a little green. Are you sick?” She now might say, “Yeah, I am feeling a little under the weather.” Finally, ...

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