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Persuasion Equation by Mark Rodgers, Alan Weiss

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CHAPTER   2   

Decision Making

The Surprising Reasons People Say Yes and No

Picking his way through the cramped ballroom, with people-filled padded chairs all askew, there was no clear route. Obstacles, however, were not this man’s primary concern. On his face, you could see his mind racing—searching for what he would say once he was in front of the crowd. Few people like public speaking, but this situation seemed even more torturous than usual. He found his standing spot, turned, and faced the crowd.

“I have traveled three hours round-trip every day to attend this session. I’ve driven dangerous roads and in heavy traffic. You are a talented and knowledgeable group. I have learned from you, and you have learned from me. And I sure could use the ...

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