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The Art of Persuasion (Collection) by Jonathan Herring, Richard Templar

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Chapter 9. Golden Rule 9: Be great at resolving deadlock

For many arguments I would recommend “don’t force a deal.” Often there is no need to get the person to agree with you immediately. Even though it might boost your ego to hear them say “Ah, now I see how right you were and how wrong I was,” there’s no point in forcing them to that stage. Far better for them to think about it more and go through the arguments again. If they feel they’ve reached their own decision (rather than been browbeaten by you) they’re more likely to stick with their new-found belief. Of course, they may decide on the spot, in the light of your arguments, to agree with you, but normally you don’t need to force the issue. Give them time to think and be open for them to ...

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