When I’m getting ready to persuade a person, I spend one-third of the time thinking about myself, what
I’m going to say, and two-thirds of the time thinking about him and what he is going to say.
When I’m in a leadership position, there’s always a hidden fear inside the person I’m leading and about to talk to. If I don’t understand that fear, I’m going to have a very hard time creating agreements with that person. And motivation is all about creating agreements.
My goal is to get my people to agree to work with me. I may want them to agree with me to perform at a higher level, or to get some work done that I think needs to be done, or to communicate with me differently, or to treat the customer ...