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360 Degrees of Influence by Harrison Monarth

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CHAPTER 4Know What Really Motivates People and What People Really Care About

Imagine for a moment that you’re sitting across from yourself in a comfortably lit office in what will be a high-stakes meeting. Your job is to convince the other You to do things differently—something that may initially be uncomfortable but will ultimately benefit both you and You in the long run. The advantage you have in this scenario is that you know exactly what buttons you’ll have to push to get You to consider the benefits that matter most to You in a proposal. You’ll also know precisely what types of resistance You will put up and why. You know what values and beliefs You hold and which ones have priority. You’ll know which of them you most need to speak to and ...

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