3ConvinceChanging the Way Others See Things
One of the best ways to persuade others is with your ears—by listening to them.
—DEAN RUSK
Jennifer Allyn, a managing director for PricewaterhouseCoopers, the world’s largest accounting and consulting firm, described her best negotiation as having occurred when she was going through her divorce. During their marriage, each weekend her husband and their then two-year-old daughter had done the family food shopping. After they separated, she was trying to figure out how she was going to handle this added weekly task, in light of her busy work schedule. She understood that one of the things her soon-to-be ex-husband was worried about was being seen by his daughter as a “weekend visitor.” So Jennifer suggested ...
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