17. Thank people
A really genuine ‘thank you’ costs you nothing and makes the other person feel good even though you might have wrung a tough concession out of them.
And even if you don’t get what you want, thank them for listening to you and giving their time. It could make it much easier when you get a second chance.
Saying ‘thank you’ is seriously important because all influencing is an emotional experience as well as an exchange of data and information: if we treat someone well, they cannot help but be more likely to be swayed by our thoughts. This idea is sometimes known as ‘managing the emotional bank account’. Like with our financial bank accounts, it helps if we make regular deposits and keep withdrawals down to the bare essentials. ...