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Business Confidential by Maryann KARINCH, Peter EARNEST

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CHAPTER TEN

The Presumption of Success

Regardless of whether your operation is recruiting an agent, making a sales call, or running a board of directors meeting, walk into the situation presuming that you will carry the day. The alternative is to assume that you will fail, or at least have discomfort about your ability to succeed. You will bleed that sense of doom.

You have a right to presume you will achieve what you want if you have forged alliances based on common interests, and you follow the rules of persuasion. And you can think of these rules in terms of both personal operations and organizational ones.

HUG YOUR ENEMY; WASH YOUR HANDS

Why do you create any alliance—on an individual or an organizational basis? An alliance enables you to ...

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