Be strong

4.1 Build your strength so you don’t have to use it

Let’s be clear here: many persuasion contexts don’t need strength and often it is downright counter-productive.

If you’ve read this far, you’ll know the whole premise of the book is that it is generally something you want to avoid. If you’re a boss and demand your team member stay late (‘Why?’ ‘Because I’m your boss and I say so’), it might work once, but that relationship is going to go south rapidly. You’ve just lost a lot of relationship capital.

Let’s be clear, too, that we aren’t saying build your strength to use it.

In the world of negotiation, there is a big myth that it is all about power. But if you try to push something through just because ...

Get Change Their Mind: 6 Practical Steps to Persuade Anyone Anytime now with the O’Reilly learning platform.

O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.