CHAPTER 7
THERE IS NO PROBLEM, ONLY A SOLUTION WAITING TO BE FOUND
Find the Self-Interest
Things are only impossible until they’re not.
—CAPTAIN JEAN-LUC PICARD
SELF-INTEREST IS the amygdala at work. All deals done and conflicts resolved are based on aligning the self-interests of the players involved, regardless of whether you’re dealing with nice people, jerks, fraudsters, cooperative parties, or stubborn folks.
Self-interest makes the world go around. Find the self-interest and you have the key to a deal. The problem is that most people focus only on their own self-interests. By Holding the Calm, you focus on other people’s self-interests ...
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