How to Influence and Persuade 2nd edn, 2nd Edition

Chapter 7

Play the right tune

Ever since Freud and his disciple Jung created psychotherapy, therapists have been trying to figure out how people work. How much progress they have made is open to debate. Most of us do not have the time, expertise or need to become psychotherapists. We need some short hand methods of quickly understanding and influencing our friends and colleagues.

Fortunately, we do not need to put our colleagues on the couch to understand them. To get onto their wavelength, there are two things we can do.

1. Write the right script.
2. Tune into our colleagues: adapt to their style.

For each of these goals, there is a simple tool we can use to help ourselves.

Write the right script

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