Chapter 15. BIG DECISIONS
In which we discover whether our subject is being persuaded to make a major or minor decision
I suppose you could call the more elementary persuasion techniques 'Pounce and Sign' and they work extremely well if the decision is not a major one nor has the threat of serious consequences. However, we can come up against real resistance when the decision is a huge one. It's not about whether the other party likes or even dislikes us, it is when they can see that their decisions could have life-changing ramifications. If we are going to use our map analogy here, our subjects are a very long way from the destination that we have got planned for them, but I believe that anyone can be persuaded to do anything. After all, the only ...
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