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“DO YOU REALLY BELIEVE THAT?”

Benefit:Move a person who’s “over the top” from resistance to listening by lowering the person’s anger or fear.

An exaggeration is a truth that has lost its temper.—KAHLIL GIBRAN, POET AND PHILOSOPHER

Here’s a fun little trick I owe to my friend Scott Regberg, whose Los Angeles firm, Regberg & Associates, produces high-profile events ranging from televised presidential debates to major national conferences. If you’ve ever participated in that kind of planning, you know it takes nerves of steel and the organizational ability of General Patton.

But above all, as Scott can tell you, pulling off huge events without a hitch (and making it look effortless) requires the ability to communicate effectively and keep people ...

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