CHAPTER   9   

Persuasion 911

What to Do When Your Persuasion Attempts Go Awry

I’ve flown considerably more than a million airline miles, and I’ve never taken a single flight that didn’t have at least some turbulence during the ascent. Likewise, rarely do persuasion attempts get off the ground without at least a few bumps. I call this “assent turbulence.”

Persuasion turbulence occurs when new information appears, people are influenced by other opinions, or X factors are in play. Be it a promotion, a firing, or a merger, things happen that change a person’s perspective on your request. And the larger (or more complex) your request is, the more important it is for you to buckle your seat belt. But just because things get a bit bumpy doesn’t mean ...

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