CHAPTER 12
The Psychology of Self-Persuasion
The First Person Who Needs to Say Yes . . . Is You
I can’t apply for that position, thought the thirtysomething product quality manager engineer. I’ll never get it.
Some people squeeze stress balls when they think through things. Tom Butler had a baseball. And not just any baseball, but a limitededition 2004 Boston Red Sox World Series commemorative ball. He rotated it in his hand, the way a reliever might in the late innings of a crucial game. He clicked back over to his Microsoft Outlook and hit the send/receive button. More emails. As he scanned the seemingly endless list of meeting invites, CYA cc’s, and the occasional offering for a Russian bride that slipped through the spam filters, his ...
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