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Secrets of Power Negotiating by Roger Dawson

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Chapter 25Unethical Gambits: Planted Information

Returning from a speaking engagement, I was discussing the presidential press conference with my seat mate. “I don’t believe he’s telling the truth,” he told me. “I met a man who knew someone who works at the White House, and he told me the president did know all about it all along. He’s covering something up.” What amazed me about this was I found myself believing what this man was telling me, rather than believing what I had earlier heard the president of the United States say at the press conference. Why? Because we tend to believe information we have obtained surreptitiously.

Planted information can be an astoundingly powerful influencer. A salesman is making an impressive presentation to a ...

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