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Straight to Yes: Asking with Confidence and Getting What You Want
book

Straight to Yes: Asking with Confidence and Getting What You Want

by Haider Imam
March 2013
Beginner to intermediate content levelBeginner to intermediate
240 pages
4h 23m
English
Capstone
Content preview from Straight to Yes: Asking with Confidence and Getting What You Want

CHAPTER 12

Reactance

Deep down, no one likes to be bossed around and dominated. Unless they’re paying for it, which is a different book entirely! We all share a natural drive to protect our rights, choices and resources that we will fight for if necessary. Admittedly, it may take some of us a while to build up the courage or frustration to push back, but push back we usually will. And that will to push back is called psychological reactance.

If reactance is a learned response, we learn it very early on: a baby whose mother pulls away to pause while breastfeeding will demonstrate it at volume. The key bit of grey matter kit that’s involved here is our amygdala, an almond-shaped mass of nuclei located deep within the temporal lobe of the brain. ...

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Publisher Resources

ISBN: 9780857083784Purchase book