CHAPTER 16

Good Integrate!

Prepare, Experiment, Refine

So, what’s the plan? I invite you to spend a moment thinking about where you’d like to start putting this material into practice. Having a specific activity, meeting or request in mind will help you focus and contextualize your learning. Since it’s early days and getting straight to “Yes” is a marathon, not a sprint, I’d encourage you to start small. To be explicit, don’t pick the most important negotiation your business has ever seen to try a new technique for the first time – low-risk is better, zero-risk even better yet. Zero-risk means playing with these ideas with your colleagues, friends or family: secretly try out the techniques in a playful way to see just how fabulous some of them ...

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