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The Complete Idiot's Guide to Persuasion by Steve Booth-Butterfield

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Chapter 8
The Two Step
 
 
In This Chapter
• Creating a setup with either “No!” or “Yes!”
• Real-world examples of doing the Two Step
• Effectiveness and limitations
• Why does it work?
Let’s dance. We’ll do a Two-Step number. Guess how many steps you need for this one? That’s right: two! See how simple persuasion is? Feel the rhythm. Just two steps and you’ll be persuading like a pro in no time.
There are two versions of the Two Step. The first one begins with the “No!” step, and the second begins with … what did you say? Good for you. That’s right. The second one starts with “Yes!”

Ah-One, Ah-Two … Doing the Two Step

A stranger approaches you at the shopping mall one day and politely asks whether she can have a minute of your time. You stop and ...

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