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Chapter 2
Communicating to Get Results
f “I am!” is the shortest sentence, “I want” might be the
most powerful, for these two words energize all human
endeavors. They are the source of motives and motivation, of
striving and scheming, and of creativity and invention.
When you think about it, almost everything we say—
every message we convey with a wink, a raised eyebrow, a
nod, a smile, or a shrug—is about wanting or not wanting
something that is being offered. Communicating is a lot more
than word choice: it is about using an almost infinite range of
nonverbal gestures as subtle as a raised finger in response to
an auctioneer’s offer ...