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The Smart Solution Book by Mr. David Cotton

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Tool 14

Head/heart-push/pull

What the tool is

Head/heart-push/pull allows you to view the solution to a problem or a decision from all angles so that you can communicate it more effectively.

  • The head argument is a rational one, dealing with facts, figures and information coolly and objectively.
  • The heart argument works at the emotional, subjective level, tugging at the heart strings and offering opinions rather than facts.
  • The push approach argues a case so that the listener feels that they have no choice but to comply.
  • The pull approach attracts the listener towards an argument, making it seem irresistible.

By combining head-push, head-pull, ...

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