Chapter 53. Likeability Means Leverage

In order to be persuasive, it is also helps to be likeable. In fact, according to the Gallup poll, likeability has been the one single element that has been absolutely and positively correlated to predicting the winner since 1975.

Let’s be clear. Likeability is not about being super-funny or the life of the party. It’s not about winning the office popularity contest. Likeable people are just those who are comfortable and easy to be with and who treat others fairly and politely. These character traits bring down others’ defenses, making them feel comfortable in your presence, and happy to give you their time and attention. It’s then easier to get what you want from them, since they will be looking for ways ...

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