Winning can be defined as the science of being totally prepared.


I’m sure that as you read through this book, you thought about tough situations you’ve been in and some of the angry, worried, and suspicious people you’ve had to win over. I hope you’ve learned some things that will drive up your CODE score the next time.

As a consultant, I don’t find myself having to break through and win people over in tough situations very often; usually, I’m off to the side, counseling, preparing, and training my clients to do so. It does happen from time to time. The story I told at the beginning of Chapter 2—and used as a model CAN response in Chapter 10—about helping the professional society unveil its new name, logo, ...

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