Magic Words: The Science and Secrets Behind Seven Words That Motivate, Engage, and Influence by Tim David

Author:Tim David [David, Tim]
Language: eng
Format: epub
Tags: Skills, General, Business & Economics, Self-Help
ISBN: 9780698164192
Google: 56gTAwAAQBAJ
Publisher: Penguin
Published: 2014-12-02T21:13:02+00:00

MAGIC WORD #4

THEIR NAME

One of the richest men in America was burning my hands.

That’s magician lingo. It means I couldn’t shake the multibillionaire’s gaze away from the secret move that I needed to do. He was dialed in. If I tried anything sneaky now, I was busted. I cracked a halfhearted joke.

Nothing.

Fortunately, I caught a break. Someone behind him called out his name. “Excuse me, Mr. Redstone!”

It worked. It broke the spell. He snapped out of it for a brief moment and I grabbed my chance. The years of practice paid off, and I executed the move swiftly—knowing that he wouldn’t notice anything had changed when he regained his focus. (This is a phenomenon known as “change blindness.” We magicians take advantage of that particular observational flaw all the time.) The rest of my routine went off without a hitch. Laughter, applause, and I was off to the next table.

In the case of my experience with Mr. Redstone, the impact of hearing his name was obvious. But why did this happen? More important, how can you strategically use the power of names with coworkers, employees, and bosses?

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