The Underdog Edge: How Ordinary People Change the Minds of the Powerful and Live to Tell About It by Amy Showalter

Author:Amy Showalter
Language: eng
Format: mobi
Publisher: Morgan James Publishing
Published: 2011-07-31T16:00:00+00:00

THE UNDERDOG'S CHECKLIST

Do You Have Your Eyes Up?

Pack away your passion. When you are trying to persuade an adversary, it only creates more resistance.

Be self-aware. Don't undertake tough persuasion tasks when your willpower muscle is fatigued.

Give the gift of heroics. Will your request make your influence prospect a hero, or will he or she make new enemies? How can your top dog be seen as a hero by agreeing with you?

Will your prospect make new allies by helping you, or will agreeing to your request create new enemies? Who are the allies? How can you prove that they will indeed become an ally?

Keep your eyes up and watch previous behaviors. How can you make your request align with the top dog's past actions?

Listen for value statements. How is your cause consistent with what your big dog believes in and cares about?

What is the mental filter that your request must go through to be approved? How can you make sure your request fits the filter?

Know the difference between values and sacred values. When discussing sacred values, focus on the cost/benefit relationship, not the emotion of the issue.

Listen for what is not said regarding your request and adjust accordingly.

Present all sides of the issue and don't ask the top dog for an immediate decision on your first try.

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