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People are motivated by their own interests from "summary" of The Art of Persuasion by Bob Burg
Understanding that individuals act based on their own interests is fundamental to effective persuasion. Each person carries unique desires, goals, and motivations that drive their behavior. Recognizing these personal interests is crucial for anyone looking to influence others. The key lies in connecting with what others value the most. When approaching a conversation or negotiation, shift focus from personal objectives to those of the other party. Ask questions that uncover their true motivations. Listening attentively not only builds rapport but also reveals insights into how to align your proposals with their interests. This practice fosters a cooperative at...
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