Finding the Shortest Way to Agreement |
When you talk business to win, a roundabout conversation will sometimes prove the shortest line to favorable decision. But always, the shortest line is that one which with only those necessary turns that avoid antagonism and friction, most directly reaches and satisfies your listener's inmost wishes - his underlying motives for action in the case. To touch a motive directly does not mean a bald statement - it may require the cleverest kind of diplomacy, with artificial hints, suggestions, appeals to the senses, testimonials, gestures, reminders.
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