You’ve already learned from debate champions and expert negotiations…
Page 136. You’ve already learned from debate champions and expert negotiations that asking people questions can motivate them to rethink their conclusions.
— from Friends, Community & Society (Relationships/Community/Society)
In the book
The best negotiators have a related discipline: they never write the other side off as crazy — when someone's behavior confuses you, they lean into the confusion and treat it as a clue to the information you are missing. And if you truly want someone to reconsider a position, badgering them rarely works; asking them honest questions does far more to move them — but only once they trust that you are doing it for the right reasons, not to score a point. Much of the damage, though, we do to ourselves. — Friends, Community & Society (Relationships/Community/Society)
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