“Midweek Material” curates articles, podcasts, videos, etc. on a variety of topics including law, marketing/sales, productivity and more. Intellectual property issues businesses should address in the Metaverse [Podcast]: You need to think about what IP is going to apply. When you talk to your IP counsel, I think they will be identifying issues associated with… Continue reading Midweek Material (June 29, 2022)
Tag: Persuasion
Book notes: “How to Win Friends and Influence People” – Part IV – Chapters 7-9
Part IV: Chapter 7 – Give a Dog a Good Name Carnegie believes a person will live up to the reputation you give them. As an example, a mechanic had begun doing subpar work. The service manager told the mechanic that since he was such a good mechanic, he would probably want to know that… Continue reading Book notes: “How to Win Friends and Influence People” – Part IV – Chapters 7-9
Book notes: “How to Win Friends and Influence People” – Part IV – Chapters 3-6
Part IV: Chapter 3 – Talk About Your Own Mistakes First Carnegie says that it is better to talk about your own mistakes before attempting to correct another. As an example, he shares a story about a father who found that his son had begun smoking. The father addressed his son by starting with how… Continue reading Book notes: “How to Win Friends and Influence People” – Part IV – Chapters 3-6
Book notes: “How to Win Friends and Influence People” – Part III – Chapters 10-12 – Part IV – Chapters 1-2
Part III – Chapter 10 – An Appeal That Everybody Likes Carnegie says humans do things for reasons that “sound good,” which may differ from their “real” or primary reason. He shares that it can be very persuasive to appeal to the reasons that “sound good.” For example, John D. Rockefeller Jr. wanted the press… Continue reading Book notes: “How to Win Friends and Influence People” – Part III – Chapters 10-12 – Part IV – Chapters 1-2
Book notes: “How to Win Friends and Influence People” – Chapter 3-Part II – Chapter 1
Chapter 3 – “He Who Can Do This Has the Whole World with Him. He Who Cannot Walks a Lonely Way” Carnegie explains that one of the most important skills that leads to success is being able to stand in another person’s shoes. Only then can someone align another person’s desire with their own. Carnegie… Continue reading Book notes: “How to Win Friends and Influence People” – Chapter 3-Part II – Chapter 1
Book notes: “How to Win Friends and Influence People” – Chapters 1-2
The next book in my “Book Notes” series is How to Win Friends and Influence People by Dale Carnegie. Wildly popular, the book has sold over 15 million copies since its first print in 1939. Carnegie began his career giving public speaking courses but realized there was a need to improve interpersonal skills. As before,… Continue reading Book notes: “How to Win Friends and Influence People” – Chapters 1-2
Book Notes: “Never Split the Difference” – Chapters 9-10
Chapter 9 – Bargain Hard Voss begins this chapter discussing how the bargaining part of any negotiation is anxiety-inducing for most people. His goal in this chapter is to rid readers of their bargaining concepts and give strategies to take advantage of psychological nuances. Voss states the three general types of negotiators are Analysts, Accommodators,… Continue reading Book Notes: “Never Split the Difference” – Chapters 9-10
Book Notes: “Never Split the Difference” – Chapters 7-8
Chapter 7 – Create the Illusion of Control Learning from the FBI’s history of negotiations, Voss states that the secret to effective negotiation is to get “your counterpart to do the work for you and suggest your solution himself.” He says the key is to give counterparts “the illusion of control” while you define the… Continue reading Book Notes: “Never Split the Difference” – Chapters 7-8
Book Notes: “Never Split the Difference” – Chapters 5-6
Chapter 5 – Trigger the Two Words That Immediately Transform Any Negotiation This chapter starts with Voss introducing the “Behavior Change Stairway Model.” The five stages of the model are active listening, empathy, rapport, influence, and behavior change. When implemented correctly, the model leads an adversary to feeling understood, and this leads them to literally… Continue reading Book Notes: “Never Split the Difference” – Chapters 5-6
Book Notes: “Never Split the Difference” – Chapters 3-4
Chapter 3 – Don’t Feel Their Pain, Label It In a negotiation, Voss claims that it is a mistake to try to avoid emotions and solve problems rationally because “emotions are the problem.” When emotional, it is hard to think rationally. He says the key is to label emotions to avoid having them take over. … Continue reading Book Notes: “Never Split the Difference” – Chapters 3-4
Andrew T. Daniel 