Persuasion is often associated with manipulation, insincerity, or being a demagogue. It shouldn’t be surprising given some of the misguided approaches of traditional sales and negotiation training. In this book you’ll learn the opposite. You’ll discover the fundamental flaw in most common approaches to persuasion, and how even our own intuition can lead us astray.
I recognised something that is obvious but rarely talked about: people want to avoid unpleasant pressure. When they are forced into a new way of thinking or behaviour, agreement is often simply a method of avoidance. It is not only inauthentic, but counterproductive. Simply put: aggressive methods of persuasion have no real or positive lasting impact. In fact, they can actually harm the person using them.
You Are Not Moving Slow Enough offers a different approach. It doesn’t teach you how to outsmart the other person and “win”. Instead, it focuses on the critical foundation of any persuasive dynamic: the other person’s experience of your joint encounter. In the final analysis, to reach true agreement, the person you want to influence must find YOU agreeable. This book focuses on how to get people to agree with YOU, rather than with what you SAY. By becoming agreeable – you set yourself up to be a highly persuasive person, regardless of topic or specific circumstances.