ADR/Negotiation Tips are published by e-mail in our Monthly Newsletter. If you would
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Here are some of the tips which have been published in the past in the Monthly Newsletter ... we'll post
a different Past Tip every Monday ...
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| Week of Aug. 30, 2010 - Sep. 5, 2010 |
Friday September 3rd |
15. TELL A SECRET
If you want to convince someone of something you don't think they'll believe, tell them a secret. Secret information always seems more valid and trustworthy than public information. Use language like: "I'm telling you this in strictest confidence" or "I shouldn't be telling you this, but" or "If you promise to keep it a secret." And if you want to get the other side to commit to something, use the magical three-step formula that has been used throughout history, and especially by our spies in World War II: tell a secret, make a confession and then ask a favor.
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