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“I just said to the man, “Let me see if I really understand what your position is and what
your concerns about my recommendations really are. When you feel I understand them, then we’ll
see whether my proposal has relevance or not.”
“I really tried to put myself in his shoes. I tried to verbalize his needs and concerns, and he
began to open up.
“The more I sensed and expressed the things he was worried about, the results he
anticipated, the more he opened.
“Finally, in the middle of our conversation, he stood up, walked over to the phone, and
dialed his wife. Putting his hand over the mouthpiece, he said, “You’ve got the deal.”
X. Discuss the following points in groups:
1. Industrial espionage.
2. Working conditions.
3. Accident prevention.
4. “Common sense” category.
