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THE ADVANTAGES OF UNDERSTANDING PEOPLE
Key Point: Connect Through Positive Emotions
The key to captivating your conversation partner lies in evok-
ing positive emotions. Steer clear of making them uneasy by
understanding their preferences. Discover what motivates them
and sparks their enthusiasm for action.
THINK ABOUT IT!
For your next pivotal conversation, consider applying these action-
able strategies:
• Begin by offering something unexpected—perhaps a conces-
sion, a small gift, or a genuine compliment.
• Cultivate a positive demeanor, as this sets the tone for the
interaction.
• Establish rapport by finding mutual interests to cultivate trust
and goodwill.
• Strategize your conversation starter to ensure it fosters a cheerful
atmosphere.
• Always be genuine in your approach to prevent coming across
as insincere or boastful.
We’re now ready to delve into a behavioral style framework that will
fine-tune your approach for interactions in recruitment, sales, or lead-
ership to match the distinct personalities you’ll encounter.
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