Episode 158 - Hijack Negotiations with Emotion

Maximize Your Influence · Sep 21, 2016 · 1m

Worry When your prospect is worried or preoccupied with something occurring now or could happen in the future. The wrong type of worry can hinder persuasion. Worry is feeling anxious, uneasy, or concerned about something that may happen, or has already happened. Worry creates anxiety which creates tension—a fear that occupies our thoughts, which if encouraged will grow and continue to dominate our thoughts. I have heard worry referred to as "negative goal setting." You can combat worry in your prospects by modifying their anxiety. Bring them back to reality by having them realize we can't…