Whether it’s in a business situation, or a personal conversation with someone close to us, this is human nature:  We tend to focus first on what we want.

What we want may be to close the sale.  

Or sway their opinion.

Or just get them to agree with us.

As we try to accomplish the goal of persuasion, our subliminal ‘logic’ leads us to expose our true objectives, to allow the other person to plainly see what we’re after.  This makes (more…)