Through Chapter 68 of Adversaries into Allies

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@@ -396,3 +396,18 @@ by Bob Burg
 
 * If a person says no, don't try to persuade. They will feel relaxed instead of pressured, and in turn trust and like you.
 * People tend to intuitively trust those who are like them; relate-ability is accomplished most easily by finding similarities.
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+#### Chapter 66: The Pre-Apology Approach
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+* Empathize; it's always easier to get what you want or need by first helping the other person feel better about themselves.
+* Look and listen for what someone is feeling, even if they're unaware they're communicating it, and acknowledge it.
+
+#### Chapter 67: Influencing in Style: A Reader Success Story
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+* Set a positive frame and compliment; then reject an offer while making it impersonal, and give the other person an out.
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+### Section 7: The Character of Ultimate Influencers
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+#### Chapter 68: Stand Firm on Principle
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+* Do not change your principles. Be consistent and predictable and make your character understandable.