Step by Step

Besides, if you tell someone your conclusion first and they like it, they might agree without even thinking about it. Then you won’t get the benefit of their judgment, ideas, or suggestions. That might turn out to be a mistake. And, if you tell someone your conclusion first and they don’t like it – because it costs money or requires them to change or do something else unpleasant, you will have a difficult time convincing them that it is something they should do. In fact, they will probably fight you on every point you try to make, because they know agreeing to any part of it will help take them where they don’t want to go. If you take them, step by step, from where they are to the same conclusion, they will have already examined the other possibilities and the consequences of not acting. It will not be such a shock. It will seem like the best alternative.

Doing the Right Thing
and Achieving All Your Goals at the Same Time
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