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a persuasive tool. It's why strong extroverts aren't very good. Honestly, they talk too much. They don't listen very well. But strong introverts don't talk enough because ultimately you're trying to change people's behaviors. You need a little bit more assertiveness. But there are also things like feelings of power. So if you're in a less powerful position, you're trying to persuade up. You're much better off talking about interests rather than emotions. There's some interesting research in negotiation showing that if you put people in a negotiation center, you say, go in and do this negotiation, then we see how well they do. Then we give another group to say, go into this negotiation. I want you to really focus on the other side's emotions and feelings. And then the third group, think about the other group's thoughts and interests. And it turns out that both the emotion group and the thoughts and interest groups do better than the control group. But the thoughts and interest groups do better than the emotions group. It's particularly true when persuading up. You're in a one down position of power. Focus on interest. Focus on interest. Focus on interest. Focus on interest. You're trying to get your boss to do something differently. Explain why it's a good deal for her. Explain why it's going to make her life easier. Now, if you're persuading down, if you're the boss, there's a different set of skills that are necessary. And in this case, one of the things that you see is some very powerful research showing that feelings of power are inversely correlated with perspective taking. That is, the more powerful someone feels, the worse their perspective taking abilities become. We see this a lot. There's some sociology research when it comes to things like status. High status people, terrible perspective takers on average. Doesn't mean every, obviously every high status person is a bad perspective, but on average, low status people, very good perspective takers. Why? Because they don't control the resources. They have to understand the people who do control the resources. We see this kind of inverse correlation. And so what happens is a lot of times bosses basically try to use force to get people to do stuff, which might work in the short term, but is a disaster in the long run. One of the things that bosses can do is actually temporarily reduce their feelings of power in persuading down and actually as a consequence, increase the acuity of their perspective taking. If we are in an alternative universe where I was your boss, obviously would never happen in a thousand years. And I want you to do something and you think it's a bad idea and you resist. My instinct is to be sort of coercive. But what I'm better off doing is actually saying, you know what, this sort of recalibrating in my head. It's like, hey, wait a second. Even though I'm the boss, even though I can fire Chris, maybe I'm less powerful than I think. Chris is very good. He can go get another job. I need him to be all in on doing this. And when I reduce my feelings of power, I'm better able to say, okay, what's in it for Chris to do this thing that I want to do? Why is it a good deal for him? Why does it make his life better? So again, some of these very small techniques can increase our perspective taking, make us more persuasive because we're better able to find common ground with people. Okay.