Don't beat them with logic or brute force. Ask them questions that open past your goals. It's not about you. I say all the time, written in these books, make it their idea. How can I make this their idea? And the other thing I say a lot is the truth doesn't matter if I punch you in the face with it. You're probably going to stab me in the neck with your facts from your perspective. Now we get into this section here. Trigger the two or the chapter five, trigger the two words that immediately transform any negotiation. If you successfully take someone up the behavioral change stairway, each stage attempting to engender more trust and more connection