Most people will give you the means to persuade them if you watch and listen carefully. Too often, we don’t notice enough about others. Noticing signals of all sorts—verbal and nonverbal—provides much information that can be used for persuasion. If the other person says, “I can’t possibly do that for you at this time,” you should ask, “When can you do it?” or “Who else can?” If they say, “This is our standard contract,” you should ask, “Have you ever made an exception?” If they say, “We never negotiate on price,” you should ask, “Well, what do you negotiate on?” Look at every word, inflection,
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