"I won't sell, Julian," Vance said, leaning back and blowing a thick cloud of smoke. "The company is my legacy. You are wasting your time."
Vance blinked, momentarily thrown off balance. He had expected a fight. By agreeing with him, Julian had instantly disarmed Vance's combative stance. They were no longer adversaries; they were on the same side. Persuasion Tactics: Covert Psychology Strategie...
Julian adjusted his silk tie in the mirror. He wasn't going to demand the shares. He was going to make Vance beg him to take them. "I won't sell, Julian," Vance said, leaning back
By midnight, the term sheet was signed. Vance shook Julian's hand warmly, thanking him for his honesty and vision. Julian walked out into the cool night air, the heavy rain now just a soothing background hum. He hadn't forced Vance to do anything. He had simply rearranged the furniture of the man's mind until Vance walked through the door Julian had opened for him. He had expected a fight