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When a decision to act must be made instantly, it is made through a system of emotional bookmarks. The emotional system reacts to circumstances, finds bookmarks that flag similar experiences in your past and your response to them, and allows you to recall the feelings, good or bad, of the outcomes of your actions. Those gut feelings give you an instant reading on how to behave.
Deep Survival
Laurence Gonzales
If you lead a big organization, you can’t have a relationship with everybody. But the relationships you have with your direct reports will impact the relationships they have with their direct reports. The ripple effect will go a long way toward creating—or destroying—a positive culture. Relationships may not scale, but culture does.
Negotiate in their world. Persuasion is not about how bright or smooth or forceful you are. It’s about the other party convincing themselves that the solution you want is their own idea. So don’t beat them with logic or brute force. Ask them questions that open paths to your goals. It’s not about you.
Never Split the Difference
Chris Voss and Tahl Raz
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