fear of embarrassment

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A willingness to be wrong creates a Wright

The Wright brothers didn’t fly on their first attempt. They failed countless times before successfully gliding above the earth.  In fact, many of their attempts could be viewed as downright embarrassing. In their day, even the concept of human flight was blasphemy. It was enough to put their psychological condition on trial. But thank God…

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Start with the ridiculous and work toward the reasonable

In the realm of negotiation, there is widely understood maxim: “He who proposes the first figure loses.” What is the reasoning behind this phrase? In fear of sounding ridiculous, the first person typically proposes what is (or might be near) a logical figure. What is not often understood is that all following conversations are framed…

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