[Quote From a Book (XI)]: “Perceptive people won’t share information with you…”
Published in
Jul 30, 2022
“Perceptive people won’t communicate with you beyond the chit-chat level until reciprocal risks take place. They won’t share information with you until you share some commensurate information with them. To persuade someone to advance to another square, you have to advance to another square, seemingly on an even-Steven basis with their revelations. This is mutual risk-taking behaviour — the deliberate building of two-way trust.”
— Herb Cohen, You Can Negotiate Anything
