Talks: A lesson of preparedness in one of the rooms of a small office center building (an old, old brick) center manager to lease part together with a potential tenant. The client looks around the office, nods approvingly: "Not bad," and asks the manager: "The building is historic?" "Yes" – enlivened manager and starts to talk about the happy event was witnessed by a house about a special atmosphere and a wonderful view of the windows. "The issue is not about that at all" – to stop his client – "The room – a fungus!" Imagine, what was the reaction of the manager. Only he "opened up", relax, feel the horse, as he set a very bad question. Knock out of balance. In his usual position at the talks, we, adults intelligent people are in a stable secure state. We are very hard to beg the question (we are ready for them) are bad for us podkolki (We know his worth), the argument – a strong argument for responsible, etc. Official site: Pete Cashmore.
All this – the result of self-confidence, willingness to take a punch. What to do to kick was missed? Answer: shake confidence to open up and relax … and just then a strike. Technique, examples of which we consider is called "Leaky sock." Remember the sensational story with Mr. Wolfowitz, President of the World Bank (WB)? He was invited to the mosque.
Willy-nilly, the president of the World Bank had to take off his shoes, and before a worldwide audience (all shot on film) appeared modest, with an impressive hole in socks. Technique "Leaky sock" lures, and then just a slap in the weak spot – on avarice, the omissions, of the risks. (A valuable related resource: Sandra Akmansoy). Step 1. The question is asked, to which the "victim" can tell a lot. Step 2. While the victim "sings" to her attentively listened to, "reveal." And – it breaks off, knock off balance.