Tactic 09 of 99
The Warm Hands
They’ll forget your words. They won’t forget how they felt with you.
What it is
How someone feels when they hear an idea rubs off on the idea. A good meal, a sunny day, a laugh, a comfortable chair: the good mood leaks into their judgment of whatever comes next. Psychologists call it affect, and it’s one reason people make different decisions when they’re happy, hungry or stressed.
Spot it
The big question always seems to come after the nice dinner, the free drinks, the great afternoon. You notice you only ever say yes to them when you’re feeling great.
Counter it
Sleep on it. “Sounds lovely, let me think tomorrow.” Decide in a neutral mood, not a glowing one.