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Philip Yaffe's Articles in Negotiation

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  • Techniques of Persuasive Communication: Old Wisdom in a New Package
    Fully considering the reader’s point of view when writing is a fundamental principle of persuasive communication. Its purpose is to bring readers into your text and hold their attention while you present your arguments. However, too often we confuse our ideas and interests for those of our audience, producing the opposite effect. A new formulation of the principle, Yaffe’s Law, provides clear, functional safeguards against going off-track en route to this laudable objective.
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