How to Easily Lose $25 Billion
photo credit: liberalmind1012The big 3 auto presidents from Ford, GM and Chrysler violated a critical emotional trigger and blew a $25 billion windfall. No, one violation alone didn’t kill the deal – they made several persuasion mistakes. The biggie however was really outrageous.
Remember what we have been saying about the persuasive power of building trust through sameness – similarity, honesty and mirroring those you want to persuade – elements of the friendship trigger?
Each of these clowns, Wagoner, Mulally and Nardelli flew into the hearings on his own private luxury jet. Can you imagine the trust generated by a guy walking off a 46 million dollar luxurious Gulfstream jet with his tin cup in hand pleading poverty and begging for a handout? This is the antithesis of smart persuasion – not one soul in the room could relate positively to these guys. They blew every emotion of trust and similarity.
House leader Harry Reid put it very simply stating “They did themselves no favors each flying in on their private jets.”
These guys have to learn the basics of emotional triggers!
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