According to Michael Wheeler, Professor at Harvard Business School, there are three critical things to pay attention to in those situations:
- You won't get anywhere until you have your counterpart’s attention. Even if someone’s sitting across the table from you, their mind may be wandering and not focused on what’s important to you. You’ve got to find the right bait to lure them into the conversation.
Curious, where those rules of thumb come from? Read the full story here.