Uncover people’s real interests.


  1. Take time before trusting others.
    Don't automatically trust people who have something at stake from your decision. Ask: What are their interest? Who benefits?
  2. Understand people’s motivation.
    Is it money, status, career, reputation, position, power, or envy? What are they rewarded or punished for? Are they benefiting or losing from the present system? People's interests are not only financial. They could also be social or moral.
  3. Convince people by asking questions that illuminate consequences.
    This causes them to think for themselves and makes it more likely that they will discover what's in their best interest.


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