[eBook Code] Straight to Yes (eBook Code, 1st)

Introduction: Why Getting “Straight to Yes!” is So Relevant Today 1

1 Asking: The “Inner Game” 11

2 Getting Ready for the Ask 21

Part One – Asking with Frames in Mind 33

3 Consistency 37

4 Same and Different 49

5 Ready for Business 65

6 The Way We See It 79

Part Two – Asking with Tribes in Mind 87

7 Body Talk 91

8 The Name’s Bond . . . Social Bond 105

9 The Wider Tribe 119

10 Progressive Feedback Loops 133

Part Three – Asking with the Brain in Mind 143

11Th e Loss and Pain Brain 147

12 Reactance 161

13 Pattern Breakers 169

14 Priming 179

Part Four – Commencement 193

15 Actively Re8 ect 195

16 Good Integrate! 199

17 Some Asks to Avoid 203

18 Making Sure It Sticks 207

3 . . . 2 . . . 1 . . . Commence! 211

About the Author 213

Acknowledgements 215

References 217

Index 227