I Hear What You're Really Thinking

In a situation that matters to you—important negotiations, getting hired, speaking with a manager—many people (maybe even everyone) “filter” their speech and give socially desirable answers. Trying to secure more favorable terms during negotiations, many partners promise what they themselves don’t believe (or at least what they doubt). A manager, wanting to keep you on the job, promises what he or she can’t deliver. A subordinate, trying not to contradict you, signs up for results he or she is not at all sure will be achieved. Your child also makes promises… In all these cases, how can you understand what the other person really thinks, what they believe in, and what motivates them?

After reading this book, you will:
• using examples from real life, be convinced that behind every statement there is hidden subtext that you need to understand and take into account in time;
• learn to notice socially desirable answers and to identify the other person’s true intentions;
• gain an advantage in any negotiations.