"Persuasion, in other words, often involves –
indeed, demands – compromise. Perhaps that is
why the most effective persuaders seem to share
a common trait: they are open-minded, never dog-
matic. They enter the persuasion process prepared
to adjust their viewpoints and incorporate others’
ideas. That approach to persuasion is, interestingly,
highly persuasive in itself. When colleagues see
that a persuader is eager to hear their views and
willing to make changes in response to their needs
and concerns, they respond very positively. They
trust the persuader more and listen more atten-
tively. They don’t fear being bowled over or manip-
ulated. They see the persuader as flexible and are
thus more willing to make sacrifices themselves.
Because that is such a powerful dynamic, good per-
suaders often enter the persuasion process with
judicious compromises already prepared."