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Leave room for the mouse

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In the game of persuasion, we sometimes focus too much on what we need to tell the other person. We throw data, information, and arguments at them as if through a fire hose. We’re so intent on convincing them that we don’t leave room for them to convince themselves. They need some space and time to think, to absorb, to process.

“When baiting a mousetrap with cheese,” said the famous ad man Howard Gossage, “be sure to leave room for the mouse.”

Photo credit: Patrick Hoesly

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