I am beholden to mediator John Spiegel for this idea. We all think that the way to persuade people is to talk and talk and talk until they light bulb goes off, they smack their foreheads and say “OH! Now I see what you are saying!”

But it usually doesn’t work that way. The more we talk, the more resistant the other side becomes.

The real way to persuade is to listen. And ask questions. Only then can you learn and understand what will persuade the other person.