As you know . . . .

In a website called Paul's Tips the author states that the easiest people to fool are often the smartest because they either don't think they can be conned or they can't admit, "I don't know..."

The author states, "As soon as you start hitting people with technical terms, fancy graphs, famous names and the like, you'll immediately increase your credibility. It they are smart, they're even more likely to find themselves nodding in agreement. Many intelligent people would rather cut off a finger than admit they don't know what you're talking about."

One of the thinking traps we worry about is the "As you know..." trap. Negotiators must be very cautious when the other party begins their persuasive presentation by stating, "As you know..." then continues to make their point. Ask yourself:

• Do I know that to be true?
• If I know the statement to be true, does it create proof?
• Is the point relevant to our discussion, or is it meant to impress?
• If the other party's point does not meet these criteria, be willing to stop their presentation and gracefully ask for proof.

Jim Sauerwein