Make Yourself Clear

Foreword xiii

Acknowledgments xvii

About the Authors xix

Introduction: Working at the Intersection of Teaching and Business 1

Part 1 Authenticity 13

1 Pursuing Win-Win-Win Scenarios 15

2 Recovering Human Judgment 27

3 Recovering Choice in Human Interactions 33

4 Adjusting to Hear and Be Heard 43

5 Respecting the Game 53

Part 2 Immediacy 59

6 Leveraging Momentum and Context 61

7 Generating Immediacy for Others 69

8 Rebuilding Teaching around Immediacy 75

9 Rebuilding Training around Immediacy 87

10 Communicating with Immediacy 97

11 Selling with Immediacy 113

12 Getting Immediacy Right 121

Part 3 Delight 127

13 Identifying the Conditions for Delight 129

14 Offering Choice 137

15 The Power of Engagement 145

16 Novelty Is Not Your Friend 155

17 Boredom Is Not Your Enemy 163

18 The Unit of Delight 173

19 After Delight 185

20 An Invitation 193

Conclusion: Closing the Class 201

Afterword: How We Designed This Reading Experience 209

References 215

Index 225

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