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Summary Of Improvisation By Daniel Pink

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Chapter eight main focus is the art of improvisation. Daniel Pink, in this section, discusses how similar sales and theater are: they both take courage. Improvisation is not an easy skill, but with practice, it could help deliver positive results. The three essential rules Pink offers for improvisational theater are hearing offers, saying “Yes and,” and making your partner look good. First, listening to clients’ answers as disguised offers, can help overcome objections. Second, saying “Yes and,” opens the door for possibilities and optimism by creating a set of suggestions. And third, making partners’ look good consists of trying to achieve a win-win relationship in which both end up benefitting by learning and understanding. In conclusion,

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