quiet-the-power-of-introverts-in-a-world-that-cant-stop-talking-susan-cain

powers in negotiation—perhaps less obvious
but no less formidable. She’d
probably prepared more than everyone
else. She had a quiet but firm speaking
style. She rarely spoke without thinking.
Being mild-mannered, she could
take strong, even aggressive, positions
while coming across as perfectly reasonable.
And she tended to ask questions—lots
of them—and actually listen
to the answers, which, no matter what
your personality, is crucial to strong
negotiation.
So Laura finally started doing what
came naturally.
“Let’s go back a step. What are your
numbers based on?” she asked.
“What if we structured the loan this
way, do you think it might work?”
“That way?”
“Some other way?”
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