Similarity—the genuine, not the manufactured, variety—is a key form of human connection.

When sellers and buyers are evenly matched, pushing for win-lose rarely leads to a win for anyone—and often ends in lose-lose.

In most circumstances that involve moving others, we have several ways to accomplish a task, most of which can make our partners look good in the process.

Every circumstance in which we try to move others by definition involves another human being. Yet in the name of professionalism, we often neglect the human element and adopt a stance that’s abstract and distant. Instead, we should recalibrate our approach so that it’s concrete and personal—and not for softhearted reasons but for hardheaded ones.

Improvisation for the Theater by Viola Spolin.