Decisions begin and end with the stories we tell ourselves.
- A story of desire.
- A story about change.
- A story about shame.
- A story about anger.
- A story about “getting a great deal.”
- A story about “conquest.”
- A story about reconciliation.
- A story about “What will I tell my boss?”
- A story about “What will I tell my spouse?”
- A story about “What will I tell my people?”
If you want to understand a seemingly incomprehensible decision, ask and answer two questions:
- “What is the story this person is spinning about themselves?”
- “What is the story this person is telling the people they think are watching?”
This works in sales, personal relationships, and matters of state.