“When you counsel someone, you should appear to be reminding him of something he had forgotten, not of the light he was unable to see.”
— Baltasar Gracian (1601-1658)
Gracian’s aphorism is a nice touchstone for “tone,” which is so crucial to winning over an audience. In a debate with a skeptic, keep in mind that the key audience is not your opponent; it’s the silent onlookers. Focusing on the skeptic across the table is like a trial lawyer Continue reading