Page 81 - Getting to the Heart of High Performance

psychological pressure for a matching reaction. It’s your

chance to influence how people treat you, your opportunity
to shape their behavior and attitude in a good direction.
Sure, they may resist the urge, but they will feel a subtle

obligation to reciprocate.

Of course, if you fool around too long trying to make up
your mind, other people may take this choice away from
you. They’re going through the same decision-making

process and can preempt you by acting first. In that case,
your only option is to react. And you lose the edge.

So why would you ever deliberately pick the reaction part

of the Action-Reaction Behavior Cycle? The logic typically
goes like this: “I’m going to play it safe. Seems to me that
reacting is less risky. If I wait and see what the other per-
son does, then I’ll know how I want to respond.” But this

line of reasoning actually puts you at far greater risk.
You’re sacrificing influence, leaving the situation up for
grabs, and forfeiting your chance to start the relationship
off in the direction you choose.

The Edge 65