Telling clients what they want to hear

Adrian Furnham

A chapter in Management and Myths, 2004, pp 140-142 from Palgrave Macmillan

Abstract: Abstract All salesmen know the dilemma well: should you tell clients what they want to hear, or the mundane, far less attractive, truth? Only point out strengths and ignore weaknesses? For some it pricks the conscience. But business people and consultants know their lives are easier, happier and richer if they simply give in and agree with the clients and do what they want, irrespective of whether their decisions are wise or not.

Date: 2004
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DOI: 10.1057/9781403990037_51

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