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Tell to Win and Win and Win:


Extract: Written with Terrence Gargiulo and published in Management Today Journal and Human Capital Review. Stories engage, capture interest. A disquieting trend however is that, as they become more and more used, there is an increasing focus on ‘telling to win’ – that is, to persuade, sell, convince, manipulate. Thus there is a danger of stories being misused, even abused. We believe they should be used primarily to illuminate, convey knowledge and wisdom, raise awareness, carry insights, stimulate the imagination, promote sharing. History has shown that the greatest story tellers know that “People are best convinced by reasons they themselves discover” (Benjamin Franklin. So we offer a self-regulatory traffic light system for all story tellers.

By Terrence Gargiulo (Making Stories) and Graham Williams (Halo and Noose)

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