hidden hinges, 229
high-return opportunities, 6, 9
hinge(s), 225–256
general categories of, 226–230
Gutter Ball, 231, 242, 244–246, 251–252
hidden, 229
Iceberg Ahead, 231, 241–243, 249–250
leveraged, 227–228, 240–242, 244–246
and MPCs/MPs, 225–226
natural, 226–227, 241–243
Pulse Check, 230, 240–242, 247–248
questioning strategies to handle, 231–235
Rip-Off, 231, 244–246, 253–254
smokescreens concealing, 229–230
steps in handling, 236–241
types of, 230–231
Home Depot, 59
How Emotions Work (Jack Katz), 6
How's Zat, 133, 231–235, 237