In addition to the techniques discussed above, Professors Allison Brooks and Maurice Schweitzer of The Wharton School at the University of Pennsylvania recommend empathizing with the fearful person and sharing our own fears as techniques to reduce others’ counterproductive fear.40 Here’s a brief example of how some of these techniques might work in practice: Let’s say your client, Terry Timid, gets nervous about her ability to pay the mortgage on the house she wants. [read post]