FROM VISION TO VISIONARY 171 Dave was careful not to defend his own original vision. He didn't talk much at all during this process, except to probe further and to help others clarify their thoughts. At all times, Dave made sure to tease out the thinking behind people's statements. Step 3: Acknowledge Acknowledgment was a concept first introduced in Chapter 7, in the discussion of empathy, which is another key emotion related to gaining buy-in. Whenever possible, Dave made sure to acknowledge other people's points--whether or not he agreed with them. Simply hearing Dave say, "I can see why you would say that" or "You've put a lot of thought into this topic" helped team members to under- stand that Dave was taking the time to put himself in their shoes. Step 4: Leverage As new ideas flowed in the room, they began to build off one an- other. Dave facilitated by putting disparate ideas together to leverage the thoughts into a more and more relevant, inspiring vision for the