“He who treads softly goes far.”
Human Relations Principle #14: Get the other person saying “yes, yes” immediately.
(“The secret of Socrates.”)
(This is the fourteenth in a series of articles where I will encapsulate each of Dale Carnegie’s timeless, life-changing principles for dealing with people. (Adapted from How to Win Friends and Influence People.))*
It doesn’t pay to argue. It is much more profitable and much more interesting to look at things from the other person’s viewpoint and try to get that person saying “yes, yes.”
In talking with people, don’t begin by discussing things on which you differ. Begin by emphasizing—and keep on emphasizing—the things on which you agree. Keep emphasizing, if possible, that you are both striving for the same end and that your only difference is one of method and not of purpose.
The skillful speaker, salesperson and politician gets, at the outset, a number of “Yes” responses. This is the psychological process of moving the listener in the affirmative direction.