CHAPTER 14: THE SECRET OF SOCRATES

In talking with people, don’t begin by discussing the things on which you differ. Begin by emphasizing the things on which you agree. A “NO” response, according to professor Overstreet, is a most difficult handicap to overcome. When you have said “NO,” all your pride of personality demands that you remain consistent with yourself. You may later feel that the “NO” was ill-advised; nevertheless, there is your precious pride to consider! Once having said a thing, you feel you must stick to it. Hence it is of the very greatest importance that a person be started in the affirmative direction.

The next time we are tempered to tell someone he or she is wrong, let’s remember old Socrates and ask a gentle Question – a question that will get the “yes, yes” response.

PRINCIPLE 14: Get the other person saying “yes, yes” immediately.