02/03/2019
THE SECRET OF NEGOTIATION. In talking to people, don't begin by discussing the things on which you differ. Begin by emphasising and keep on emphasising the things on which you agree. Keep emphasizing if possible that you are both striving for the same end and your only difference is one of the methods and not of purpose. "A No Response" is a most difficult handicap to overcome because all the pride of the personality demands to maintain a No. Hence it's of greatest importance that we start a person in the affirmative direction. When a person says 'No' and actually means it, the person is doing far more than saying a word of two letters. The person's entire organism-glandular, nervous, muscular gathers itself together into a condition of rejection. Hence the more 'Yes' we can, at the very outset, induce, the more likely we are to succeed in capturing attention for our ultimate proposal. It's a very simple technique but yet much neglected.
