My Financial Carrer
My Financial Carrer
My Financial Carrer
"Are you the manager?" I said. God knows I didn't doubt it.
"Yes," he said.
I rose.
"Are you not going to deposit any more?" said the clerk,
astonished.
"Never."
"What?"
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Socrates was one of the greatest philosophers in humankind. He changed the course of
human thought. He never told people they were wrong. Instead, he presented every
question to be answered with a yes response, winning one admission after another. After
many affirmations, people found themselves supporting or embracing a conclusion they
would have bitterly objected to just minutes earlier.
Socrates' secret is simple, begin all conversations on things which you agree. Do not
begin by discussing differences. Emphasize common purposes and keep emphasizing
these things. Keep your opponent saying yes and, if possible, never permit him to say
no. No is difficult to overcome. It is of great importance to get people moving in the
affirmation direction soonest.
This is a very simple technique but often overlooked and neglected as if some people
get a rush off of self-importance by antagonizing others at the outset. Why antagonize
others? Carnegie concludes by citing an ancient Chinese proverb, "He who treads softly
goes far."
Principle 14: Get the other person to say "Yes, Yes", immediately
Comment: This concept of getting people to agree early and incrementally is a method
also used in argumentation and discussed in my series on Argumentation. This is
particularly used when structuring a prejudicial argument which is often used in legal
argumentation. Arguments are designed to move people in a specific direction but the
conclusion is often unclear because the questions are asked in a disjunctive manner.
After the requisite agreements have been met they are assembled in a logical manner
with a conclusive delivery showing agreement with something that would not have been
accepted earlier in its whole.