Pages 182 – 189.

From a book chapter standpoint, Principle 5 flows logically after Principle 4.  We’re taught to begin in a friendly way, and now that guidance is further tightened.  Don’t just begin friendly – begin with a goal of getting some form of verbal agreement, even if it is unrelated to the end goal.  With one agreement, more will follow.

Best Quote(s)

“Begin by emphasizing—and keep on emphasizing—the things on which you agree.”

“Get the other person saying “Yes, yes” at the outset.”

“The skillful speaker gets, at the outset, a number of “Yes” responses.”

Page by Page

183

Page 183 had three great and very clear quotes about how to create agreement.

“Begin by emphasizing—and keep on emphasizing—the things on which you agree.”

“Get the other person saying “Yes, yes” at the outset.”

“The skillful speaker gets, at the outset, a number of “Yes” responses.”

184

“‘However,’ I said, ‘suppose you have money in this bank at your death.”

185

“I found that by getting him to say ‘yes, yes’ from the outset, he forgot the issue at stake and was happy to do all the things I suggested.”

186

“‘ Well,’ I suggested, ‘wouldn’t it be a good idea to keep your hands off those motors?’”

187

“It took me years and cost me countless thousands of dollars in lost business before I finally learned that it doesn’t pay to argue, that 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.’”

188

“The Chinese have a proverb pregnant with the age-old wisdom of the Orient: “He who treads softly goes far.””

Carnegie uses quotes wherever he can to persuade.

189

PRINCIPLE 5 Get the other person saying “yes, yes” immediately.