Part 3: Principle 7
“How to Get Cooperation”: plant an idea in someone’s head casually, so as to get them thinking about it on their own. People love to claim ideas as their own. Let them do so to an extent.

Principle 7: Let the other person feel that the idea is his or hers.

Part 3: Principle 6
“The Safety Valve in Handling Complaints”: never interject in conversation. Let the other person do the talking. People love to boast about themselves, allow them to talk as much as possible.

Principle 6: Let the other person do a great deal of the talking.

Part 3: Principle 5
“The Secret of Socrates”: always begin a discussion with agreement on the basics. Turns a person’s negatives into affirmatives. “Are you the kind of person that likes to save money?”

Principle 5: Get the other person saying ‘yes, yes’ immediately.

Part 3: Principle 4
“A Drop of Honey”: gentleness and friendliness is always stronger than fury and force. Abraham Lincoln once said that “a drop of honey catches more flies than a gallon of gall.” People are more receptive to kindness than to austerity.

Principle 4: Begin in a friendly way.