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.

Part 3: Principle 3
“If You’re Wrong, Admit It”: When it advantageous, admit that you’re absolutely wrong. Fighting will not get you very far. Don’t be afraid to be wrong because it will get you no where.

Principle 3: If you are wrong, admit it quickly and emphatically.