Part 3: Principle 8
“A Formula That Will Work Wonders for You”: try to understand an opinion that seems wrong; only wise, tolerant and exceptional people can to that. Put yourself in their perspective. You should prefer to walk the sidewalk in front of a person’s office for two hours before an interview than step into that office without a perfectly clear idea of what you are going to say and what the person- from your knowledge of his or her interests and motives- was likely to answer.

Principle 8: Try honestly to see things from the other person’s point of view.

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.