TO AGREE....YOU MUST SAY YES Socrates, after almost twenty-four centuries is honored as one of the greatest and wisest persuaders ever. He changed the course of human thought. His method was not to tell people they were wrong, but instead invoked a continual response of Yes. Known as the Socrates Method he would ask questions that his opponent would have to agree. He continually received one yes after another. Finally, without realizing it, his opponent found himself embracing a conclusion that he would have ardently denied only minutes before. Overstreet, in his book Influencing Human Behavior, says, A NO response is a most difficult handicap to overcome. When a person has said No, all his pride of personality demands that he remain consistent with himself. He may later feel that the No was ill-advised; nevertheless, there is his precious pride to consider! Once having said a thing, he must stick to it. Hence it is of the very greatest importance that we start a person in the affirmative direction. The skillful speaker will get at the outset a number of yes responses. He has thereby set the psychological process of his listeners moving in the affirmative direction. It is like the movement of a billiard ball. Propel it in one direction and it takes some force to deflect it; far more force to send it back in the opposite direction. The psychological patterns here are quite clear. When a person says No and really means it, he is doing far more than saying a word of two letters. His entire organism, glandular, nervous, muscular - gathers itself together into a condition of rejection. There is, usually in minute but sometimes in observable degree, a physical withdrawal, or readiness for withdrawal. The whole neuromuscular system, in short, sets itself on guard against acceptance. Where, on the contrary, a persons says Yes, none-of the withdrawing activities take place. The organism is in a forward moving, accepting, open attitude. Hence the more Yeses we can, at the very outset, induce, the more likely we are to succeed in capturing the attention for our ultimate proposal. Those time that we want to tell a person that he or she is wrong, lets remember Socrates and ask a question that will get the Yes response. The Chinese have a saying that might add to Socrates wisdom, He who treads softly goes far. Every time you view and experience the power of the colors: violet, indigo, blue, green, yellow, orange or red, you remember the importance of getting a Yes response from the outset. Take care to share, Jean Genet tibetan-delegation.org
Posted on: Sun, 20 Oct 2013 22:25:30 +0000
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