In talking with people, don’t begin by discussing the things on which you differ. Begin by
emphasising the things on which you agree. Keep emphasising, if possible, that you are both striving
for the same end your only difference is one of method and not of purpose.
Get the other person saying ‘yes', ‘yes', at the outset. Keep him, if possible, from saying ‘No', all his
pride of personality demands that he remains consistent with himself, although 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. A
skilful speaker gets at the outset a number of ‘yes' responses. He has thereby set the psychological
processes 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 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 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 neuro -muscular system, in
short, sets itself on guard against acceptance; on the contray, when a person says ‘yes', none of the
withdrawing activities take place. The organisms is in a forward moving , accepting, open attitude.
Hence, the more likely we are to succeed in capturing the attention for our ultimate proposal. It is a
very simple technique—this ‘yes' technique. And yet how much neglected! It often seems as if
people get a sense of their own importance by antagonising at the outset. The radical comes into a
conference with his conservative brothers and immediately he must make them furious! What, as a
matter of fact, is the good of it?
(A)-Why does a person stick to his negative response for long?
(B)-Explain how a clever speaker moves his listeners in the affirmative direction.
(C)-What is the psychological process of a listener compared to?
(D)-What is the ‘yes' technique?
(E)-Suggest a suitable title to the above passage.
Answers
Answer:
A) pride of personality demands that he remains consistent with himself, although 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.
B) A skilful speaker gets at the outset a number of ‘yes' responses. He has thereby set the psychological processes of his listeners moving in the affirmative direction. It is like the movement of a billiard ball
C)The psychological patterns here are quite clear. When a person says ‘No' and really 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
D)The whole neuro -muscular system, in
short, sets itself on guard against acceptance; on the contray, when a person says ‘yes', none of the withdrawing activities take place. The organisms is in a forward moving , accepting, open attitude.
E)Pyschology of yes and no