He is Honored as one of the wisest persuaders who ever influenced the world. And he sharply changed the whole course of human thought, and know 24 centuries later, The "SOCRATIC METHOD".
What was his method? It's BASED UPON GETTING a "YES, YES," response, What SOCRATES DID WAS, "He Kept ASKING Questions until finally almost without realizing it. His Opponents found themselves Embracing a Conclusion they would have bitterly denied a few minutes previously."
IN TALKING WITH PEOPLE, DON"T BEGIN BY DISCUSSING THE THINGS ON WHICH YOU DIFFER. BEGIN BY Emphasizing---THE THINGS ON WHICH YOU AGREE. GET the Other Person saying "YES, YES," at the outset. Keep your opponent, if possible from saying " NO ".
Professor Overstreet mentioned " A NO Response, is a most difficult handicap to OVERCOME. When you have said "NO," all your PRIDE of PERSONALITY Demands that You Remain consistent with Yourself! You may later feel that the "NO" was ill-advised; never the less. There is YOUR PRECIOUS PRIDE to consider! Once Having said a thing you feel you must stick to it. Hence it is of the very greatest Importance that a Person be Started in the affirmative direction." (YES, YES Response)
This Yes Response Applies to giving speeches because a skillful Speaker will commence with getting several "YES" responses at the beginning of his speech.
In a story about using this technique there is a story about a bank teller who worked at a bank. There was a person who went to his bank and filled out an application to open an account, the teller remembered the "Yes" technique.
Because the person refused to fill out all the application, saying it was very personal His Mother's address and Information etc. But the teller then said to the prospect or New Customer if He were to Pass on (die) there would be no relative to send the funds in his account, which he agreed (YES). And then he asked the prospect. So would you also want to leave money to your relatives? (YES) said the new customer prospect and he filled out the information.
Where as before (The Teller) he would have just said (To The New Prospect) without you filling out the information he would not get an account.
So next time your confronted with getting someone to do something. Whether it be in a speech, or to fill out a information, or to resolve a disagreement, or argument, try the "SOCRATIC METHOD" get them to say "YES, YES" on the OUTSET. (THE POINTS WHICH YOU AGREE UPON).
P.S. Please follow along as we review (will review a chapter every 3 or 4 days
or weekly) the book How to Win Friends and Influence People. Thank You GOD Bless.
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