How To Win Friends and Influence People

by Dale Carnegie

Here lies the body of William Jay, Who died maintaining his right of way— He was right, dead right, as he sped along, But he’s just as dead as if he were wrong.

“It will be for the jury to consider,” “This may, perhaps, be worth thinking of,” “Here are some facts that I trust you will not lose sight of,” or “You, with your knowledge of human nature, will easily see the significance of these facts.”

The skillful speaker gets, at the outset, a number of “Yes” responses. This sets the psychological process of the listeners moving in the affirmative direction. It is like the movement of a billiard ball. Propel in one direction, and it takes some force to deflect it; far more force to send it back in the opposite direction.