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Chapter 5. Socrat secret.

Getting into conversation, do not begin it c those questions, on which you It your interlocutor in opinions. On the contrary, c the beginning Conversation emphasise on those questions - and underline them and further - in Which you agree c it.it more often if it exists in The validity that both of you aspire to same and distinction Your sights concerns only methods, it to an ultimate goal.

Force it c to speak the beginning: "Yes, yes". Keep it As far as possible from a word "is not present".

"The negative answer, - professor Overstit in the book speaks "Influence on behaviour of the person", - the most formidable obstacle. When the person has told "is not present", its vanity demands, that it remained Time stated is correct, later he can feel, what is it "is not present" was Unreasonably, however there is its precious pride, c which it not Can be considered. It compels it to keep obstinately once the stated. For this reason so it is important c to direct the beginning the interlocutor aside Acknowledgement and the consent.

The skilful interlocutor is able to achieve c the beginning of several "yes". It it adjusts the listener on positive reaction, as though Giving to its psychological processes the general orientation on Acknowledgement. It it a direction for what it is required The certain effort, is required subsequently it it effort, To change a direction of its movement to the opposite.

The psychological scheme of an event is extremely clear. When the person Speaks "is not present" - actually so thinks - it does much more, Rather than says a word "is not present". Weigh its organism - nerves, glands Internal secretion, muscles - it on negation position.

There is it usually instantly, but sometimes it is possible to notice as though Deviation back, psychological alienation. All nervously-muscular The system takes of a defensive position of aversion. And on the contrary, when The person speaks "yes" any alienation does not occur. An organism, as though Having moved forward, opens for perception. Therefore, than it is more It we manage to take from our interlocutor in the beginning it, It is especially probable that we will succeed in intention to carry away its imagination The main offer.

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