The Principle of Arousing an Eager Want

Each party should gain from the negotiation. In the letters to Mr. Vermelin, both the sender and the receiver of the correspondence gained by implementing what was suggested. Looking at the other person's point of view and arousing in him an eager want for something is not to be construed as manipulating that person. If you get just one thing out of this book it may easily prove to be one of the building blocks of your career.