"When I was eight years old and was spending a weekend visiting my Aunt Libby Linsley at her home in Stratford on the Housatonic," he wrote in his essay on Human Nature, "a middle-aged man called one evening, and after a polite skirmish with my aunt, he devoted his attention to me. At that time, I happened to be excited about boats, and the visitor discussed the subject in a way that seemed to me particularly interesting. After he left, I spoke of him with enthusiasm. What a man! My aunt informed me he was a New York lawyer, that he cared nothing whatever about boats-that he took not the slightest interest in the subject. But why then did he talk all the time about boats?'
"'Because he is a gentleman. He saw you were interested in boats, and he talked about the things he knew would interest and please you. He made himself agree-able.'"
And William Lyon Phelps added: "I never forgot my aunt's remark."

The principle is:  Talk in terms of the other person´s interests



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