Principle 8: Talk in Terms of the Other Person's Interests

Focus on what the other party is interested in, and talk about it first (don't talk about your own interests unless asked). It is worthwhile to invest time and effort to do prior research on the topics of interest. Talking about what people cares about most opens the way to their heart, and also broadens your horizons.

• Talk about what the other person is interested in. Be like Roosevelt and study it ahead of time.
• Talking in terms of the other person's interests benefits both parties.