Get the other person saying yes… It’s not about manipulation, it’s about creating a psychological runway for agreement. You’re setting a pattern of ‘yes’ that makes the bigger ‘yes’ feel natural.
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Meaning
The core idea is to establish an initial pattern of agreement, creating a positive and collaborative momentum from the very start of an interaction.
Explanation
Look, here’s the thing I’ve seen work time and again. It’s about fundamental human psychology. When you start a conversation by getting someone to agree with you on small, undeniable points, you’re doing two powerful things. First, you’re breaking their habitual ‘no’ reflex—that defensive posture we all have. Second, and this is the magic, you’re building a psychological pattern. You’re literally training their brain, in that moment, to be in a state of agreement with you. So when you eventually present your main idea or request, it doesn’t land in hostile territory. It lands on a path you’ve already paved with ‘yes.’ It feels less like a confrontation and more like the next logical step.
Quote Summary
| Context | Attributes |
|---|---|
| Original Language | English (3668) |
| Category | Business (233) |
| Topics | agreement (5), momentum (9) |
| Literary Style | pithy (25) |
| Emotion / Mood | strategic (66) |
| Overall Quote Score | 60 (20) |
Origin & Factcheck
This principle comes straight from Dale Carnegie’s legendary 1936 book, How to Win Friends and Influence People, published in the United States. It’s a cornerstone of his method. You’ll sometimes see similar ideas in sales training, but this specific phrasing and its popularization are unequivocally Carnegie’s.
Attribution Summary
| Context | Attributes |
|---|---|
| Author | Dale Carnegie (408) |
| Source Type | Book (4032) |
| Source/Book Name | How to Win Friends and Influence People (99) |
| Origin Timeperiod | Modern (530) |
| Original Language | English (3668) |
| Authenticity | Verified (4032) |
Author Bio
Dale Carnegie(1888), an American writer received worldwide recognition for his influential books on relationship, leadership, and public speaking. His books and courses focus on human relations, and self confidence as the foundation for success. Among his timeless classics, the Dale Carnegie book list includes How to Win Friends and Influence People is the most influential which inspires millions even today for professional growth.
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Where is this quotation located?
| Quotation | Get the other person saying yes, yes at once |
| Book Details | Publication Year/Date: 1936 original, Revised Edition 1981, ISBN/Unique Identifier: 9780671723651, Last edition. Number of pages: Revised Edition 1981, approx 291 pages |
| Where is it? | Part Three How to Win People to Your Way of Thinking, Chapter Get the Other Person Saying Yes, Approximate page from 1981 edition 76-79 |