‘Hatred is never ended by hatred but by love,’ and a misunderstanding is never ended by an argument but by tact, diplomacy, conciliation and a sympathetic desire to see the other person’s viewpoint.

You will never get into trouble by admitting that you may be wrong. That will stop all argument and inspire your opponent to be just as fair and open and broadminded as you are. It will make him want to admit that he, too, may be wrong.

‘Do unto others as you would have others do unto you.’

to assume that he or she is sincere, honest, truthful and willing and anxious to pay the charges, once convinced they are correct.

If you argue and rankle and contradict, you may achieve a victory sometimes; but it will be an empty victory because you will never get your opponent’s goodwill.

‘I realised why I had failed for years to sell him,’ said Mr Wesson. ‘I had urged him to buy what I thought he ought to have. Then I changed my approach completely. I urged him to give me his ideas. This made him feel that he was creating the designs. And he was. I didn’t have to sell him. He bought.’

So the only way on earth to influence other people is to talk about what they want and show them how to get it.

Then, along with Lincoln and Roosevelt, you will have grasped the only solid foundation for interpersonal relationships; namely, that success in dealing with people depends on a sympathetic grasp of the other person’s viewpoint.’

Letting the other person feel that the idea is his or hers not only works in business and politics, it works in family life as well.