CHAPTER 4
How to Charm Anyone
They don’t care how much you know until they know how much you care.
—LOU HOLTZ
Psychologists tell us that the core of personality is self-esteem. This has best been defined as “how much you like yourself.” Your self-esteem is the sum total of how important and valuable you feel you are at any moment.
Human beings are intensely emotional. They make decisions emotionally and then justify them logically. People are powerfully affected by their emotional environment, especially the behavior of other people toward them. ...
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