Mentions personal use of How to Win Friends and Influence People.

Transcript context

…It's kind of the obvious thing that I wasn't good at. It's that you just really want to put yourself so deeply in the shoes of the other person, that you can figure out what make the win for both of you, right? Basically he says, "You can't win the negotiation by strong arming what you want. You really get to get to a win-win," which is probably every negotiation book ever. But he texturizes it so much. So I just felt like I was really able to... In my last office, we moved last year. I actually had the CliffNotes of his book printed out and posted on my wall because he had a series of questions to help you get deeper and deeper into the mindset behind people. And connected, but not connected the book How To Win Friends and Influence People, that's the 1932 bestseller, is basically that. People don't want to hear about you. They want you to be thinking about them. And then you can make friends with them, or you can negotiate with them, or you can get your hostage back. I read How to Win Friends and Influence People when I was very young. And specifically, the chapters about there's no better sound in the world to someone than their name. Carilu. It's true. Thank you. You said it correctly.…

Stored transcript either side of the excerpt. The highlighted words are the published quote; the surrounding text is unedited source, never generated.