“I entered his huge and impressive office determined not to ask directly for a job. He was seated behind a large carved desk and thundered at me, ‘How about it, young man?' I said, ‘Mr. Funkhouser, I believe I can make money for you.’ He immediately rose and invited me to sit in one of the large upholstered chairs. I enumerated my ideas and the qualifications I had to realize these ideas, as well a how they would contribute to his personal success and that of his businesses. " 'R. J.,' as he became known to me, hired me at once and for over twenty years I have grown in his enterprises and we both have prospered.” Talking in terms of the other person’s interests pays off for both parties. Howard Z. Herzig, a leader in the field of employee communications, has always followed this principle. When asked what reward he got from it, Mr. Herzig responded that he not only received a different reward from each person but that in general the reward had been an enlargement of his life each time he spoke to someone. PRINCIPLE 5 - Talk in terms of the other person’s interests.
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