How can we persuade others if we constantly talk about what we want?

Most people go through college and learn to read Virgil and master the mysteries of calculus without ever discovering how their own minds function. For instance: I once gave a course in Effective Speaking for the young college graduates who were entering the employ the Carrier Corporation, the large air-conditioner manufacturer. One of the participants wanted to persuade the others to play basketball in their free time, and this is about what he said: “I want you to come out and play basketball. I like to play basketball, but the last few times I’ve been in the gymnasium there haven’t been enough people to get up a game. Two or three of us got to throwing the ball around the other night—ad I got a black eye. I wish all of you would come down tomorrow night. I want to play basketball.”

Did he talk about anything you want?

How to Win Friends and Influence People|Page 45