زندگى تحت توفيقات اصول اخلاق - مكارم شيرازى، ناصر - الصفحة ١٨٦ - Factors effective in influencing on the hearts

favorable for him. Because in such cases" intellect" and" affection" are situated in one direction and in contrary, if they are entered to his soul as a strange thing, a contradiction and struggle occurs between his" intellect" and" affection", the result of which in the most individuals is victory of affection. Intellect tends to accept it as it is true, but affection finds it strange and belonging to someone else, and refrains accepting it.

It is noteworthy that if our real purpose is fact seeking andnot personal victory in the discussion, it is better to pretend thatthe idea or its completion belongs to the other party not to us. Ifour aim is acceptance of an idea, why we shall insist on it beingaccepted as" our own idea".

Several trials being performed on the individuals have exactlyproved that applying this method for penetration into thethoughts of others has been successful. Basically, forachievement to this goal following principles should be observed:

١- It should be tried to say a part of the matter, and the otherparty shall perceive the rest of it with guidance of the speaker. In fact, the speaker should play the role of a mental leader formani festation of innate talents of the other party, not the role ofan independent being.

٢- It should be tried to propound the matters as discussi onsunder study through mentioning questions and queries, and theother party should make the final reply as the final decision.

٣- It should be strictly avoided to attribute matters to oneself, particularly with the phrases like" no one has mentioned thisbefore me", and such like.

٤- If there are clarifications or references in the utterances ofthe other party in respect to the matter in question, it should beexplicitly remarked and mentioned as a proof. Even if it exists in