Moreover, do not be insistent, even though you really require the
point: for insistence always arouses the more opposition. Further,
formulate your premiss as though it were a mere illustration: for
people admit the more readily a proposition made to serve some other
purpose, and not required on its own account. Moreover, do not
formulate the very proposition you need to secure, but rather
something from which that necessarily follows: for people are more
willing to admit the latter, because it is not so clear from this what
the result will be, and if the one has been secured, the other has
been secured also. Again, one should put last the point which one most
wishes to have conceded; for people are specially inclined to deny the
first questions put to them, because most people in asking questions
put first the points which they are most eager to secure. On the other
hand, in dealing with some people propositions of this sort should
be put forward first: for ill-tempered men admit most readily what
comes first, unless the conclusion that will result actually stares
them in the face, while at the close of an argument they show their
ill-temper.
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