[Sidenote: No Doubt About Success]
_Getting yourself wanted is a process that can be brought to a
successful conclusion with absolute certainty._ It is not difficult to
understand human nature if you are willing to see clearly into yourself.
It is only necessary, then, that you subordinate your personality to the
personality of the other man. _Learn what he wants, and avoid showing
him that you want something from him. Show him instead that you can
supply what he lacks_. Complete and round out the process by suggesting
the particular qualities in yourself that your prospecting and size-up
have indicated to be the qualities _he especially likes_. He will want
you then. He can't help it.
CHAPTER X
_Obstacles In Your Way_
[Sidenote: Mountain Climbing]
There is no great mountain in the world that has a natural, smooth road
with an easy grade all the way to the top. Mountain climbing requires
some hard work. It involves getting around, or going over, or removing
many obstacles that block the path upward.
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