How To Win Friends And Influence People – Dale Carnegie (summary notes)

FUNDAMENTAL TECHNIQUES IN HANDLING PEOPLE

PRINCIPLE 1
Don’t criticise, condemn or complain.

PRINCIPLE 2
Give honest and sincere appreciation.

PRINCIPLE 3
Arouse in the other person an eager want.
SIX WAYS TO MAKE PEOPLE LIKE YOU

PRINCIPLE 1
Become genuinely interested in other people.

PRINCIPLE 2
Smile.

PRINCIPLE 3
Remember that a person’s name is to that person the sweetest and most important sound in any language.

PRINCIPLE 4
Be a good listener. Encourage others to talk about themselves.

PRINCIPLE 5
Talk in terms of the other person’s interests.

PRINCIPLE 6
Make the other person feel important – and do it sincerely.
WIN PEOPLE TO YOUR WAY OF THINKING

PRINCIPLE 1
The only way to get the best of an argument is to avoid it.

PRINCIPLE 2
Show respect for the other person’s opinions. Never say, ‘You’re wrong.’

PRINCIPLE 3
If you are wrong, admit it quickly and emphatically.

PRINCIPLE 4
Begin in a friendly way.

PRINCIPLE 5
Get the other person saying ‘yes, yes’ immediately.

PRINCIPLE 6
Let the other person do a great deal of the talking.”

PRINCIPLE 7
Let the other person feel that the idea is his or hers.

PRINCIPLE 8
Try honestly to see things from the other person’s point of view.

PRINCIPLE 9
Be sympathetic with the other person’s ideas and desires.

PRINCIPLE 10
Appeal to the nobler motives.

PRINCIPLE 11
Dramatise your ideas.

PRINCIPLE 12
Throw down a challenge.

“IN A NUTSHELL: Be a Leader

A leader’s job often includes changing your people’s attitudes and behaviour. Some suggestions to accomplish this:

PRINCIPLE 1
Begin with praise and honest appreciation.

PRINCIPLE 2
Call attention to people’s mistakes indirectly.

PRINCIPLE 3
Talk about your own mistakes before criticising the other person.

PRINCIPLE 4
Ask questions instead of giving direct orders.

PRINCIPLE 5
Let the other person save face.

PRINCIPLE 6
Praise the slightest improvement and praise every improvement. Be ‘hearty in your approbation and lavish in your praise.’

PRINCIPLE 7
Give the other person a fine reputation to live up to.

PRINCIPLE 8
Use encouragement. Make the fault seem easy to correct.

PRINCIPLE 9
Make the other person happy about doing the thing you suggest.”

 

Principle 1: “Don’t criticize, condemn or complain.”

– perhaps politely inquire what gets in the way of following a procedure, what makes it hard to do it, & put forward some suggestions.
“Lincoln replied: “Don’t criticize them; they are just what we would be under similar circumstances.”

“When dealing with people, let us remember we are not dealing with creatures of logic. We are dealing with creatures of emotion, creatures bristling with prejudices and motivated by pride and vanity.”

“Any fool can criticize, condemn and complain – and most fools do.

But it takes character and self-control to be under-standing and forgiving.”

“Instead of condemning people, let’s try to understand them. Let’s try to figure out why they do what they do. That’s a lot more profitable and intriguing than criticism; and it breeds sympathyp, tolerance and kindness. “To know all is to forgive all.”
Principle 2: “Give honest and sincere appreciation”

“There is only one way under high heaven to get anybody to do anything. Did you ever stop to think of that? Yes, just one way. And that is by making the other person want to do it.

Remember, there is no other way.”

“The only way I can get you to do anything is by giving you what you want.

What do you want?”

People want to feel important. What makes them feel important helps define their character.

“I consider my ability to arouse enthusiasm among my people,’ said Schwab, ‘the greatest asset I possess, and the way to develop the best that is in a person is by appreciation and encouragement.”

Let people know you appreciate them

“The difference between appreciation and flattery? That is simple. One is sincere and the other insincere. One comes from the heart out; the other from the teeth out. One is unselfish; the other selfish. One is universally admired; the other universally condemned.”

“I shall pass this way but once; any good, therefore, that I can do or any kindness that I can show to any human being, let me do it now. Let me not defer nor neglect it, for I shall not pass this way again.

Emerson said: ‘Every man I meet is my superior in some way. In that, I learn of him.”

“Let’s cease thinking of our accomplishments, our wants. Let’s try to figure out the other person’s good points. Then forget flattery. Give honest, sincere appreciation.”

Principle 3 – Arouse in the other person an eager want

“So the only way on earth to influence other people is to talk about what they want and show them how to get it.”

“How can I make this person want to do it?”

“If there is any one secret of success, it lies in the ability to get the other person’s point of view and see things from that person’s angle as well as from your own.”

“William Winter once remarked that ‘self-expression is the dominant necessity of human nature.’ Why can’t we adapt this same psychology to business dealings? When we have a brilliant idea, instead of making others think it is ours, why not let them cook and stir the idea themselves. They will then regard it as their own; they will like it and maybe eat a couple of helpings of it.

Remember: ‘First, arouse in the other person an eager want. He who can do this has the whole world with him. He who cannot walks a lonely way.”
Six ways to make people like you

“You can make more friends in two months by becoming interested in other people than you can in two years by trying to get other people interested in you.”

“It is the individual who is not interested in his fellow men who has the greatest difficulties in life and provides the greatest injury to others. It is from among such individuals that all human failures spring.”

“I never forgot that to be genuinely interested in other people is a most important quality for a salesperson to possess – for any person, for that matter.”

“When somebody calls you on the telephone use the same psychology. Say ‘Hello’ in tones that bespeak how pleased you are to have the person call.”

“We are interested in others when they are interested in us.”

“A show of interest, as with every other principle of human relations, must be sincere. It must pay off not only for the person showing the interest, but for the person receiving the attention. It is a two-way street – both parties benefit.”

“If you want others to like you, if you want to develop real friendships, if you want to help others at the same time as you help yourself, keep this principle in mind;”

Principle 1: “Become genuinely interested in other people.”

“Actions speak louder than words, and a smile says, ‘I like you. You make me happy. I am glad to see you.” Smile

“I have known people,’ he said, ‘who succeeded because they had a rip-roaring good time conducting their business. Later, I saw those people change as the fun became work. The business had grown dull. They lost all joy in it, and they failed.”

“Abe Lincoln once remarked that ‘most folks are about as happy as they make up their minds to be.”

“Whenever you go out-of-doors, draw the chin in, carry the crown of the head high, and fill the lungs to the utmost; drink in the sunshine; greet your friends with a smile, and put soul into every handclasp. Do not fear being misunderstood and do not waste a minute thinking about your enemies. Try to fix firmly in your mind what you would like to do; and then, without veering off direction, you will move straight to the goal. Keep your mind on the great and splendid things you would like to do, and then, as the days go gliding away, you will find yourself unconsciously seizing upon the opportunities that are required for the fulfillment of your desire, just as the coral insect takes from the running tide the element it needs. Picture in your mind the able, earnest, useful person you desire to be, and the thought you hold is hourly transforming you into that particular individual . . . Thought is supreme. Preserve a right mental attitude – the attitude of courage, frankness, and good cheer. To think rightly is to create. All things come through desire and every sincere prayer is answered. We become like that on which our hearts are fixed. Carry your chin in and the crown of your head high. We are gods in the chrysalis.”

Chinese proverb: “A man without a smiling face must not open a shop.”

“The Value of a Smile at Christmas

•It costs nothing, but creates much.
•It enriches those who receive, without impoverishing those who give.
•It happens in a flash and the memory of it sometimes lasts forever.
•None are so rich they can get along without it, and none so poor but are richer for its benefits.
•It creates happiness in the home, fosters good will in a business, and is the countersign of friends.
“•It is rest to the weary, daylight to the discouraged, sunshine to the sad, and Nature’s best antidote for trouble.
•Yet it cannot be bought, begged, borrowed, or stolen, for it is something that is no earthly good to anybody till it is given away.
•And if in the last-minute rush of Christmas buying some of our salespeople should be too tired to give you a smile, may we ask you to leave one of yours?
•For nobody needs a smile so much as those who have none left to give!”

Principle 2: “Smile”

Principle 3: “Remember that a person’s name is to that person the sweetest and most important sound in any language.”

“I was ‘hearty in my approbation and lavish in my praise.”

“I want to thank you for coming to Chicago to tell me about this. You have done me a great favour, for if our credit department has annoyed you, it may annoy other good customers, and that would be just too bad. Believe me, I am far more eager to hear this than you are to tell it.”

“Very important people have told me that they prefer good listeners to good talkers, but the ability to listen seems rarer than almost any other good trait.”

“As the Readers’s Digest once said: ‘Many persons call a doctor when all they want is an audience.”

Principle 4: “Be a good listener. Encourage others to talk about themselves.”

“the royal road to a person’s heart is to talk about the things he or she treasures most.”

Principle 5: Talk in terms of the other person’s interests.

“Always make the other person feel important.”

“Do unto others as you would have others do unto you.”

“Little phrases such as ‘I’m sorry to trouble you,’ ‘Would you be so kind as to – ?’ ‘Won’t you please?’ ‘Would you mind?’ ‘Thank you’ – little courtesies like these oil the cogs of the monotonous grind of everyday life – and incidentally, they are the hallmark of good breeding.”

“Talk to people about themselves,’ said Disraeli, one of the shrewdest men who ever ruled the British Empire. ‘Talk to people about themselves and they will listen for hours”

Principle 6: “Make the other person feel important – and do it sincerely.”

Nine times out of ten, an argument ends with each of the contestants more firmly convinced than ever that he is absolutely right.

“Well, suppose you triumph over the other man and shoot his argument full of holes and prove that he is non compos mentis. Then what? You will feel fine. But what about him? You have made him feel inferior. You have hurt his pride. He will resent your triumph. And –

A man convinced against his will

Is of the same opinion still.”

“Buddha said: ‘Hatred is never ended by hatred but by love,’ and a misunderstanding is never ended by an argument but by tact, diplomacy, conciliation and a sympathetic desire to see the other person’s viewpoint.”

Ways of managing a disagreement:

Welcome the disagreement. Remember the slogan, ‘When two partners always agree, one of them is not necessary.’ If there is some point you haven’t thought about, be thankful if it is brought to your attention. Perhaps this disagreement is your opportunity to be corrected before you make a serious mistake.

Distrust your first instinctive impression. Our first natural reaction in a disagreeable situation is to be defensive. Be careful. Keep calm and watch out for your first reaction. It may be you at your worst, not your best.

Control your temper. Remember, you can measure the size of a person by what makes him or her angry.

Listen first. Give your opponents a chance to talk. Let them finish. Do not resist, defend or debate. This only raises barriers. Try to build bridges of understanding. Don’t build higher barriers of misunderstanding.

Look for areas of agreement. When you have heard your opponents out, dwell first on the points and areas on which you agree.

Be honest. Look for areas where you can admit error and say so. Apologize for your mistakes. It will help disarm your opponents and reduce defensiveness.

Promise to think over your opponents’ ideas and study them carefully. And mean it. Your opponents may be right. It is a lot easier at this stage to agree to think about their points than to move rapidly ahead and find yourself in a position where your opponents can say: ‘We tried to tell you, but you wouldn’t listen.’

Thank your opponents sincerely for their interest. Anyone who takes the time to disagree with you is interested in the same things you are. Think of them as people who really want to help you, and you may turn your opponents into friends.

Postpone action to give both sides time to think through the problem. Suggest that a new meeting be held later that day or the next day, when all the facts may be brought to bear. In preparation for this meeting, ask yourself some hard questions:

Principle 1: The only way to get the best of an argument is to avoid it.

“You can tell people they are wrong by a look or an intonation or a gesture just as eloquently as you can in words – and if you tell them they are wrong, do you make them want to agree with you? Never! For you have struck a direct blow at their intelligence, judgement, pride and self-respect. That will make them want to strike back. But it will never make them want to change their minds. You may then hurl at them all the logic of a Plato or an Immanuel Kant, but you will not alter their opinions, for you have hurt their feelings.

“It is difficult, under even the most benign conditions, to change people’s minds. So why make it harder? Why handicap yourself?”

“If you are going to prove anything, don’t let anybody know it. Do it so subtly, so adroitly, that no one will feel that you are doing it. This was expressed succinctly by Alexander Pope:”

“Men must be taught as if you taught them not”
“And things unknown proposed as things forgot.

Over three hundred years ago Galileo said:

You cannot teach a man anything;

you can only help him to find it within himself.”

“Socrates said repeatedly to his followers in Athens:

One thing only I know, and that

is that I know nothing.

Well, I can’t hope to be any smarter than Socrates, so I have quit telling people they are wrong. And I find that it pays.”

“Well, now, look. I thought otherwise but I may be wrong. I frequently am. And if I am wrong, I want to be put right. Let’s examine the facts.”

“I may be wrong, I frequently am. Let’s examine the facts.”

“I may be wrong. Let’s examine the facts”

“Few people are logical. Most of us are prejudiced and biased. Most of us are blighted with preconceived notions, with jealousy, suspicion, fear, envy and pride. And most citizens don’t want to change their minds about their religion or their haircut or communism or their favourite movie star.”

“Ben, you are impossible. Your opinions have a slap in them for everyone who differs with you. They have become so offensive that nobody cares for them. Your friends find they enjoy themselves better when you are not around. You know so much that no man can tell you anything. Indeed, no man is going to try, for the effort would lead only to discomfort and hard work. So you are not likely ever to know any more than you do now, which is very little.”

“I began by observing that in certain cases or circumstances his opinion would be right, but in the present case there appear’d or seem’d to me some difference, etc.”

“Martin Luther King was asked how, as a pacifist, he could be an admirer of Air Force General Daniel ‘Chappie’ James, then the nation’s highest-ranking black officer. Dr. King replied, ‘I judge people by their own principles – not by my own.”

Principle 2: Show respect for the other person’s opinions. Never say, ‘You’re wrong.’

“Say about yourself all the derogatory things you know the other person is thinking or wants to say or intends to say – and say them before that person has a chance to say them. The chances are a hundred to one that a generous, forgiving attitude will be taken and your mistakes will be minimised just as the mounted policeman did with me and Rex”

“Come to think it over, I don’t entirely agree with it myself. Not everything I wrote yesterday appeals to me today. I am glad to learn what you think on the subject. The next time you are in the neighbourhood you must visit us and we’ll get this subject threshed out for all time. So here is a handclasp over the miles, and I am,

Yours sincerely,”

Principle 3: “If you are wrong, admit it quickly and emphatically.”

“If you come at me with your fists doubled,’ said Woodrow Wilson, ‘I think I can promise you that mine will double as fast as yours; but if you come to me and say, “Let us sit down and take counsel together, and, if we differ from each other, understand why it is that we differ, just what the points at issue are,” we will presently find that we are not so far apart after all, that the points on which we differ are few and the points on which we agree are many, and that if we only have the patience and the candour and the desire to get together, we will get together.”

“Scolding parents and domineering bosses and husbands and nagging wives ought to realize that people don’t want to change their minds. They can’t be forced or driven to agree with you or me. But they may possibly be led to, if we are gentle and friendly, ever so gentle and ever so friendly.”

“It is an old and true maxim that ‘a drop of honey catches more flies than a gallon of gall.’ So with men, if you would win a man to your cause, first convince him that you are his sincere friend. Therein is a drop of honey that catches his heart; which, say what you will, is the great high road to his reason.”

“yet he ushered in his most powerful arguments with such friendly remarks as: ‘It will be for the jury to consider,’ ‘This may, perhaps, be worth thinking of,’ ‘Here are some facts that I trust you will not lose sight of,’ or ‘You, with your knowledge of human nature, will easily see the significance of these facts.’ No bulldozing. No high-pressure methods. No attempt to force his opinions on others. Webster used the soft-spoken, quiet, friendly approach, and it helped to make him famous.”

“If I had tried to get the rent reduced by the methods the other tenants were using, I am positive I should have met with the same failure they encountered. It was the friendly, sympathetic, appreciative approach that won.”

“It does look like it, doesn’t it? I’d think the same thing in your position. But this is a unique situation . . .”

“They quarrelled about which was the stronger, and the wind said, ‘I’ll prove I am. See the old man down there with a coat? I bet I can get his coat off him quicker than you can.’

So the sun went behind a cloud, and the wind blew until it was almost a tornado, but the harder it blew, the tighter the old man clutched his coat to him.

Finally, the wind calmed down and gave up, and then the sun came out from behind the clouds and smiled kindly on the old man. Presently, he mopped his brow and pulled off his coat. The sun then told the wind that gentleness and friendliness were always stronger than fury and force.”

“The use of gentleness and friendliness is demonstrated day after day by people who have learned that a drop of honey catches more flies than a gallon of gall.”

Principle 4 “Begin in a friendly way.”

“IN TALKING WITH people, don’t begin by discussing the things on which you differ. Begin by emphasising – and keep on emphasising – the things on which you agree. Keep emphasising, if possible, that you are both striving for the same end and that your only difference is one of method and not of purpose.

Get the other person saying ‘Yes, yes’ at the outset. Keep your opponent, if possible, from saying ‘No.”

“A ‘No’ response, according to Professor Overstreet,1 is a most difficult handicap to overcome. When you have said ‘No,’ all your pride of personality demands that you remain consistent with yourself. You may later feel that the ‘No’ was ill-advised; nevertheless, there is your precious pride to consider! Once having said a thing, you feel you must stick to it. Hence it is of the very greatest importance that a person be started in the affirmative direction.”

“The skilful speaker gets, at the outset, a number of ‘Yes’ responses. This sets the psychological process of the listeners moving in the affirmative direction. It is like the movement of a billiard ball. Propel in one direction, and it takes some force to deflect it; far more force to send it back in the opposite direction.”

“His method? Did he tell people they were wrong? Oh, no, not Socrates. He was far too adroit for that. His whole technique, now called the ‘Socratic method,’ was based upon getting a ‘yes, yes’ response. He asked questions with which his opponent would have to agree. He kept on winning one admission after another until he had an armful of yeses. He kept on asking questions until finally, almost without realising it, his opponents found themselves embracing a conclusion they would have bitterly denied a few minutes previously.”

Principle 5: “Get the other person saying ‘yes, yes’ immediately.”

“MOST PEOPLE TRYING to win others to their way of thinking do too much talking themselves. Let the other people talk themselves out. They know more about their business and problems than you do. So ask them questions. Let them tell you a few things.

If you disagree with them you may be tempted to interrupt. But don’t. It is dangerous. They won’t pay attention to you while they still have a lot of ideas of their own crying for expression. So listen patiently and with an open mind. Be sincere about it. Encourage them to express their ideas fully.”

“One day,’ Mrs. Wilson told one of our classes, ‘I just gave up. Laurie had disobeyed me and had left the house to visit her girl friend before she had completed her chores. When she returned I was about to scream at her for the ten-thousandth time, but I just didn’t have the strength to do it. I just looked at her and said sadly, “Why, Laurie, Why?”

‘Laurie noted my condition and in a calm voice asked, “Do you really want to know?” I nodded and Laurie told me, first hesitantly, and then it all flowed out. I had never listened to her. I was always telling her to do this or that. When she wanted to tell me her thoughts, feelings, ideas, I interrupted with more orders. I began to realise that she needed me – not as a bossy mother, but as a confidante, an outlet for all her confusion about growing up. And all I had been doing was talking when I should have been listening. I never heard her.”

“La Rochefoucauld, the French philosopher, said: ‘If you want enemies, excel your friends; but if you want friends, let your friends excel you.’

Why is that true? Because when our friends excel us, they feel important; but when we excel them, they – or at least some of them – will feel inferior and envious.”

Principle 6: “Let the other person do a great deal of the talking.”

“DON’T YOU HAVE much more faith in ideas that you discover for yourself than in ideas that are handed to you on a silver platter? If so, isn’t it bad judgement to try to ram your opinions down the throats of other people? Isn’t it wiser to make suggestions – and let the other person think out the conclusion?”

“No one likes to feel that he or she is being sold something or told to do a thing. We much prefer to feel that we are buying of our own accord or acting on our own ideas. We like to be consulted about our wishes, our wants, our thoughts.”

“Letting the other person feel that the idea is his or hers not only works in business and politics, it works in family life as well.”

“The reason why rivers and seas receive the homage of a hundred mountain streams is that they keep below them. Thus they are able to reign over all the mountain streams. So the sage, wishing to be above men, putteth himself below them; wishing to be before them, he putteth himself behind them. Thus, though his place be above men, they do not feel his weight; though his place be before them, they do not count it an injury.”

Principle 7: “Let the other person feel that the idea is his or hers.”

“REMEMBER THAT OTHER people may be totally wrong. But they don’t think so. Don’t condemn them. Any fool can do that. Try to understand them. Only wise, tolerant, exceptional people even try to do that.

There is a reason why the other man thinks and acts as he does. Ferret out that reason – and you have the key to his actions, perhaps to his personality.

Try honestly to put yourself in his place.

If you say to yourself, ‘How would I feel, how would I react if I were in his shoes?’ you will save yourself time and irritation, for ‘by becoming interested in the cause, we are less likely to dislike the effect.’ And, in addition, you will sharply increase your skill in human relationships.”

“Stop a minute,’ says Kenneth M. Goode in his book How to Turn People Into Gold, ‘stop a minute to contrast your keen interest in your own affairs with your mild concern about anything else. Realise then, that everybody else in the world feels exactly the same way! Then, along with Lincoln and Roosevelt, you will have grasped the only solid foundation for interpersonal relationships; namely, that success in dealing with people depends on a sympathetic grasp of the other person’s viewpoint.”

“In his book Getting Through to People, Dr. Gerald S. Nirenberg commented: ‘Cooperativeness in conversation is achieved when you show that you consider the other person’s ideas and feelings as important as your own. Starting your conversation by giving the other person the purpose or direction of your conversation, governing what you say by what you would want to hear if you were the listener, and accepting his or her viewpoint will encourage the listener to have an open mind to your ideas.”

“In his book Getting Through to People, Dr. Gerald S. Nirenberg commented: ‘Cooperativeness in conversation is achieved when you show that you consider the other person’s ideas and feelings as important as your own. Starting your conversation by giving the other person the purpose or direction of your conversation, governing what you say by what you would want to hear if you were the listener, and accepting his or her viewpoint will encourage the listener to have an open mind to your ideas.”

“Tomorrow, before asking anyone to put out a fire or buy your product or contribute to your favourite charity, why not pause and close your eyes and try to think the whole thing through from another person’s point of view.? Ask yourself: ‘Why should he or she want to do it?’ True, this will take time, but it will avoid making enemies and will get better results – and with less friction and less shoe leather.”

“I would rather walk the sidewalk in front of a person’s office for two hours before an interview than step into that office without a perfectly clear idea of what I was going to say and what that person – from my knowledge of his or her interests and motives – was likely to answer.”

Principle 8: “Try honestly to see things from the other person’s point of view.”

“WOULDN’T YOU LIKE to have a magic phrase that would stop arguments, eliminate ill feeling, create good will, and make the other person listen attentively?

Yes? All right. Here it is: ‘I don’t blame you one iota for feeling as you do. If I were you I would undoubtedly feel just as you do.”

“You deserve very little credit for being what you are – and remember, the people who come to you irritated, bigoted, unreasoning, deserve very little discredit for being what they are. Feel sorry for the poor devils. Pity them. Sympathise with them. Say to yourself: ‘There, but for the grace of God, go I.’

Three-fourths of the people you will ever meet are hungering and thirsting for sympathy. Give it to them, and they will love you.”

“Dr. Arthur I. Gates said in his splendid book Educational Psychology:‘Sympathy the human species universally craves. The child eagerly displays his injury; or even inflicts a cut or bruise in order to reap abundant sympathy. For the same purpose adults . . . show their bruises, relate their accidents, illness, especially details of surgical operations. “Self-pity” for misfortunes real or imaginary is, in some measure, practically a universal practice.”

Principle 9: “Be sympathetic with the other person’s ideas and desires.”

“The fact is that all people you meet have a high regard for themselves and like to be fine and unselfish in their own estimation.”

“J. Pierpont Morgan observed, in one of his analytical interludes, that a person usually has two reasons for doing a thing: one that sounds good and a real one.”

“The person himself will think of the real reason. You don’t need to emphasise that. But all of us, being idealists at heart, like to think of motives that sound good. So, in order to change people, appeal to the nobler motives.”

“Experience has taught me,’ says Mr. Thomas, ‘That when no information can be secured about the customer, the only sound basis on which to proceed is to assume that he or she is sincere, honest, truthful and willing and anxious to pay the charges, once convinced they are correct. To put it differently and perhaps more clearly, people are honest and want to discharge their obligations. The exceptions to that rule are comparatively few, and I am convinced that the individuals who are inclined to chisel will in most cases react favourably if you make them feel that you consider them honest, upright and fair”

Principle 10. “Appeal to the nobler motives.”

“I was presenting the same facts this time that I had presented previously. But this time I was using dramatisation, showmanship – and what a difference it made.”

Principle 11: Dramatise your ideas

“The way to get things done,’ says Schwab, ‘is to stimulate competition. I do not mean in a sordid money-getting way, but in the desire to excel.”

“The desire to excel! The challenge! Throwing down the gauntlet! An infallible way of appealing to people of spirit.”

“That is what every successful person loves: the game. The chance for self-expression. The chance to prove his or her worth, to excel, to win. That is what makes foot-races, and hog-calling, and pie-eating contests. The desire to excel. The desire for a feeling of importance.”

Principle 12: Throw down a challenge.
“PART 4: NINE WAYS TO CHANGE PEOPLE WITHOUT GIVING OFFENCE OR AROUSING RESENTMENT”

Principle 1: “Begin with praise and honest appreciation.”

“CHARLES SCHWAB WAS passing through one of his steel mills one day at noon when he came across some of his employees smoking. Immediately above their heads was a sign that said ‘No Smoking.’ Did Schwab point to the sign and say, ‘Can’t you read?’ Oh no, not Schwab. He walked over to the men, handed each one a cigar, and said, ‘I’ll appreciate it, boys, if you will smoke these on the outside.’ They knew that he knew that they had broken a rule – and they admired him because he said nothing about it and gave them a little present and made them feel important. Couldn’t keep from loving a man like that, could you?”

“Many people begin their criticism with sincere praise followed by the word ‘but’ and ending with a critical statement. For example, in trying to change a child’s careless attitude toward studies, we might say, ‘We’re really proud of you, Johnnie, for raising your grades this term. But if you had worked harder on your algebra, the results would have been better.’

In this case, Johnnie might feel encouraged until he heard the word ‘but.’ He might then question the sincerity of the original praise. To him, the praise seemed only to be a contrived lead-in to a critical inference of failure. Credibility would be strained, and we probably would not achieve our objectives of changing Johnnie’s attitude toward his studies.

This could be easily overcome by changing the word ‘but’ to ‘and.’ ‘We’re really proud of you, Johnnie, for raising your grades this term, andby continuing the same conscientious efforts next term, your algebra grade can be up with all the others.”

Principle 2: “Call attention to people’s mistakes indirectly.”

“It isn’t nearly so difficult to listen to a recital of your faults if the person criticising begins by humbly admitting that he, too, is far from impeccable.”

Principle 3: “Talk about your own mistakes before criticising the other person.”

“Owen D. Young never said, for example, ‘Do this or do that,’ or ‘Don’t do this or don’t do that.’ He would say, ‘You might consider this,’ or ‘Do you think that would work?’ Frequently he would say, after he had dictated a letter, ‘What do you think of this?’ In looking over a letter of one of his assistants, he would say, ‘Maybe if we were to phrase it this way it would be better.’ He always gave people the opportunity to do things themselves; he never told his assistants to do things;”

“Asking questions not only makes an order more palatable; it often stimulates the creativity of the persons whom you ask. People are more likely to accept an order if they have had a part in the decision that caused the order to be issued.”

Principle 4. “Ask questions instead of giving direct orders.”

“Letting one save face! How important, how vitally important that is! And how few of us ever stop to think of it! We ride roughshod over the feelings of others, getting our own way, finding fault, issuing threats, criticising a child or an employee in front of others, without even considering the hurt to the other person’s pride. Whereas a few minutes’ thought, a considerate word or two, a genuine understanding of the other person’s attitude, would go so far toward alleviating the sting!”

“Even if we are right and the other person is definitely wrong, we only destroy ego by causing someone to lose face. The legendary French aviation pioneer and author Antoine de Saint-Exupéry wrote: ‘I have no right to say or do anything that diminishes a man in his own eyes. What matters is not what I think of him, but what he thinks of himself. Hurting a man in his dignity is a crime.”

A real leader will always follow:

Principle 5: “Let the other person save face.”

“Why, I wonder, don’t we use the same common sense when trying to change people that we use when trying to change dogs? Why don’t we use meat instead of a whip? Why don’t we use praise instead of condemnation? Let us praise even the slightest improvement. That inspires the other person to keep on improving.”

“I can look back at my own life and see where a few words of praise have sharply changed my entire future. Can’t you say the same thing about your life? History is replete with striking illustrations of the sheer witchery of praise.”

“Use of praise instead of criticism is the basic concept of B.F. Skinner’s teachings. This great contemporary psychologist has shown by experiments with animals and with humans that when criticism is minimised and praise emphasised, the good things people do will be reinforced and the poorer things will atrophy for lack of attention.”

“Mr. Ringelspaugh determined to use some of the principles he was learning in our course to solve this situation. He reported: ‘We decided to try praise instead of harping on their faults. It wasn’t easy when all we could see were the negative things they were doing; it was really tough to find things to praise. We managed to find something, and within the first day or two some of the really upsetting things they were doing quit happening. Then some of their other faults began to disappear. They began capitalising on the praise we were giving them. They even began going out of their way to do things right. Neither of us could believe it. Of course, it didn’t last forever, but the norm reached after things levelled off was so much better. It was no longer necessary to react the way we used to. The children were doing far more right things than wrong ones.’ All of this was a result of praising the slightest improvement in the children rather than condemning everything they did wrong.”

“Everybody likes to be praised, but when praise is specific, it comes across as sincere – not something the other person may be saying just to make one feel good.”

“Remember, we all crave appreciation and recognition, and will do almost anything to get it. But nobody wants insincerity. Nobody wants flattery.

Let me repeat: The principles taught in this book will work only when they come from the heart. I am not advocating a bag of tricks. I am talking about a new way of life.

Talking about changing people. If you and I will inspire the people with whom we come in contact to a realisation of the hidden treasures they possess, we can do far more than change people. We can literally transform them.”

“Yes, you who are reading these lines possess powers of various sorts which you habitually fail to use; and one of these powers you are probably not using to the fullest extent is your magic ability to praise people and inspire them with a realisation of their latent possibilities.

Abilities wither under criticism; they blossom under encouragement. To become a more effective leader of people, apply . . .

PRINCIPLE 6: Praise the slightest improvement and praise every improvement. Be ‘hearty in your approbation and lavish in your praise.”

“The average person,’ said Samuel Vauclain, then president of the Baldwin Locomotive Works, ‘can be led readily if you have his or her respect and if you show that you respect that person for some kind of ability.”

“In short, if you want to improve a person in a certain respect, act as though that particular trait were already one of his or her outstanding characteristics. Shakespeare said ‘Assume a virtue, if you have it not.’ And it might be well to assume and state openly that other people have the virtue you want them to develop. Give them a fine reputation to live up to, and they will make prodigious efforts rather than see you disillusioned.”

“I have respected the fact that you are always willing to listen and are big enough to change your mind when the facts warrant a change.”

“There is an old saying: ‘Give a dog a bad name and you may as well hang him.’ But give him a good name – and see what happens!”

“If you want to excel in that difficult leadership role of changing the attitude or behaviour of others, use . . .

PRINCIPLE 7: Give the other person a fine reputation to live up to.

“Tell your child, your spouse, or your employee that he or she is stupid or dumb at a certain thing, has no gift for it, and is doing it all wrong, and you have destroyed almost every incentive to try to improve. But use the opposite technique – be liberal with your encouragement, make the thing seem easy to do, let the other person know that you have faith in his ability to do it, that he has an undeveloped flair for it – and he will practise until the dawn comes in the window in order to excel.”

“Why, Dale, it is no trick at all,’ Lowell replied. ‘There is nothing to bridge except memory and judgement. You’ve written articles on memory. Bridge will be a cinch for you. It’s right up your alley.”

“If you want to help others to improve, remember . . .”

“PRINCIPLE 8: Use encouragement. Make the fault seem easy to correct.”

“Always make the other person happy about doing the thing you suggest.”

“Jeff, I’ll make a deal with you. For every bushel basket full of pears you pick up, I’ll pay you one dollar. But after you are finished, for every pear I find left in the yard, I’ll take away a dollar. How does that sound?” As you would expect, he not only picked up all of the pears, but I had to keep an eye on him to see that he didn’t pull a few off the trees to fill up some of the baskets.”

“Gunter Schmidt, who took our course in West Germany, told of an employee in the food store he managed who was negligent about putting the proper price tags on the shelves where the items were displayed. This caused confusion and customer complaints. Reminders, admonitions, confrontations with her about this did not do much good. Finally, Mr. Schmidt called her into his office and told her he was appointing her Supervisor of Price Tag Posting for the entire store and she would be responsible for keeping all of the shelves properly tagged. This new responsibility and title changed her attitude completely, and she fulfilled her duties satisfactorily from then on.”

“The effective leader should keep the following guidelines in mind when it is necessary to change attitudes or behaviour:

1.Be sincere. Do not promise anything that you cannot deliver. Forget about the benefits to yourself and concentrate on the benefits to the other person.

2.Know exactly what it is you want the other person to do.

3.Be empathetic. Ask yourself what is it the other person really wants.

4.Consider the benefits that person will receive from doing what you suggest.

5.Match those benefits to the other person’s wants.

6.When you make your request, put it in a form that will convey to the other person the idea that he personally will benefit.”

“People are more likely to do what you would like them to do when you use …

PRINCIPLE 9: Make the other person happy about doing the thing you suggest.