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Human Relations Principle #21 to Win People to Your Way of Thinking

“I have never found that pay alone would either bring together or hold good people.

I think it was the game itself.”

~Harvey Firestone

 

 

Human Relations Principle #21: Throw down a challenge.

(“When nothing else works, try this.“)

(This is the twenty-first in a series of articles where I will encapsulate each of Dale Carnegie’s timeless, life-changing principles for dealing with people. (Adapted from How to Win Friends and Influence People.))*

When nothing else seems to work to motivate an individual or team, try throwing down a challenge. Here’s why:

  • Frederic Herzberg, one of the great behavioral scientists of the twentieth century, studied in depth the work attitudes of thousands of people ranging from factory workers to senior executives. The one major factor that motivated people was the work itself. If the work was exciting and interesting, the worker looked forward to doing it and was motivated to do a good job.
  • Charles Schwab discovered that, “The way to get things done 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.

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Human Relations Principle #20 to Win People to Your Way of Thinking

Human Relations Principle #20: Dramatize your ideas.

Movies do it. TV does it.

Why don’t you do it?

 

(This is the twentieth in a series of articles where I will encapsulate each of Dale Carnegie’s timeless, life-changing principles for dealing with people. (Adapted from How to Win Friends and Influence People.))*

This is the day of dramatization. Merely stating the truth isn’t enough. The truth has to be made vivid, interesting, dramatic. You have to use showmanship. The movies do it. Television does it. And you will have to do it if you want attention.

Choose a fresh approach—something new, something different—to get the other person intensely interested. Convey facts more vividly, more interestingly, more impressively, than pages of figures and mere talk.

You can dramatize your ideas in business or in any other aspect of your life. Dramatization even works with children as well.

How to get your children to pick up their toys . . .

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Human Relations Principle #19 to Win People to Your Way of Thinking

“A man always has two reasons for doing anything: a good reason and the real reason.”

~J.P. Morgan

 

 

Human Relations Principle #19: Appeal to the nobler motives.

(“An appeal that everybody likes.”)

(This is the nineteenth in a series of articles where I will encapsulate each of Dale Carnegie’s timeless, life-changing principles for dealing with people. (Adapted from How to Win Friends and Influence People.))*

Dale Carnegie was reared on the edge of Jesse James country out in Missouri, and visited the James farm at Kearney, Missouri, where the son of Jesse James was then living. His wife told Dale stories of how Jesse robbed trains and held up banks and then gave money to the neighboring farmers to pay off their mortgages.

Jesse James probably regarded himself as an idealist at heart, just as Dutch Schultz, Al Capone and many other organized crime “godfathers” did generations later. 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.P. 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 will think of the real reason. You don’t need to emphasize that. But all of us, being idealists at heart, like to think of motives that sound good. So, in order to change a person’s decision or behavior, appeal to the nobler motives.

Here are some nobler motives that people hold dear . . . Read more

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Human Relations Principle #18 to Win People to Your Way of Thinking

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

~Dale Carnegie

 

Human Relations Principle #18: Be sympathetic with the other person’s ideas and desires.

(“What everybody wants.”)

(This is the eighteenth in a series of articles where I will encapsulate each of Dale Carnegie’s timeless, life-changing principles for dealing with people. (Adapted from How to Win Friends and Influence People.))*

When we apologize and sympathize with others’ viewpoints, they tend to apologize and sympathize with ours.

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.”

And you can say that and be 100 percent sincere, because if you were the other person you, of course, would feel just as he or she does.

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. Sympathize with them. Say to yourself: “There, but for the grace of God, go I.”

When you receive a troubling or condemning letter, email or text that you feel compelled to defend in anger. By all means write out your reply… but don’t send it. Sit on it for two days. Then take it out, read it, and notice that you most likely have less emotion around the situation and a whole new perspective. Probably a different approach, tone and course of action has come to mind that will better serve all concerned.

Dr. Arthur Gates, author of Educational Psychology, said . . . Read more

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Human Relations Principle #17 to Win People to Your Way of Thinking

“Success in dealing with people depends on a sympathetic grasp of the other persons’ viewpoint.”

~Dale Carnegie

 

 

Human Relations Principle #17: Try honestly to see things from the other person’s point of view.

(“A formula that will work wonders for you.”)

(This is the seventeenth in a series of articles where I will encapsulate each of Dale Carnegie’s timeless, life-changing principles for dealing with people. (Adapted from How to Win Friends and Influence People.))*

Seeing things through another person’s eyes may ease tensions when personal problems become overwhelming.

There is a reason why the other person thinks and acts as he or she does. Ferret out that reason—and you have the key to their actions, perhaps to their personality. Try honestly to put yourself in his or her place.

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 can try to do that.

Say to yourself, “How would I feel, how would I react if I were in his or her 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. Read more

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Human Relations Principle #16 to Win People to Your Way of Thinking

“In every work of genius we recognize our own rejected thoughts; they come back to us with a certain alienated majesty.”

~Ralph Waldo Emerson

 

Human Relations Principle #16: Let the other person feel that the idea is his or hers.

(“How to get cooperation.”)

(This is the sixteenth in a series of articles where I will encapsulate each of Dale Carnegie’s timeless, life-changing principles for dealing with people. (Adapted from How to Win Friends and Influence People.))*

The best way to convert a person to an idea is to plant it in their mind casually, but so as to interest them in it—so as to get them thinking about it on their own account.

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.

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 judgment 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?

Sage Advice on Leadership from Lao-tse

Lao-tse, a Chinese sage, said, Read more

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Human Relations Principle #15 to Win People to Your Way of Thinking

“If you want enemies, excel your friends;

but if you want friends,

let your friends excel you.”

~La Rochefoucauld, French philosopher

 

Human Relations Principle #15: Let the other person do a great deal of the talking.

(“The safety valve in handling complaints.”)

(This is the fifteenth in a series of articles where I will encapsulate each of Dale Carnegie’s timeless, life-changing principles for dealing with people. (Adapted from How to Win Friends and Influence People.))*

Remember the old adage: the creator gave us two ears and one mouth for a reason—to do at least twice as much listening as we do talking.

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. Read more

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Human Relations Principle #14 to Win People to Your Way of Thinking

“He who treads softly goes far.”

~Chinese Proverb

 

 

 

 

Human Relations Principle #14: Get the other person saying “yes, yes” immediately.

(“The secret of Socrates.”)

(This is the fourteenth in a series of articles where I will encapsulate each of Dale Carnegie’s timeless, life-changing principles for dealing with people. (Adapted from How to Win Friends and Influence People.))*

It doesn’t pay to argue. It is much more profitable and much more interesting to look at things from the other person’s viewpoint and try to get that person saying “yes, yes.”

In talking with people, don’t begin by discussing things on which you differ. Begin by emphasizing—and keep on emphasizing—the things on which you agree. Keep emphasizing, if possible, that you are both striving for the same end and that your only difference is one of method and not of purpose.

The skillful speaker, salesperson and politician gets, at the outset, a number of “Yes” responses. This is the psychological process of moving the listener in the affirmative direction.

Be as Persuasive as Socrates

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Human Relations Principle #13 to Win People to Your Way of Thinking

Abe Lincoln said, “If a man’s heart is rankling with discord and ill feeling toward you, you can’t win him to your way of thinking with all the logic in Christendom. 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.”

Human Relations Principle #13: Begin in a friendly way.

(“A drop of honey.”)

(This is the thirteenth in a series of articles where I will encapsulate each of Dale Carnegie’s timeless, life-changing principles for dealing with people. (Adapted from How to Win Friends and Influence People.))*

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

So with men [and women], if you would win a person to your cause, first convince him/her that you are his/her sincere friend. Therein is a drop of honey that catches his/her heart; which, say what you will, is the great high road to his/her reason. Read more

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Human Relations Principle #12 to Win People to Your Way of Thinking

“By fighting you never get enough, but by yielding you get more than you expected.”

~Proverb

 

Human Relations Principle #12: If you are wrong, admit it quickly and emphatically.

(This is the twelfth in a series of articles where I will encapsulate each of Dale Carnegie’s timeless, life-changing principles for dealing with people. (Adapted from How to Win Friends and Influence People.))*

Any fool can try to defend his or her mistakes—and most fools do—but it raises one above the herd and gives one a feeling of nobility and exultation to admit one’s mistakes.

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 minimized.

There is a certain degree of satisfaction in having the courage to admit one’s errors. It not only clears the air of guilt and defensiveness, but often helps solve the problem created by the error.

If we know we are going to be rebuked anyhow, isn’t it far better to beat the other person to it and do it ourselves? Isn’t it much easier to listen to self-criticism than to bear condemnation from alien lips? Read more

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