Dale Carnegie’s “Twelve Ways to Persuade”–Take The High Road, Dramatize, Challenge! (VIII)

Two days left!  Let’s cut to the chase!

Before we begin, however, please note that principles stated in Mr. Carnegie’s books are not merely bag of tricks for improving human relations.  According to our expert, “Principles must be implemented with care, sincerity, and honesty.”

(Great point!  We can all smell flatterers and manipulators miles away!)

Principle 10:  Appeal to noble motives

People are idealists at heart.  We like to think of motives that sound good.  So in order to change others, appeal to nobler motives.  Example:

James L. Thomas collected “uncollectable accounts” by empathizing, listening, and appealing to customers’ nobler motives:

“I’m sorry you’ve been annoyed and inconvenienced by one of our representatives.  As a representative, I apologize.  As I listened to your side of the story, I could not help but be impressed by your fairness and patience.  Because of your fairness and patience, I’m going to ask a favor.  I believe you can do it better than and know about it more than anyone else.  I’m going to ask you to adjust your bill, as you would if you were the president of my company.  I’m going to leave it up to you.  Whatever you say, goes.”

(I’m not sure how often this strategy works but from what I’ve read so far, I can see that hurting people’s ego is NOT the way to get results.  A two-year-old can tell it like it is.  I’ll try the above.  I only fail when I fail to try.  Wish me luck!)

Principle 11:  Dramatize

Merely stating facts isn’t enough.  You have to make an impression.  The facts have to be made vivid, interesting, and dramatic.  Use showmanship.  The movie does it.  Television does it.  If you want attention, go for it!

(Want an interview?  Stop sending resumes.  Study the organization inside out.  Show up at the CEO’s office with a 30 second spiel.  Make a positive impression.  Inform.  Tell the manager how your skills will benefit the company.  In the next 30 seconds, share your portfolio.  Show and tell.  Make a strong first impression.  Screw the red tape! … I was desperate for a job — get hired or stay home.  What have I got to lose?  NOTHING! …  I got the job!  If I can do it, you can do it better!  Good luck!)

Principle 12:  When all else fails, throw down a challenge

Successful people love the game: the chance for self-expression, the chance to prove his or her worth, to excel, to win.  Why do contestants participate in relay races and pie-eating contests?

Charles Schwab got his mill workers producing by stimulating competition between the day shift and night shift workers.  At the beginning of each shift, employees would see on the floor how much the other shift produced.

(Smart guy!  Mr. Schwab capitalized on employees’ desire to excel.  The challenge was non-threatening because the result displayed group [not individual] effort.  AND the challenge was doable; not overwhelming or impossible.)

Frederic Herzberg, one of the great behavioral scientists, concurred.  He conducted an in-depth study of work attitudes of thousands ranging from factory workers to senior executives.

His findings?

What stimulated employees the most — money, professionally decorated offices, benefits?  None of the  above.

People were motivate by the work.  If the assignment was exciting and interesting, the worker looked forward to the task and was motivated to do a good job.

(I agree and disagree.  As long as employees receive a livable wage, money and benefits may not be at the top of their lists.  As psychologist Abraham Maslow once said, “Basic needs — food and shelter — must be met before self-actualization can take place.”)

Thoughts?  Two more days!

Thanks for your support on this journey!