Part 1 - Fundamental Techniques In Handling People.
• 2 - The Big Secret of Dealing with People
There is only one way under high heaven to get anybody to do
Anything, that is by making the other person want to do it.
Remember, there is no other way.
What do you want?
Sigmund Freud said that everything you and I do springs from two motives: the sex urge and the desire to be great.
John Dewey, one of America's most profound philosophers, phrased it a bit differently. Dr. Dewey said that the deepest urge in human nature is "the desire to be important."
Remember that phrase: "the desire to be important." It is significant. You are going to hear a lot about it in this book.
"Everybody likes a compliment."
William James said: "The deepest principle in human nature is the craving to be appreciated." He didn't speak, mind you, of the "wish" or the "desire" or the "longing" to be appreciated. He said the "craving" to be appreciated.
If you tell me how you get your feeling of importance, I'll tell you what you are. That determines your character. That is the most significant thing about you.
"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.
"There is nothing else that so kills the ambitions of a person as
criticisms from superiors. I never criticize any-one. I believe in giving
a person incentive to work. So I am anxious to praise but loath to
find fault. If I like anything, I am hearty in my approbation and lavish
in my praise. "
Hurting people not only does not change them, it is never called for.
There is an old saying that I have cut out and pasted on my mirror where I cannot help but see it every day:
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.
• Principle 2 Give honest and sincere appreciation.
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