Business Essay #10
Dale Carnegie’s How to Win Friends and Influence People is a classic book that you can apply to leadership, business, and relationships. In part one of his book he tells you his fundamental techniques in handling people. They are;
1. Don’t Criticize Condemn or Complain
2. Give Honest and Sincere Appreciation
3. Arouse in the Other Person an Eager Want. You must follow these rules when trying to persuade someone to change or do something that you want them to do.
Rule one says not to criticize. The reason is human pride, if you criticize someone they naturally go one the defensive and want to defend their actions against the “attack” of you criticism. They may know that you are right but they will still be hurt and they will not likely do what you what after you leave them alone. That is why it is a good idea to not use negative sanctions as often as positive rewards.
The second rule tells use to give honest appreciation. This goes along with the first rule, you should use positive incentives to encourage the desired behavior. Giving sincere appreciation, recognition and complements are a very powerful tool.
Making the other person want to do what you want them to do is what the third rule is all about. This is hard to do but the key is seeing what the other person wants. Once you know what the other person wants, then you can figure out how doing what you want can get them what they want. This is a useful skill for a leader and it is also the key to successful sales. When you are trying to get someone to do something, or buy something you need to approach the situation with the mindset of “What do they want?”. Not the natural and selfish “This is what I want.”