The father, looking at the bed, obeyed Charles Schwabs injunction: he was hearty in his approbation and lavish in his praise.
You are not going to wet this bed, are you? the father said.
Oh, no, no! I am not going to wet this bed. The boy kept his promise, for his pride was involved. That was his bed. He and he alone had bought it. And he was wearing pajamas now like a little man. He wanted to act like a man. And he did.
Another father, K. T. Dutschmann, a telephone engineer, a student of this course, couldnt get his three-year-old daughter to eat breakfast food. The usual scolding, pleading, coaxing methods had all ended in futility. So the parents asked themselves: How can we make her want to do it?
The little girl loved to imitate her mother, to feel big and grown up; so one morning they put her on a chair and let her make the breakfast food. At just the psychological moment, Father drifted into the kitchen while she was stirring the cereal and she said: Oh, look, Daddy, I am making the cereal this morning.
She ate two helpings of the cereal without any coaxing, because she was interested in it. She had achieved a feeling of importance; she had found in making the cereal an avenue of self-expression.
William Winter once remarked that self-expression is the dominant necessity of human nature. Why cant 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.
Questions1) What conclusion did D. Carnegie arrive at, when he went fishing?
2) What is the only way to influence other people?
3) How did the Irish housemaid manage to get the calf into the barn?
4) What does A. Overstreet say about motivation of our action?
5) What is D. Carnegies advice of persuading somebody to do something?
6) What bit of advice about the fine art of human relations does Henry Ford give?
7) How did D. Carnegie manage to decrease rent of a ballroom?
8) What is the difference in the manner of work between two agents Carl and John?
9) What is Professor Overstreets wise advice?
10) What advantage do people, who follow Professors Overstreets advice, get?
11) Why couldnt the parents of a little thin boy cope with him?
12) How was the problem of the little boy who slept with his grandmother solved?
13) What problem did an engineer and his wife have with their three-year-old daughter?
14) What is dominating necessity in William Winters opinion?
PRINCIPLE 1 Dont criticize, condemn or complain.
PRINCIPLE 2 Give honest and sincere appreciation.
PRINCIPLE 3 Arouse in the other person an eager want.
Part two
Six ways to make people like you
I
Do this and youll be welcome anywhere
Why read this book to find out how to win friends? Why not study the technique of the greatest winner of friends the world has ever known? Who is he? You may meet him tomorrow coming down the street. When you get within ten feet of him, he will begin to wag his tail. If you stop and pat him, he will almost jump out of his skin to show you how much he likes you. And you know that behind this show of affection on his part, there are no ulterior motives: he doesnt want to sell you any real estate, and he doesnt want to marry you.
Did you ever stop to think that a dog is the only animal that doesnt have to work for a living? A hen has to lay eggs, a cow has to give milk, and a canary has to sing. But a dog makes his living by giving you nothing but love.
When I was five years old, my father bought a little yellow-haired pup for fifty cents. He was the light and joy of my childhood. Every afternoon about four-thirty, he would sit in the front yard with his beautiful eyes staring steadfastly at the path, and as soon as he heard my voice or saw me swinging my dinner pail through the buck brush, he was off like a shot, racing breathlessly up the hill to greet me with leaps of joy and barks of sheer ecstasy.
T ippy was my constant companion for five years. Then one tragic night I shall never forget it he was killed within ten feet of my head, killed by lightning. Tippys death was the tragedy of my boyhood.
T ippy was my constant companion for five years. Then one tragic night I shall never forget it he was killed within ten feet of my head, killed by lightning. Tippys death was the tragedy of my boyhood.
You never read a book on psychology, Tippy. You didnt need to. You knew by some divine instinct that you can make more friends in two months by becoming genuinely interested in other people than you can in two years by trying to get other people interested in you. Let me repeat that. 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.
Yet I know and you know people who blunder through life trying to wigwag other people into becoming interested in them.