Fundamental techniques in handling people
1.Don't criticize, condemn, or complain.
2.Give honest and sincere appreciation.
3.Arouse in the other person an eager want.
The desire for a feeling of importance is one of the chief distinguishing differences between mankind and the animals.
If there is any one secret of success, it lies in the ability to get the other person's point of view and see things from that person's angle as well as from your own. (Henry Ford)
Six ways to make people like you
1.Become genuinely interested in other people.
3.Remember that a person's name is to that person the sweetest and most important sound in any language
4.Be a good listener. Encourage others to talk about themselves.
5.Talk in terms of the other person's interest.
6.Make the other person feel important-and do it sincerely.
Genuinely interested in other people is a most important quality for a salesperson to possess, for any person, for that matter.
Win people to your way of thinking
1.The only way to get the best of an argument is to avoid it.
2.Show respect for the other person's opinions. Never say, "You're wrong."
3.If you are wrong, admit it quickly and emphatically.
4.Begin in a friendly way.
5.Get the other person saying "yes,yes" immediately.
6.Let the other person do a great deal of the talking.
Thank your opponents sincerely for their interest. Anyone who takes the time to disagree with you is interested in the same things you are.
If you are going to prove anything, don't let anybody know it. Do it so subtly, so adroitly, that no one will feel that you are doing it.
"Socratic method" was based upon getting a "yes,yes" response. He asked questions with which his opponent would have to agree. He kept on winning one admission after another until he had an armful of yeses. He kept on asking questions until finally, almost without realizing it, his opponents found themselves embracing a conclusion they would have bitterly denied a few minutes previously.
Be a leader
1.Begin with praise and honest appreciation
2.Call attention to people's mistakes indirectly.
3.Talk about your own mistakes before criticising the other person.
4.Ask questions instead of giving direct orders.
5.Let the other person save face.
6.Praise the slightest improvement and praise every improvement. Be "hearty in your approbation and lavish in your praise."
7.Give the other person a fine reputation to live up to.
8.Use encouragement. Make the fault seem easy to correct.
9.Make the other person happy about doing the thing you suggest.
Many people begin their criticism with sincere praise followed by the word "but" and ending with a critical statement. (...) "We're really proud of you, Johnnie, for raising your grades this term. But if you had worked harder on your algebra, the results would have been better." (...) This could be easily overcome by changing the word "but" to "and." "We're really proud of you, Johnnie, for raising your grades this term, and by continuing the same conscientious efforts next term, your algebra grade can be up with all the others."
People are more likely to accept an order if they have had a part in the decision that caused the order to be issued.