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How to Win Friends and Influence People by Dale Carnegie 18


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How to Win Friends and Influence People by Dale Carnegie 18
PRINCIPLE 3: Arouse in the other person an eager want
By Dale Carnegie
Presented by Raja Wajahat

Published in: Education
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How to Win Friends and Influence People by Dale Carnegie 18

  1. 1. If, for example, you don’t want your children to smoke 1Presented by Raja Wajahat
  2. 2. don’t preach at them, and don’t talk about what you want; 2Presented by Raja Wajahat
  3. 3. 3Presented by Raja Wajahat but show them that cigarettes may keep them from making the basketball team or winning the hundred-yard dash
  5. 5. I like Fishing! 5Presented by Raja Wajahat
  6. 6. And personally I am very fond of strawberries and cream but I have found that for some strange reason, fish prefer worms 6Presented by Raja Wajahat
  7. 7. So when I go fishing, I don’t think about what I want 7Presented by Raja Wajahat
  8. 8. 8Presented by Raja Wajahat I think about what they want I don’t bait the hook with strawberries and cream
  9. 9. Rather, I dangle a worm or a grasshopper in front of the fish and say “Wouldn’t you like to have that?”
  10. 10. Why not use the same common sense when fishing for people? That is what Lloyd George, Great Britain’s Prime Minister during World War I, did. 10Presented by Raja Wajahat
  11. 11. When someone asked him how he managed to stay in power after the other wartime leaders Wilson, Orlando and Clemenceau had been forgotten 11Presented by Raja Wajahat
  12. 12. he replied that if his staying on top might be attributed to any one thing 12Presented by Raja Wajahat
  13. 13. it would be to his having learned that it was necessary to bait the hook to suit the fish 13Presented by Raja Wajahat
  14. 14. 14Presented by Raja Wajahat Whytalk about what we want? That is childish. Absurd.
  15. 15. Of course, you are interested in what you want. You are eternally interested in it
  16. 16. But no one else is The rest of us are just like you: we are interested in what we want. 16Presented by Raja Wajahat
  17. 17. So the only way on earth to influence other people is to talk about what they want and show them how to get it 17Presented by Raja Wajahat
  18. 18. Remember that tomorrow when you are trying to get somebody to do something 18Presented by Raja Wajahat
  19. 19. This is a good thing to remember regardless of whether you are dealing with children or calves or chimpanzees.
  20. 20. For example: one day Ralph Waldo Emerson and his son tried to get a calf into the barn But they made the common mistake of thinking only of what they wanted: 20Presented by Raja Wajahat
  21. 21. Emerson pushed and his son pulled But the calf was doing just what they were doing; 21Presented by Raja Wajahat
  22. 22. he was thinking only of what he wanted, so he stiffened his legs and stubbornly refused to leave the pasture 22Presented by Raja Wajahat
  23. 23. She couldn’t write essays and books; 23Presented by Raja Wajahat The Irish housemaid saw their predicament.
  24. 24. but, on this occasion at least she had more horse sense, or calf sense, than Emerson had 24Presented by Raja Wajahat
  25. 25. 25Presented by Raja Wajahat She thought of what the calf wanted, so she put her maternal finger in the calf’s mouth and let the calf suck her finger as she gently led him into the barn
  26. 26. Every act you have ever performed since the day you were born was performed because you wanted something. How about the time you gave a large contribution to the Red Cross? 26Presented by Raja Wajahat
  27. 27. Yes, that is no exception to the rule You gave the Red Cross the donation because you wanted to lend a helping hand; you wanted to do a beautiful, unselfish, divine act 27Presented by Raja Wajahat
  28. 28. " Inasmuch as ye have done it unto one of the least of these my brethren, ye have done it unto me.” If you hadn’t wanted that feeling more than you wanted your money, you would not have made the contribution 28Presented by Raja Wajahat
  29. 29. Of course, you might have made the contribution because you were ashamed to refuse or because a customer asked you to do it 29Presented by Raja Wajahat
  30. 30. 30Presented by Raja Wajahat But one thing is certain You made the contribution because you wanted something
  31. 31. Harry A, Overstreet in his illuminating book Influencing Human Behavior said; “Action springs out of what we fundamentally desire . . . and the best piece of advice which can be given to would-be persuaders, 31Presented by Raja Wajahat
  32. 32. whether in business, in the home, in the school, in politics, is: First, arouse in the other person an eager want. 32Presented by Raja Wajahat
  33. 33. He who can do this has the whole world with him He who cannot walks a lonely way.” 33Presented by Raja Wajahat
  34. 34. PRINCIPLE 3 Arouse in the other person an eager want
  35. 35. How to Win Friends and Influence People – 18 By Dale Carnegie Presented by Raja Wajahat 35Presented by Raja Wajahat Read Every Day!