Get the other person saying “yes, yes”
Let the other person do a great deal of the
HOW TO GET
Let the other person feel that the idea is his
A FORMULA THAT
WONDERS FOR YOU
Try honestly to see things from the other
person’s point of
Be sympathetic with the other person’s ideas
AN APPEAL THAT
Appeal to the nobler motives.
THE MOVIES DO IT. TV
WHY DON’T YOU DO
Dramatize your ideas.
Throw down a challenge.
Be a Leader: How to
People Without Giving
Offense or Arousing
A leader’s job often includes changing your people’s
attitudes and behavior. Some suggestions to accomplish
IF YOU MUST FIND FAULT,
THE WAY TO BEGIN
Begin with praise and honest
HOW TO CRITICIZEAND
HATED FOR IT
Call attention to people’s mistakes
Talk about your own mistakes before criticizing
NO ONE LIKES
Ask questions instead of giving direct
LET THE OTHER
Let the other person save face.
HOW TO SPUR
Praise the slightest improvement and praise every
improvement. Be “hearty in your approbation and
GIVE A DOG
Give the other person a fine reputation
to live up
Use encouragement. Make the fault
seem easy to
MAKING PEOPLE GLAD TO
WHAT YOU WANT
Make the other person happy about doing the
The effective leader should keep the following guidelines
in mind when it is necessary to change attitudes or
1- BE sincere . Don’t promise anything that you can’t deliver .
Forget about the benefits to yourself and concentrate on the
benefits to the other person .
2- Know exactly what it is you want the other person to do .
3- Be empathetic . Ask yourself what is the other person really
4- Consider the benefits that person will receive from doing what
you suggest .
5- Match those benefits to the other person’s wants .
6- When you make your request , put it in a form that will convey
to the other person the idea that he personally will benefit .