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How To Win Friends And Influence People :: Carnegie Dale Breckenridge
Страница: 43 из 194These lectures attract crowds of educated and cultured people to your hotel. That is good advertising for you, isn't it? In fact, if you spent five thousand dollars advertising in the newspapers, you couldn't bring as many people to look at your hotel as I can bring by these lectures. That is worth a lot to a hotel, isn't it?"
As I talked, I wrote these two "disadvantages" under the proper heading, and handed the sheet of paper to the manager, saying: "I wish you would carefully consider both the advantages and disadvantages that are going to accrue to you and then give me your final decision."
I received a letter the next day, informing me that my rent would be increased only 50 percent instead of 300 percent.
Mind you, I got this reduction without saying a word about what I wanted. I talked all the time about what the other person wanted and how he could get it.
Suppose I had done the human, natural thing; suppose I had stormed into his office and said, "What do you mean by raising my rent three hundred percent when you know the tickets have been printed and the announcements made? Three hundred percent!
Ridiculous! Absurd! I won't pay it!"
What would have happened then? An argument would have begun to steam and boil and sputter - and you know how arguments end.
Even if I had convinced him that he was wrong, his pride would have made it difficult for him to back down and give in.
Here is one of the best bits of advice ever given about the fine art of human relationships. "If there is any one secret of success," said Henry Ford, "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."
That is so good, I want to repeat it: "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."
That is so simple, so obvious, that anyone ought to see the truth of it at a glance; yet 90 percent of the people on this earth ignore it 90 percent of the time.
An example? Look at the letters that come across your desk tomorrow morning, and you will find that most of them violate this important canon of common sense. Take this one, a letter written by the head of the radio department of an advertising agency with offices scattered across the continent. This letter was sent to the managers of local radio stations throughout the country. (I have set down, in brackets, my reactions to each paragraph.) Mr. John Blank, Blankville, Indiana Dear Mr.
As I talked, I wrote these two "disadvantages" under the proper heading, and handed the sheet of paper to the manager, saying: "I wish you would carefully consider both the advantages and disadvantages that are going to accrue to you and then give me your final decision."
I received a letter the next day, informing me that my rent would be increased only 50 percent instead of 300 percent.
Mind you, I got this reduction without saying a word about what I wanted. I talked all the time about what the other person wanted and how he could get it.
Suppose I had done the human, natural thing; suppose I had stormed into his office and said, "What do you mean by raising my rent three hundred percent when you know the tickets have been printed and the announcements made? Three hundred percent!
Ridiculous! Absurd! I won't pay it!"
What would have happened then? An argument would have begun to steam and boil and sputter - and you know how arguments end.
Even if I had convinced him that he was wrong, his pride would have made it difficult for him to back down and give in.
Here is one of the best bits of advice ever given about the fine art of human relationships. "If there is any one secret of success," said Henry Ford, "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."
That is so good, I want to repeat it: "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."
That is so simple, so obvious, that anyone ought to see the truth of it at a glance; yet 90 percent of the people on this earth ignore it 90 percent of the time.
An example? Look at the letters that come across your desk tomorrow morning, and you will find that most of them violate this important canon of common sense. Take this one, a letter written by the head of the radio department of an advertising agency with offices scattered across the continent. This letter was sent to the managers of local radio stations throughout the country. (I have set down, in brackets, my reactions to each paragraph.) Mr. John Blank, Blankville, Indiana Dear Mr.