Chapter 33 tell him the importance of things

If you want him to be happy to do what you want, you must make him understand that he is very important to you and to this matter. In 1915, Americans were in a panic.A terrible war is going on in Europe.The war has been going on for more than a year, and its scale and brutality are unprecedented.No one knew whether there would be peace. At that time, President Wilson of the United States sent a personal representative of the president as a peace envoy to negotiate with the warring countries in Europe to seek peace. The U.S. Secretary of State at the time was William Genie Bayan, who also supported peace and wanted to go to Europe to mediate.He sees this as a great opportunity to make a name for himself.But Wilson sent his good friend and advisor Colonel Edward House to do it.House felt very embarrassed. He was worried that he would offend the Secretary of State. How could he tell him?

House wrote in his diary: "After learning about this incident, Baiyan seemed very disappointed. He said that he had planned to go. So I told him that the president felt that it was inappropriate to send official officials. If Sending him would draw a lot of attention and it's a sensitive issue." Did you notice?House is hinting at Bayan that his position is too high and it is too conspicuous to do this.So Bayan has nothing to say. House is a good dealer, and he uses a very important principle in dealing with people: make others want to do what you suggest. When former US President Ursul Wilson invited William Gibb McAdoo into his cabinet, he used the same principle.Inviting him into the cabinet is a high honor in itself, and McAdoo was simply flattered by the way Wilson invited him.Here are McAdoo's words:

"Wilson told me he was going to form a cabinet and that he would be very honored if I would be the treasury secretary. He made me feel comfortable doing that, he gave me a feeling that if I accepted the job An errand is like doing him a favor." Unfortunately, Wilson didn't always do that.Had he been like this, history might have been different.Wilson proposed a League of Nations, but he was at loggerheads with Congress and Republicans on the matter.Wilson brought only his own party cronies to the peace conference, refusing to bring Republican leaders.He said that joining the League of Nations was only his own suggestion and had nothing to do with the Republican Party, so he refused their intervention.In this way, his tyrannical ways damaged his political career, his health and even his lifespan, and caused the United States to fail to join the League of Nations and rewrite history.

It is not only politicians who need to apply this principle.Dale Ferry of Indiana also used this principle to get his children to volunteer for the chores he gave them. I know a man who was constantly obliged to decline invitations to speak of various kinds, including those from his friends, and he did so without causing displeasure to those who were rejected.How did he do it?He doesn't just say that he's very busy and doesn't have time, and doesn't say much about this or that reason.He will first thank the person for the invitation and apologize for not being able to go, and then he will recommend another person who he thinks is a suitable replacement.That is to say, when the other party has no time to feel rejected, there is already a new goal waiting for him to consider.

Hunter Schmidt, who attended our training course in West Germany, told about an incident that happened in his grocery store.An employee in his store often forgot to put the price tag in front of various items, so customers didn't know the price and complained about it.That employee was also reminded a few times, but still the same.Finally, Mr. Schmidt called her into his office and told her that she was in charge of the price tags for the entire store.Since then, the employee's attitude has completely changed, and she has taken care of the price tag very well. Napoleon was criticized for being naive because he awarded 15,000 of his men the Medal of Honor, made 18 generals "Marshals of France" and called his army "The Invincible Army".Some people criticized Napoleon for treating his battle-tested army officers and soldiers like using "toys" to coax children, but Napoleon replied: "People are ruled by toys."

This method of giving a "name" can be used by Napoleon, and of course we can also use it.For example, Ernest Giant is a friend of mine who lives in Scarsdale, New York.Her lawn was damaged by several boys who were constantly walking on it.She said good things to them and played too hard, but it didn't work.Then she got the worst of the gang, and she made him her "inspector," and put him in charge of keeping kids out of the lawn.So her "inspector" lit a fire in the grass, put a branding iron in it, and threatened the other children that whoever stepped into the grass would be branded.This way the problem is solved.

A good leader should master the following principles when he needs to change others: 1.Be honest and trustworthy, and don't promise what you can't do. 2.Be clear about what you want others to do. 3.See from another person's point of view what he really wants. 4.Think about what other people will get if they do what you suggest. 5.Compare what he can get with what he really wants, and adjust accordingly. 6.When you make your suggestion, let the other person feel that he will get the benefit he wants from it. For example, we could say something like, "John, we're going to have customers tomorrow, and I think the warehouse should look cleaner. So clean it up, stock the shelves, and wipe down the counters." We can also In another way, tell him the importance of doing this: "John, there is one thing that's best done now, so you don't have to worry about it later. I have a guest coming tomorrow, and I'll show him around here. If you can clean it, Put the goods on the shelves and wipe down the counters, it will look better, and your work will better reflect the company's image."

John will do what you suggest, possibly reluctantly, but he will be even more reluctant if you don't tell him the importance of doing so. Of course, it is not as long as you use this method, you can make others accept it willingly.But we've learned from experience that it's much better than nothing, and the key here is to tell him what's important.