Making People Glad to Do What You Want

August 1, 2014

ID-10046855J. A. Want, the one time head of the J. A. Want Organization, one of the largest Hooven letter and photo-offset printing houses in New York, was faced with the necessity of changing a mechanic’s attitude and demands without arousing resentment. This mechanic’s job was to keep scores of typewriters and other hard-driven machines functioning smoothly right and day. He was always complaining that the hours were to long, that there was too much work, that he needed an assistant.

J. A. Want didn’t give him an assistant, didn’t give him shorter hours or less work, and yet he made the mechanic happy. How? This mechanic was given a private office. His name appeared on the door, and with it his title—“Manager of the Service Department.”

He was no longer a repairman to be ordered about by every Tom, Dick, and Harry. He was now the manager of a department. He had dignity, recognition, a feeling of importance. He worked happily and without complaint.

Such is human nature. We all need validation for our work and we all share a need to be recognized. So, if you want to change people without arousing resentment or giving offense, abide by one of Dale Carnegie’s most important rules: Make the other person happy about doing the thing you suggest.

Here’s an example of this important principle in action from your friends at Dale Carnegie Training of Central Ohio:

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