Making people glad to do what you want

This chapter mentioned, “Always make the other person happy about doing the thing you suggest. “

And one story is about a Ferrier who used this technique and he encouraged one of his young children to willingly do the chore he was assigned.

One of his chores was to pick up pears from under the tree so that he wouldn’t have to stop to pick them up while he is mowing the lawn. So, He made a deal with kids and said, “ For every basket full of pears you pick up, I will pay you 1 dollar, but after you are finished, for every pear I find left in the yard, I will take away a dollar. How does that sound?”

He had to keep an eye on the kids to see that he didn’t pull a few off the trees to fill up some of the baskets and it worked, because this technique made his kids happy about doing the thing you suggest. 

The effective leader should keep the following guidelines in mind when it is necessary to change attitudes or behavior:

1.    Be sincere. Do not 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 it the other person really wants.

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.

I think the most important part of this technique is being sincere. So, if we show lack of sincerity, I don’t think these guidelines are going to work as it is supposed to.

It is naive to believe you will always get a favorable reaction from other persons when you use these approaches.