How to Win Friends and Influence People: Chapter 30

Show people why they're too important to do some menial task,

and they'll be glad to let you take the reins.

Show them what's in it for them

and make it appear as if they're doing you a huge favor.

In this exercise, it's important to challenge people to incite them to action, and then praise them for a job well done. And it also calls on giving people a fine reputation to live up to. Remind them why you believe in them. Reiterate your confidence in them. And then challenge them to go get the result. Give titles and authority to people, and watch them live up to it.

Carnegie shares a few guidelines about what makes an effective leader. Things like being sincere and empathetic, knowing exactly the outcome you're looking for, understanding what's in it for the other person, and giving them exactly what they want, not what you think they should want.

Now, it's no guarantee that you will always get what you want

when you use this approach. But you stand a better chance

if you use it than if you don't.