"He who can do this has the whole world with him. He who cannot walks a lonely way".
We are interested in what we want. So the only way on earth to influence other people is to talk about what they want and show them how to get 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 - Henry Ford.
It is - arouse in the other person an eager want.
This principle calls for some sort of sacrifice as well. Imagine, if you have a good idea and you want people to implement this idea, you have to be able to sell it as if the idea belongs to the people, not you. So you suggest A, then the other people will add, edit, twist and turn to make it A++, arouse the eagerness to implement the idea, then only people will buy and commit to implement the idea well. This is a big secret to the corporate world. Most people with good ideas would select which audience to present the ideas to, and certainly the implementors will not be one of the audience. They are just to accept and do it. No wonder 98% business improvement and change management programs fail.
The biggest challenge is to arouse that eager want. The carrots have to be big, to benefit the mass as well as the individual. Man, it's not easy. This is why I highly respect leaders who can turn around companies, e.g. our very own Dato's Idris Jala, known as the turn around expert. Imagine you have to flip the whole organization. To flip one person is already a challenge, now imagine having to do it with thousands of staff.
Let's summarize the 3 chapters I have read, Fundamental Techniques in Handling People:
Principle 1 - Don't criticize, condemn or complain.
Principle 2 - Give honest and sincere appreciation.
Principle 3 - Arouse in the other person an eager want.
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