When Nothing Else Works, Try This
Charles Schwab had a mill manager whose men weren’t producing their quota of work. “How is it,” Schwab asked, “that a man as capable as you can’t make this mill turn out what it should?” “I don’t know,” the man replied. “I’ve coaxed the men; I’ve pushed them; I’ve sworn and cussed; I’ve threatened them […]
The Movies Do It. Radio Does It. Why Don’t You Do It?
A few years ago, the Philadelphia Evening Bulletin was being slandered by a dangerous whispering campaign. A malicious rumor was being circulated. Advertisers were being told that the newspaper carried too much advertising and too little news, that it was no longer attractive to readers. Immediate action was necessary. The gossip had to be squelched. […]
An Appeal That Everybody Likes
I was reared on the edge of the Jesse James’ country out in Missouri and I visited the James’ farm at Kearney, Missouri, where the son of Jesse James is still living. His wife told me stories of how Jesse robbed trains and held up banks and then gave money to the neighboring farmers to […]
What Everybody Wants
Wouldn’t you like to have a magic phrase that would stop argument, eliminate ill feeling, create good will, and make the other person listen attentively? Yes? All right. Here it is. Begin by saying: “I don’t blame you one iota for feeling as you do. If I were you, I should undoubtedly feel just as […]
A Formula That Will Work Wonders for You
Remember that the other man may be totally wrong. But he doesn’t think so. Don’t condemn him. Any fool can do that. Try to understand him. Only wise, tolerant, exceptional men even try to do that. There is a reason why the other man thinks and acts as he does. Ferret out that hidden reason—and […]
How to Get Co-operation
Don’t you have much more faith in ideas that you discover for yourself than in ideas that are handed to you on a silver platter? If so, isn’t it bad judgment to try to ram your opinions down the throats of other people? Wouldn’t it be wiser to make suggestions – and let the other […]
The Safety Valve in Handling Complaints
Most people, when trying to win others to their way of thinking, do too much talking themselves. Salesmen, especially, are guilty of this costly error. Let the other man talk himself out. He knows more about his business and his problems than you do. So ask him questions. Let him tell you a few things. […]
The Secret of Socrates
In talking with people, don’t begin by discussing the things on which you differ. Begin by emphasizing – and keep on emphasizing – the things on which you agree. Keep emphasizing – if possible – that you are both striving for the same end and that your only difference is one of method and not […]
The High Road to a Man’s Reason
If your temper is aroused and you tell ’em a thing or two, you will have a fine time unloading your feelings. But what about the other fellow? Will he share your pleasure? Will your belligerent tones, your hostile attitude, make it easy for him to agree with you? “If you come at me with […]
If You’re Wrong, Admit It
I live almost in the geographical centre of greater New York; yet within a minute’s walk of my house there is a wild stretch of virgin timber, where the blackberry thickets foam white in the springtime, where the squirrels nest and rear their young and the horse-weeds grow as tall as a horse’s head. This […]