From the chapter "Making People Glad to Do What You Want" in the book How to Win Friends & Influence People, by Dale Carnegie.
The effective leader should keep the following guidelines in mind when it is necessary to change attitudes or behavior:
- Be sincere. Do not promise anything that you cannot deliver. Forget about the benefits to yourself and concentrate on the benefits to the other person.
- Know exactly what it is you want the other person to do.
- Be empathetic. Ask yourself what it is the other person really wants.
- Consider the benefits that person will receive from doing what you suggest.
- Match those benefits to the other person's wants.
- When you make you request, put it in a form that will convey to the other person the idea that he personally will benefit.
[ . . . ]
People are more likely to do what you would like them to do when you use . . .PRINCIPLE 9
Make the other person happy about doing the thing you suggest.