Chapter 10 - Nobler motives

 Everyone has a high regard for themselves and feels unselfish in their own estimation.
 People can have two reasons why they do things: one that sounds good and a real one.
 Most people like to think of motives that sound noble, so if I come to people with noble
motives they will probably be more attracted to them as well.
 Some of these nobler motives could be: -being a man of your word -love and respect for
parents -refraining from harming children -donating to charity -the reputation of being an
honest human -being fair and patient

Although these are good, they don’t work for everyone.

 People can become more open to talking if you let them know that they’re the authority
of the conversation.
 People are honest, but what to discharge their obligations.

But if you make them feel honest, they can probably feel it and fulfill their obligations.

 Appeal to the nobler motives.

Part 3: Chapter 11 - Dramatization

 The truth is generally more attractive to people when made interesting and dramatic.
 Being dramatic is pretty crucial in getting attention.
 In advertising, they dramatize the advantages of what people will get if they buy.
 Adding showmanship like sound, feeling, and smell can make it more attractive as well.
 Facts that are dramatized are more appealing for any human in general.
 Dramatize your ideas.

Chapter 12 - Challenge
 Creating competition that uses a desire to excel as motivation is very effective to get things
done.
 It is an infallible way to appeal to people of spirit.
 Even if all men have fears, they can leave them behind and become brave.

It doesn’t matter if they die, the bravery to do so makes it a victory.

Because for men, there probably isn’t the greatest challenge than overcoming those fears.

 Money and money alone won’t hold people together as the game(competition) between them
will do most likely.
 The number one factor that motivates people to do work is the work itself (how interesting and
exciting it is).
Based on this, the worker is more motivated to do a better job.

 Every successful person loves the game, and every person loves to prove that they can win and
excel.

It’s the desire to excel and to feel important.

 Throw down a challenge.

Part 4 - Be a leader: How to change people without giving offence or

arousing resentment

Chapter 1 - Begin with praise

It’s easier for most people to listen to unpleasant things after listening to some praise for their
good points. . It’s a lot more beneficial to praise people before telling them about the mistakes
that they made. .

To do that you want to become more diplomatic. . You can make someone else’s problem sound
more like your problem: . ”There are some things about which I’m not quite satisfied with you” .
Genuinely complimenting people and telling them why they’re superior to their competitors is
one of the best types of compliments, if not the best. . When you begin with the compliment, you
still don’t want to say the real reason why you joined the conversation (talk about problems) .

To make a genuine compliment you can try to admire something specific about how someone
works. . Beginning with praise can massively kill the pain people feel from criticism. . Begin
with praise and honest appreciation.