How to Win Friends Ch. 3 Flashcards

Questions and Answers

If the author's favorite food is strawberries and cream, why doesn't he bait the hook with strawberries and cream when he goes fishing?

Because in order to catch fish he has to bait the hook with what the fish want rather than with what he wants.

What did the author of the book 'Influencing Human Behavior' say about persuading people?

First arouse in the other person an eager want.

How did Andrew Carnegie get his two nephews to write him letters?

He wrote to the boys telling them he was enclosing a five dollar bill in each letter, but he failed to put the money in the envelope.

How did the father get his son excited about attending kindergarten?

He and the family started finger painting in the kitchen. Signup and view all the answers

How did Dale Carnegie get his ballroom rent increase down from 300% to 50%?

He listed the advantages and disadvantages to the hotel manager from the point of view of the hotel manager. Signup and view all the answers

What did Henry Ford say about the secret of success?

If there is any one secret of success, it lies in the ability to get the other person's point of view. Signup and view all the answers

How did the two life insurance representatives propose the new executive life insurance policy differently?

The first casually mentioned the policy and said he would follow up later, while the second was enthusiastic and said he would have the home office call the prospects. Signup and view all the answers

What did lawyer and business leader Owen D. Young say about seeing the other person's perspective?

People who can put themselves in the place of other people need never worry about what the future has in store for them. Signup and view all the answers

How did the father persuade his young son to eat his vegetables and stop wetting the bed?

He told the boy if he ate his vegetables he could beat up the bully down the street. Signup and view all the answers

What is Principle 3?

Arouse in the other an eager want. Signup and view all the answers

Study Notes

Baiting the Hook

To catch fish, one must use bait that appeals to fish rather than personal preferences, exemplifying the importance of understanding others' desires.

Persuasion Principle

Successfully persuading others begins by identifying and stimulating their eager wants; mastering this art can lead to widespread influence.

Andrew Carnegie's Tactic

Carnegie engaged his nephews by promising a five-dollar bill in his letters, which prompted their immediate responses, demonstrating effective motivation.

Excitement for Learning

A father's creative approach involved finger painting at home, linking the fun activity to kindergarten to generate his son's enthusiasm for schooling.

Negotiation Strategy

Dale Carnegie reduced a proposed 300% increase in ballroom rental fees to 50% by presenting the situation from the hotel manager's perspective, highlighting mutual benefits.

Henry Ford's Success Insight

Ford emphasized that the key to success lies in understanding others' viewpoints, demonstrating empathy and perspective-taking.

Life Insurance Approach

Two representatives presented a new executive life insurance policy differently; enthusiasm and proactive communication increased engagement compared to a more casual approach.

Owen D. Young's Perspective

Young argued that those who can empathize with others' thoughts and feelings will never have to worry about the future, reinforcing the value of understanding others.

Parenting Techniques

A creative solution for encouraging a child to eat vegetables involved associating the behavior with strength, while new bedding provided a positive reinforcement to combat bedwetting.

Key Principle

Principle 3 emphasizes the necessity of igniting an eager want in others to facilitate influence and persuade effectively.

Description

Test your knowledge of Chapter 3 from 'How to Win Friends and Influence People'. This quiz uses flashcards to help you understand key concepts from the chapter. Be prepared to think about how to appeal to others' desires rather than your own.