Art of Persuasion

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Stan came home from work one evening to find his youngest son, Tim, kicking and screaming in the living room floor. He was to start kindergarten the next day and was protesting that he would not go.

Stan’s normal reaction would have been to banish the child to his room and tell him he’d just better make up his mind to go. He had no choice. But tonight, recognizing that this would really not help Tim start kindergarten in the best frame of mind, Stan sat down and thought, “If I were Tim, why would I be excited about going to kindergarten?”

He and his wife made a list of all the fun things Tim would do such as finger painting, singing songs, making new friends. Then they put them into action. They all started finger painting on the kitchen table – Stan, his wife Lif and his older son Bob, all having fun. Soon Tim started peeping around the corner. Next he was begging to participate. “Oh, no! You have to go to kindergarten first to learn how to finger paint” said Stan. With all the enthusiasm he could muster Stan went through the list talking in terms Tim could understand – telling him all the fun he would have in kindergarten.

The next morning, Stan thought he was the first one up. When he went downstairs he found Tim sitting sound asleep in the living room chair. “What are you doing here?” Stan asked. “I’m waiting to go to kindergarten. I don’t want to be late” replied Tim. The enthusiasm of entire family had aroused in Tim an eager want that no amount of discussion or threat could have possibly accomplished.

The only way to influence people is to talk in terms of what the other person wants



Courtesy – How to Win Friends and Influence People

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