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How to Win People to Your Way of Thinking (Part 12 of 12)

This is the twenty-first post in a multi-part series where I share the highlights of the sections/subsections of the book How to Win Friends & Influence People by Dale Carnegie.

Previous: Dramatize your ideas

How to Win People to Your Way of Thinking

Principle 12: Throw down a challenge

Example: A lumber mill was having issues with production. The day-time manager wrote the number “6” in chalk on the floor to indicate that’s how many units the day shift produced. The day shift came in the next day and found “6” replaced by “7”; this continued as each team tried to outdo the other.


“The way to get things done is to stimulate competition. I do not mean in a sordid, money-getting way — but in the desire to excel.” — Charles Schwabb

A study showed that the most motivating factor of a job was the work itself. If the work was exciting, the worker looked forward to do it and was motivated to do a good job. The chance for self-expression, the chance to prove his worth, to excel, to win — that’s what people want.

Up Next

Begin with praise and honest appreciation.

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