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Appeal to the nobler motives

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If you want to convince a person to act as you want, you may try to find a higher motive to trigger it. Instead of imposing one's will, it is possible to assume there'll be a higher ground on which both agree and from which an undeniable logic in your own favor follow ([@carnegie2010How to win friends & influence people]).

Instead of appealing to legal grounds when collecting overdue bills one can appeal to a responsibility plane, a moral plane, etc. This is very similar to Talk in terms of the other person's interests, and Be a good listener. Encourage others to talk about themselves. Even though it sounds very good on paper, I wonder how risky this is, since assuming a higher order moral in people will not always exist.

Literature note on The Leader in You - Dale Carnegie

Tags: #management-books #sales-books #literature-note #reading #2021


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