Principle 28: Give the Other Person a Fine Reputation to Live Up to

When we respect people for their ability, they are more ready to be led. To improve someone, act as if he or she is already outstanding in that particular desired trait or virtue. Give someone a big reputation to live up to, to inspire change in his attitude or behavior.

Similar to appealing to people's nobler motives, giving the other person a lofty reputation to live up to incites in them a desire to meet those expectations.

Carnegie offers an example of a mechanic named Bill whose work had become unsatisfactory. Instead of berating or threatening Bill, his manager simply called Bill into his office and told him:

"You are a fine mechanic, you have been in the business for many years, and we've had a number of compliments on the good work you have done. But lately, your work has not been up to your own old standards, and I thought you'd want to know since you've been such an outstanding mechanic in the past."

The result? Bill once again became a fast and thorough mechanic. With the reputation his manager had given him to live up to, how could he not?

Practice Principle 28

When you're trying to change someone's mind, give them a reputation to live up to by saying something like:

"I respect the fact that you're always willing to listen and are big enough to change your mind when the facts warrant a change."

Appeal to their nobler motives of responsibility, fairness, openness, diligence, etc.