Appeal to the nobles motives

  • As cited in Book - How to win friends and influence peopleBook - How to win friends and influence people

    Metadata:

    author: Dale Carnegie
    title: How to win friends and influence people




    , J. Pierpont Morgan observed that a person usually has two reasons for doing a thing: one that sounds good and a real one. (Maybe read up on that in the elephant in the brain)
  • The person knows the real reason, so appealing to that is not necessary and can even be uncomfortable. We all like noble goals, so if we frame suggestions in a way that work with these nobler motivations, it is a lot easier to get people to do something.
  • Check The elephant in the brain for more information on this point.