Carnegie, Dale – How To Win Friends and Influence People

the tongue-lashing that this proud and precise pilot

would unleash for that carelessness. But Hoover didn’t

scold the mechanic; he didn’t even criticize him. Instead,

he put his big arm around the man’s shoulder and

said, “To show you I’m sure that you’ll never do this

again, I want you to service my F-51 tomorrow.”

Often parents are tempted to criticize their children.

You would expect me to say “don’t.” But I will not, I am

merely going to say, “Before you criticize them, read

one of the classics of American journalism, ‘Father Forgets.’ ”

It originally appeared as an editorial in the People’s

Home Journnl. We are reprinting it here with the

author’s permission, as condensed in the Reader’s Digest:

“Father Forgets” is one of those little pieces which-

dashed of in a moment of sincere feeling – strikes an

echoing chord in so many readers as to become a perenial

reprint favorite. Since its first appearance, “Father

Forgets” has been reproduced, writes the author,

W, Livingston Larned, “in hundreds of magazines and

house organs, and in newspapers the country over. It has

been reprinted almost as extensively in many foreign

languages. I have given personal permission to thousands

who wished to read it from school, church, and

lecture platforms. It has been ‘on the air’ on countless

occasions and programs. Oddly enough, college periodicals

have used it, and high-school magazines. Sometimes

a little piece seems mysteriously to ‘click.’ This

one certainly did.”

FATHER FORGETS

W. Livingston Larned

Listen, son: I am saying this as you lie asleep, one little

paw crumpled under your cheek and the blond curls stickily

wet on your damp forehead. I have stolen into your room

alone. Just a few minutes ago, as I sat reading my paper

in the library, a stifling wave of remorse swept over me.

Guiltily I came to your bedside.

There are the things I was thinking, son: I had been cross

to you. I scolded you as you were dressing for school because

you gave your face merely a dab with a towel. I took

you to task for not cleaning your shoes. I called out angrily

when you threw some of your things on the floor.

At breakfast I found fault, too. You spilled things. You

gulped down your food. You put your elbows on the table.

You spread butter too thick on your bread. And as you

started off to play and I made for my train, you turned

and waved a hand and called, “Goodbye, Daddy!” and

I frowned, and said in reply, “Hold your shoulders

back!”

Then it began all over again in the late afternoon. As I

came up the road I spied you, down on your knees, playing

marbles. There were holes in your stockings. I humiliated

you before your boyfriends by marching you ahead of me to

the house. Stockings were expensive – and if you had to

buy them you would be more careful! Imagine that, son,

from a father!

Do you remember, later, when I was reading in the library,

how you came in timidly, with a sort of hurt look in

your eyes? When I glanced up over my paper, impatient at

the interruption, you hesitated at the door. “What is it you

want?” I snapped.

You said nothing, but ran across in one tempestuous

plunge, and threw your arms around my neck and kissed

me, and your small arms tightened with an affection that

God had set blooming in your heart and which even neglect

could not wither. And then you were gone, pattering up the

stairs.

Well, son, it was shortly afterwards that my paper slipped

from my hands and a terrible sickening fear came over me.

What has habit been doing to me? The habit of finding fault,

of reprimanding – this was my reward to you for being a

boy. It was not that I did not love you; it was that I expected

too much of youth. I was measuring you by the yardstick of

my own years.

And there was so much that was good and fine and true in

your character. The little heart of you was as big as the

dawn itself over the wide hills. This was shown by your

spontaneous impulse to rush in and kiss me good night.

Nothing else matters tonight, son. I have come to your bed-side

in the darkness, and I have knelt there, ashamed!

It is a feeble atonement; I know you would not understand

these things if I told them to you during your waking

hours. But tomorrow I will be a real daddy! I will chum

with you, and suffer when you suffer, and laugh when you

laugh. I will bite my tongue when impatient words come. I

will keep saying as if it were a ritual: “He is nothing but a

boy – a little boy!”

I am afraid I have visualized you as a man. Yet as I see

you now, son, crumpled and weary in your cot, I see that

you are still a baby. Yesterday you were in your mother’s

arms, your head on her shoulder. I have asked too much,

too much.

Instead of condemning people, let’s try to understand

them. Let’s try to figure out why they do what they do.

That’s a lot more profitable and intriguing than criticism;

and it breeds sympathy, tolerance and kindness. “To

know all is to forgive all.”

As Dr. Johnson said: “God himself, sir, does not propose

to judge man until the end of his days.”

Why should you and I?

PRINCIPLE 1

Don’t criticize, condemn or complain.

2

THE BIG SECRET OF DEALING WITH

PEOPLE

There is only one way under high heaven to get anybody

to do anything. Did you ever stop to think of that? Yes,

just one way. And that is by making the other person want to do it.

Remember, there is no other way.

Of course, you can make someone want to give you his

watch by sticking a revolver in his ribs. YOU can make

your employees give you cooperation – until your back

is turned – by threatening to fire them. You can make a

child do what you want it to do by a whip or a threat. But

these crude methods have sharply undesirable repercussions.

The only way I can get you to do anything is by giving

you what you want.

What do you want?

Sigmund Freud said that everything you and I do

springs from two motives: the sex urge and the desire to

be great.

John Dewey, one of America’s most profound philosophers,

phrased it a bit differently. Dr. Dewey said that

the deepest urge in human nature is “the desire to be

important.” Remember that phrase: “the desire to be

important.” It is significant. You are going to hear a lot

about it in this book.

What do you want? Not many things, but the few

that you do wish, you crave with an insistence

that will not be denied. Some of the things most people

want include:

1. Health and the preservation of life.

2. Food.

3. Sleep.

4. Money and the things money will buy.

5. Life in the hereafter.

6. Sexual gratification.

7. The well-being of our children.

8. A feeling of importance.

Almost all these wants are usually gratified-all except

one. But there is one longing – almost as deep, almost

as imperious, as the desire for food or sleep – which

is seldom gratified. It is what Freud calls “the

desire to be great.” It is what Dewey calls the “desire to

be important.”

Lincoln once began a letter saying: “Everybody likes

a compliment.” William James said: “The deepest principle

in human nature is the craving to be appreciated.”

He didn’t speak, mind you, of the “wish” or the “desire”

or the “longing” to be appreciated. He said the “craving”

to be appreciated.

Here is a gnawing and unfaltering human hunger, and

the rare individual who honestly satisfies this heart hunger

will hold people in the palm of his or her hand and

“even the undertaker will be sorry when he dies.”

The desire for a feeling of importance is one of the

chief distinguishing differences between mankind and

the animals. To illustrate: When I was a farm boy out in

Missouri, my father bred fine Duroc-Jersey hogs and .

pedigreed white – faced cattle. We used to exhibit our

hogs and white-faced cattle at the country fairs and live-stock

shows throughout the Middle West. We won first

prizes by the score. My father pinned his blue ribbons

on a sheet of white muslin, and when friends or visitors

came to the house, he would get out the long sheet of

muslin. He would hold one end and I would hold the

other while he exhibited the blue ribbons.

The hogs didn’t care about the ribbons they had won.

But Father did. These prizes gave him a feeling of importance.

If our ancestors hadn’t had this flaming urge for a feeling

of importance, civilization would have been impossible.

Without it, we should have been just about like

animals.

It was this desire for a feeling of importance that led

an uneducated, poverty-stricken grocery clerk to study

some law books he found in the bottom of a barrel of

household plunder that he had bought for fifty cents.

You have probably heard of this grocery clerk. His name

was Lincoln.

It was this desire for a feeling of importance that inspired

Dickens to write his immortal novels. This desire

inspired Sir Christoper Wren to design his symphonies

in stone. This desire made Rockefeller amass millions

that he never spent! And this same desire made the richest

family in your town build a house far too large for its

requirements.

This desire makes you want to wear the latest styles,

drive the latest cars, and talk about your brilliant children.

It is this desire that lures many boys and girls into

joining gangs and engaging in criminal activities. The

average young criminal, according to E. P. Mulrooney,

onetime police commissioner of New York, is filled with

ego, and his first request after arrest is for those lurid

newspapers that make him out a hero. The disagreeable

prospect of serving time seems remote so long as he can

gloat over his likeness sharing space with pictures of

sports figures, movie and TV stars and politicians.

If you tell me how you get your feeling of importance,

I’ll tell you what you are. That determines your character.

That is the most significant thing about you. For

example, John D. Rockefeller got his feeling of importance

by giving money to erect a modern hospital in

Peking, China, to care for millions of poor people whom

he had never seen and never would see. Dillinger, on

the other hand, got his feeling of importance by being a

bandit, a bank robber and killer. When the FBI agents

were hunting him, he dashed into a farmhouse up in

Minnesota and said, “I’m Dillinger!” He was proud of

the fact that he was Public Enemy Number One. “I’m

not going to hurt you, but I’m Dillinger!” he said.

Yes, the one significant difference between Dillinger

and Rockefeller is how they got their feeling of importance.

History sparkles with amusing examples of famous

people struggling for a feeling of importance. Even

George Washington wanted to be called “His Mightiness,

the President of the United States”; and Columbus

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