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Part 3, Chapter 11
Themes
Key
LitCharts assigns a color and icon to each theme in How to Win Friends and Influence People, which you can use to track the themes throughout the work.
Self-Interest vs. Selflessness
Importance and Humility
Positivity vs. Negativity
Sincerity and Appreciation vs. Insincerity and Flattery
Summary
Analysis
Once, Charles Schwab had a mill manager whose employees weren’t making their quota. At the end of one day, Schwab asked how many heats (a unit in the steel mill) the day shift made. When the manager said six, he chalked the number on the floor. The next day, the night shift had chalked in the number seven—proving that they made more than the day shift. So, the crew enthusiastically pitched in and made 10 heats. Presenting a challenge appeals to people’s desire to excel.
This chapter explores the value of a challenge. In describing this example involving Charles Schwab, Carnegie illustrates that his principles are used even by highly successful people like steel magnates. Schwab’s challenge to his employees made them excited to do it—and reaching their goals gave them a crucial sense of achievement and importance.
Themes
When Al Smith was governor of New York, Sing Sing prison was without a warden. He asked for Lewis Lawes, who was nervous about the position, as Wardens didn’t often last very long. Seeing this hesitation, Smith said he didn’t blame Lawes for being nervous—it would take a big person to do the job. Hearing this challenge, Lawes took the job and became the most famous warden of his time.
This example returns to the idea that people want the chance to have a good reputation and be important. Because of Smith’s challenge, Lawes wanted to live up to the reputation that only a “big person” could do the job—and he did so as a result.
Themes
Frederic Herzberg, a famous behavioral scientist, found that the most stimulating part of any job isn’t money or benefits—it’s the work itself. If the work is exciting and interesting, people look forward to it and are motivated to do a good job. Every successful person loves the chance to prove their worth and excel.
