Give a Dog a Good Name

Key Concepts

  • Positive Reinforcement through Ascribed Reputation: To improve someone's performance or behavior, conveying confidence in their abilities by highlighting and expecting their best qualities can inspire them to meet those expectations. This principle emphasizes the profound impact of positive reinforcement through ascribed reputation.

  • Transformation through Elevated Expectations: Individuals often rise to meet the positive expectations set for them when provided with a reputable standard to live up to. This motivational method can lead to significant personal and professional growth.

Practical Advice

  • Constructive Conversations: Instead of directly criticizing poor performance or behavior, initiating a conversation that acknowledges past achievements and expresses belief in the individual's capabilities can rekindle their motivation and commitment.

  • Encouragement Over Criticism: Regularly reinforcing an individual's positive traits and potential encourages them to maintain or exceed these standards, rather than merely focusing on correcting faults.

Examples from the Chapter

  1. Mechanic's Improved Performance: A mechanic improved his work quality after his supervisor had a respectful conversation with him, commending his skills and expressing expectations for his standard of work.

  2. Empowering a Menial Worker: A servant called "Marie the Dishwasher" transformed her self-image and life prospects after being told she possessed unseen talents, leading to improved self-care and eventual marriage.

  3. Sales Strategy Reinforcing Respect: A food sales representative successfully re-engaged a potential client by reminding him of his reputation for being open-minded and fair, which led to a reconsideration of the product line.

  4. Dental Office Cleanliness: A dentist inspired improved performance in cleaning standards by writing a note that appreciated and gently suggested better care in specific areas of his office to the cleaning staff.

  5. Teacher's Approach with Difficult Student: A teacher changed a notoriously misbehaved student's attitude by ascribing to him the role of a natural leader, resulting in the student living up to this positive label and improving his conduct.

Principle to Follow

  • Principle 7: Give the other person a fine reputation to live up to. Utilize positive expectations and reinforcement to elicit better performance, behavior, and motivation from others.