The Art of War says: "Attack the heart first, attack the city below." "For the variable resource of talent (or people), if it is not really attached to you and convinced by you, then the value it plays will be greatly reduced. As a result, smart leaders often want to be able to conquer people's hearts, and they will go to great lengths to do so. So what are the tricks that are really effective and can quickly grasp human nature and conquer people's hearts? The author has repeatedly studied the cases of various strategists in history, and believes that the following four tricks can be described as "fatal"!
1. Giving face: the clever use of human vanity
Face is a subtle and important part of human nature, which can be seen as the "social currency" that everyone must hold. Wise leaders know that giving face to others is equivalent to giving them "social currency" directly, which is of great help to improve their personal "social value". Therefore, this kind of move can quickly close the distance between each other. When people feel respected and recognized, their psychology will be extra warm, and they will have an irrepressible affection for the leader, and then they will be more willing to cooperate with the leader, or even "go to the fire" for him.
So what are the specific ways to operate the strategy of "giving face"? The author believes that there are several kinds: first, praise in public. Giving a public praise to a person is a great honor for him. Second, to confer honorary titles, or to give a flashy false position. In ancient times, high-ranking positions such as Taishi, Taibao, and Taifu were established for this purpose. Third, the unbelievably high-standard treatment. For example, in "Romance of the Three Kingdoms", Liu Bei visited the thatched house to invite Zhuge Liang to join, and in "Romance of the Gods", Zhou Wen Wang Jichang personally went to the Weishui River to ask Jiang Ziya, who was fishing. Fourth, bring external partners or key customers with them when they meet.
2. Benefit: Reasonable guidance for human greed
Affordability is a practical benefit that people generally pursue, especially for most ordinary people, who attach great importance to it. A smart leader understands that by exploiting human greed, it is possible to skillfully transform one's own things into someone else's, making them do things spontaneously and proactively. So how to understand the strategy of "giving benefits"? The main principle is "visible, tangible, pragmatic and not pragmatic". Specifically, there are the following modes of operation: First, physical stimulation. Under the heavy reward, there will be brave men. As long as the price is right, no one will rush forward. Second, welfare. Investing in their favorite incentive plan can also make subordinates feel energetic immediately. Third, training opportunities. After all, there is no pressure on the body with more skills, and there is one more ability, and the job is more stable.
In addition, giving certain benefits can also play a key role in the relationship with partners. Reasonable benefit distribution, resource sharing, etc., can make the other party feel the value of cooperation and our sincerity, so as to be more determined to work together with the leader.
A typical case is the Han Gaozu Liu Bang's control of the strategist Chen Ping, when he learned that this person had "stolen his sister-in-law and received money", he never checked the accounts when he allocated funds to Chen Ping to operate the "hidden front", as long as he could disintegrate the cohesion of Xiang Yu's camp, he would let him "fill his own pocket".
3. Giving Hope: The Positive Stimulation of Human Fantasy
Hope is the spiritual pillar of people in the face of difficulties and challenges, and it is a ray of sunshine in the dark journey. Savvy leaders are adept at harnessing the illusions of human nature to overcome difficulties to the greatest extent possible by portraying a beautiful vision and future. When people are looking forward to the future, they will have more courage and confidence to meet the challenges, not dwell on the current troubles, and persevere to achieve the goals.
Leaders need to have a clear strategic vision and planning skills, and be able to show team members a clear direction and goals. By constantly conveying positive messages and encouraging words, subordinates are convinced that the future is full of hope, so as to stimulate their inner potential and work together to achieve lofty ideals.
In difficult times, "giving hope" is an important leadership art. Leaders should adjust the mentality of the team in a timely manner, so that everyone can maintain an optimistic mental state, not be intimidated by the difficulties in front of them, and move forward firmly towards the goal. The most typical case is that after the disastrous defeat in the Battle of Chibi, Cao Cao's team was surrounded and intercepted by Sun Quan and Liu Bei's coalition forces. In the extremely embarrassed predicament, Cao Cao still talked and laughed freely in front of his subordinates, laughing out loud many times, because he could really provide "hope" to his subordinates, so his core team was still strong and did not fail like Yuan Shao.
Fourth, to give comfort: the gentle soothing of human fragility
People tend to show their vulnerable side when faced with stress and setbacks. Savvy leaders know how to exploit human vulnerability, by giving comfort and understanding, thereby erasing their individuality and making them conformist and gregarious. This comfort not only relieves the psychological pressure of subordinates, but also strengthens their sense of belonging and loyalty to the team.
At the same time, leaders should be good at listening to their subordinates, understanding their feelings and needs, and giving emotional support when appropriate. When subordinates encounter difficulties or suffer setbacks, the timely care, encouragement and support of leaders can make them feel warm and caring.
The most typical case is the story of Wu Qi's sucking sores. As the commander of the army, Wu Qi personally sucked poisonous sores for the soldiers, a move that made both generations of his father and son grateful, and finally died on the battlefield for Wu Qi.
All in all, these four tricks to conquer people's hearts are effective strategies that smart leaders continue to explore and use in management practice. By giving face, benefits, hope and comfort, leaders can win the trust and support of their subordinates and partners, and create a united and combative team.