Never appeal to a man's 'better nature.' He may not have one. Invoking his self-interest gives you more leverage.
About this quote
- What does it mean?
- People are more motivated by self-interest than by moral appeals.
- In plain terms
- Appeal to what a person wants, not what is right.
- What can you take from it?
- Use self-interest to influence others effectively.
Where it applies
Putting it to work
Questions to consider
- How do you motivate your team?
- When is morality more important than profit?
Another view
Some people do respond to moral arguments.
More from Robert A. Heinlein
Moving parts in rubbing contact require lubrication to avoid excessive wear. Honorifics and formal politeness provide lubrication where people rub together. Of…
Permalink to quote #108 Never crowd youngsters about their private affairs - sex especially. When they are growing up, they are nerve ends all over, and resent (quite properly) any in…
Permalink to quote #110 Most 'scientists' are bottle washers and button sorters.
Permalink to quote #107
Related quotes
But man has almost constant occasion for the help of his brethren, and it is in vain for him to expect it from their benevolence only. He will be more likely t…
Adam SmithAdam Smith quote #2 I doubt if one ever accepts a belief until one urgently needs it.
Christopher IsherwoodChristopher Isherwood quote #16 Consider any individual at any period of his life, and you will always find him preoccupied with fresh plans to increase his comfort.
Alexis de TocquevilleAlexis de Tocqueville quote #32