Humility

Management Guru Jim Collins’s “Golden Rule”

In the December 2005 issue of the now-discontinued Business 2.0 magazine, 30 business visionaries disclosed their “golden rules”—attitudes they swear by more than any other. Jim Collins, the renowned leadership consultant and author of such bestselling management books as Good to Great and Built to Last, recollected a lesson he learned from his mentor, the American intellectual and public servant John W. Gardner:

One day early in my faculty teaching career, John Gardner sat me down. “It occurs to me, Jim, that you spend too much time trying to be interesting,” he said. “Why don’t you invest more time being interested?”

If you want to have an interesting dinner conversation, be interested. If you want to have interesting things to write, be interested. If you want to meet interesting people, be interested in the people you meet—their lives, their history, their story. Where are they from? How did they get here? What have they learned? By practicing the art of being interested, the majority of people can become fascinating teachers; nearly everyone has an interesting story to tell.

I can’t say that I live this rule perfectly. When tired, I find that I spend more time trying to be interesting than exercising the discipline of asking genuine questions. But whenever I remember Gardner’s golden rule—whenever I come at any situation with an interested and curious mind—life becomes much more interesting for everyone at the table.

The Technique to Become the Most Interesting Person in the Room is to Find Others Interesting

In the conduct of life, people tend to focus more on becoming more interesting—i.e., impressing others with their personae and their stories. While trying to become more interesting is a worthwhile pursuit, it is certainly not everything in becoming accepted and well-liked. Becoming likeable requires creating lasting impressions in others by becoming genuinely interested in them.

John Gardner’s advice (via Jim Collins) echoes self-improvement pioneer Dale Carnegie’s legendary advice that the ticket to one’s success in life is one’s ability to make others feel good about themselves. In his masterful manual on people skills, How to Win Friends & Influence People, Carnegie writes, “You can make more friends in two months by becoming interested in other people than you can in two years by trying to get other people interested in you.”

It is a common fallacy to assume that you must just be an interesting person to get people to like you. Observe this human tendency in the next networking meeting or social gathering you attend. Most people tend to be absorbed in just one thing: being interesting themselves—blabbing “I did this … I did that … I like this … I’ve been there” and offering bits of information that nobody else but them really cares about.

How to Build a Bit of Intimacy, Even in a Brief Conversation

Making others like you amounts to making them feel special about themselves—making them feel that you really “get” them. The next time you meet someone new at a social setting, try this easy technique to be more interested.

• The key to become absorbed in a conversation is to focus on being curious about others. So, tell yourself repetitively, “This seems to the most interesting person in the world. Let me discover why.” Look for opportunities to connect.
• When you meet someone new, make eye contact and smile. Introduce yourself with a simple “Hi, my name is Joanna Kovaleski. I am Megan’s real estate agent.”
• Pay attention and make them feel like they are the only people in the room.
• Ask a question or two about the person before talking about yourself. “How do you know Megan and Eric?” “Is this your first time in Chicago?” As I’ve written previously, chatting with somebody in socializing situations should be less about discerning the details of the other’s life and more about building a bit of familiarity to initiate stimulating conversations, debates, discussions, and exchange of ideas about topics of mutual interest. These prospects will all be missed if your initial interaction starts with annoying cross-examinations such as “What do you do for a living?”
• Ask a follow-up question based on what they have just said. Try to understand who they are and why they are there. Learn about their interests and hobbies.
• Say more about yourself. Use what you’ve just learned about the other person so far to selectively highlight anything you have in common.
• Then, ask one question to bring the focus back to the other person.
• People love to talk about themselves; so, make them. Everyone’s got a story to tell.
• Don’t talk too much or too little. Try taking your focus off yourself.

Idea for Impact: Become Genuinely Interested in Others and Make Them Like You

To be interested in other people—and consequently get them interested in you—is a significant social skill you must develop and hone. But don’t feign. As Carnegie cautions in How to Win Friends & Influence People, “The principles … will work only when they come from the heart. I am not advocating a bag of tricks; I am talking about a new way of life.”

The following books have helped me with improve my socializing skills. Perhaps you’ll find them useful too.

• Dale Carnegie’s How to Win Friends & Influence People
• Susan RoAne’s How to Work a Room: A Guide to Successfully Managing the Mingling
• Susan RoAne’s What Do I Say Next? Talking Your Way to Business and Social Success
• Robert Cialdini’s Influence: The Psychology of Persuasion