"'He who can do this has the whole world with him. He who cannot walks a lonely way.'"
People are primarily interested in themselves. so, in order to influence them, first think about others, what they want, and help them get it.
The title of the chapter comes from a quote from Professor Harry A. Overstreet in his book Influencing Human Behavior.
"Action springs out of what we fundamentally desire. . . and the best piece of advice which can be given to would-be persuaders, whether in business, in the home, in the school, in politics, is: first, arouse in the other person an eager want. He who can do this has the whole world with him. He who cannot walks a lonely way!"
Carnegie gives this example: a child won't eat his veges. Remind him about the big boy next door who always beats him in their races. Tell him that he'll be able to grow big and faster and finally beat that boy if he eats his vegetables. Do you think this will really work on a 5-year-old? This example sounds a bit iffy to me, but the principle is sound enough.
This ends Part One, Fundamental Techniques in Handling People. Part Two, Six ways to Make People Like You is coming soon.