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Bait

The term bait is first mentioned in Part One, Chapter 3. When discussing motivating and seeking to interest others, Carnegie uses the analogy of fishing bait. One should choose what the other person wants, not what one would want themselves. 

An eager want

This phrase is used regularly throughout the book. It is specifically an interest that has been cultivated in someone else. Trying to spark a passion or desire in someone by describing the virtues of what that person seeks.  

Condition of rejection

The concept of condition of rejection is discussed in Part Three, Chapter 5. Carnegie argues that when someone is told “no” or “you’re wrong,” it will have a larger effect on them. It will change a person’s body language and behavior. He or she will be less likely to be convinced of anything. 

Dramatization

The concept of dramatization is initially discussed in Part Three, Chapter 11, but is referenced several times later. Carnegie uses this word to mean “showing” instead of “describing.” Some of the examples used are car commercials, where the car is shown driving in difficult conditions. He argues that, similarly, to get a point across, one should demonstrate, instead of describe.

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