Dale Carnegie’s “How to Win Friends and Influence People”

Fundamental Techniques in Handling People

• Don’t criticize, condemn or complain
• Give honest and sincere appreciation
• Arouse in the other person an eager want

Six Ways To Make People Like You

• Become genuinely interested in other people
• Smile
• Remember that a person’s name is to that person the sweetest and most important sound in any language
• Be a good listener. Encourage others to talk bout themselves
• Talk in terms of the other person’s interests
• Make the other person feel important-and do it sincerely

How to Win People to Your Way of Thinking

• The only way to get the best of an argument is to avoid it
• Show respect for the other person’s opinions. Never say “You’re wrong”
• If you are wrong, admit it quickly and emphatically
• Begin in a friendly way
• Get the other person saying “yes, yes” immediately
• Let the other person feel that the idea is his or hers
• Try honestly to see things from the other person’s point of view
• Be sympathetic with the other person’s ideas and desires
• Appeal to the nobler motives
• Dramatize your ideas
• Throw down a challenge

Be A Leader

A leaders job often includes changing your people’s attitudes and behavior. Some Suggestions to Accomplish this:

• Begin with honest praise and appreciation
• Call attention to people’s mistakes indirectly
• Talk about your own mistakes before criticizing the other person
• Ask questions instead of giving direct orders
• Let the other person save face
• Praise the slightest improvement and praise every improvement. Be “hearty in your approbation and lavish in your praise”
• Give the other person a fine reputation to live up to
• Use encouragement. Make the fault seem easy to correct
• Make the other person happy about doing the the thing you suggest