How to Win Friends & Influence People
Dale Carnegie
199811
About This Book
Dale Carnegie‘s rock-solid, time-tested advice has carried countless people up the ladder of success in their business and personal lives. One of the most groundbreaking guidebooks of all time, How to Win Friends & Influence People will teach you:
- The six ways to make people like you
- The twelve ways to win people to your way of thinking
- The nine ways to change people without arousing resentment
- and much, much more!
Contents
Part One.
Fundamental Techniques in Handling People
Principle 1. Don’t criticize, condemn or complain.
Principle 2. Give honest and sincere appreciation.
Principle 3. Arouse in the other person an eager want.
Part Two.
Six Ways to Make People Like You
Principle 1. Become genuinely interested in other people.
Principle 2. Smile.
Principle 3. Remember that a person’s name is to that person the sweetest and most important sound in any language.
Principle 4. Be a good listener. Encourage others to talk about themselves.
Principle 5. Talk in terms of the other person’s interests.
Principle 6. Make the other person feel important—and do it sincerely.
Part Three.
How to Win People to Your Way of Thinking
Principle 1. The only way to get the best of an argument is to avoid it.
Principle 2. Show respect for the other person’s opinions. Never say, “You’re wrong.”
Principle 3. If you are wrong, admit it quickly and emphatically.
Principle 4. Begin in a friendly way.
Principle 5. Get the other person saying “yes, yes” immediately.
Principle 6. Let the other person do a great deal of the talking.
Principle 7. Let the other person feel that the idea is his or hers.
Principle 8. Try honestly to see things from the other person’s point of view.
Principle 9. Be sympathetic with the other person’s ideas and desires.
Principle 10. Appeal to the nobler motives.
Principle 11. Dramatize your ideas.
Principle 12. Throw down a challenge.
Part Four.
Be a Leader: How to Change People Without Giving Offense or Arousing Resentment
A leader’s job often includes changing your people’s attitudes and behavior. Some suggestions to accomplish this:
Principle 1. Begin with praise and honest appreciation.
Principle 2. Call attention to people’s mistakes indirectly.
Principle 3. Talk about your own mistakes before criticizing the other person.
Principle 4. Ask questions instead of giving direct orders.
Principle 5. Let the other person save face.
Principle 7. Give the other person a fine reputation to live up to.
Principle 8. Use encouragement. Make the fault seem easy to correct.
Principle 9. Make the other person happy about doing the thing you suggest.