How To Win Friends And Influence People

How to Win Friends and Influence People

By: Dale Carnegie

Table of Contents

1. Fundamental Techniques in Handling People

2. Six Ways to Make People Like You

3. How to Win People to Your Way of Thinking

4. Be a Leader: How to Change People Without Giving Offense or Arousing Resentment

Part One

Fundamental Techniques in Handling People

1. "If You Want to Gather Honey, Don't Kick Over the Beehive"

Don't criticize, condemn or complain.

2. The Big Secret of Dealing with People

Give honest and sincere appreciation.

3. "He Who Can Do This Has the Whole World with Him. He Who Cannot Walks a Lonely Way."

Arouse in the other person an eager want.

Part Two

Six Ways to Make People Like You

1. Do This and You'll Be Welcome Anywhere

Become genuinely interested in other people.

2. A Simple Way to Make a Good First Impression

Smile.

3. If You Don't Do This, You are Headed for Trouble

Remember that a person's name is to that person the sweetest and most important sound in any language.

4. An Easy Way to Become a Good Conversationalist

Be a good listener. Encourage others to talk about themselves.

5. How to Interest People

Talk in terms of the other person's interests.

6. How to Make People Like You Instantly

Make the other person feel important--and do it sincerely.

Part Three

How to Win People to Your Way of Thinking

1. You Can't Win an Argument

The only way to get the best of an argument is to avoid it.

2. Sure Way of Making Enemies--And How to Avoid it

Show respect for the other person's opinions. Never say, "You're wrong."

3. If You're Wrong, Admit It

If you are wrong, admit it quickly and emphatically.

4. A Drop of Honey

Begin in a friendly way.

5. The Secret of Socrates

Get the other person saying "yes, yes" immediately.

6. The Safety Valve in Handling Complaints

Let the other person do a great deal of the talking.

7. How To Get Cooperation

Let the other person feel that the idea is his or hers.

8. A Formula That Will Work Wonders for You

Try honestly to see things from the other person's point of view.

9. What Everybody Wants

Be sympathetic with the other person's ideas and desires.

10. An Appeal That Everybody Likes

Appeal to the nobler motives.

11. The Movies Do It. TV Does It. Why Don't You Do It?

Dramatize your ideas.

12. When Nothing Else Works, Try This

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.

1. If You Must Find Fault, This Is the Way to Begin

Begin with praise and honest appreciation.

2. How to Criticize--And Not Be Hated for It

Call attention to people's mistakes indirectly.

3. Talk About Your Own Mistakes First

Talk about your own mistakes before criticizing the other person.

4. No One Likes to Take Orders

Ask questions instead of giving direct orders.

5. Let the Other Person Save Face

Help the other person save face.

6. How to Spur People On to Success

Praise the slightest improvement and praise every improvement. Be "hearty in your approbation and lavish in your praise."

7. Give a Dog a Good Name

Give the other person a fine reputation to live up to.

8. Make the Fault Seem Easy to Correct

Use encouragement. Make the fault seem easy to correct.

9. Making People Glad to Do What You Want

Make the other person happy about doing the thing you