How to Win Friends and Influence People

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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
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 suggest.

This book is all about building relationships. With good relationships; personal and business success are easy. The principal message of this book basically is to live the Golden Rule, "Do unto others as you would have them do unto you." How do you do this? We do this through empathy. Take an interest in other people around you. Understand their interests and motives. Give them praise, encouragement and appreciation. Understand that probably the biggest human need is to feel important. This is something that...
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