How To Win Friends and Influence People
Here is a summary of the principles from the book:
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.
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.
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.
BE A LEADER
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 6
Praise the slightest improvement and praise every improvement. Be “hearty in your approbation and lavish in your praise.”
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.