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How To Win Friends And Influence People by Dale Carnegie Summary & Insights
Eight things this book will help
you achieve.
1. Get out of a mental rut, think new thoughts, acquire new visions, discover new
ambitions.
2. Make friends quickly and easily.
3. Increase your popularity.
4. Win people to your way of thinking.
5. Increase your influence, your prestige, your ability to get things done.
6. Handle complaints, avoid arguments, keep your human contacts smooth and pleasant.
7. Become a better speaker, a more entertaining conversationalist.
8. Arouse enthusiasm among your associates.
PART ONE: Fundamental Techniques in Handling People
PRINCIPLE 1 - Don’t criticize, condemn or complain.
Assume the higher level
Show them that you have been there before
PRINCIPLE 2 - Give honest and sincere appreciation.
PRINCIPLE 3 - Arouse in the other person an eager want.
PART TWO: 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: How to Change People Without Giving Offense
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.
