Mit Lewsob's Reviews > How to Win Friends and Influence People

How to Win Friends and Influence People by Dale Carnegie
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Jun 18, 12

bookshelves: self-development
Read in May, 2012

Part One
Fundamental Techniques in Handling People
Principle 1 - Don't criticize, condemn or complain
Principle 2 - Give honest, 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

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.


Be a Leader: How to Change People Without Giving Offense of Arousing Resentment 217
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


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