How to Win Friends and Influence People?

Summary of Dale Carnegie’s book:-
“How to Win Friends and Influence People”

Fundamental Techniques in Handling People:-

  • Don’t criticize, condemn or complain
  • Give honest and sincere appreciation.
  • Arouse in the other person an eager want.

Ways to Make People Like You:-

  • Become genuinely interested in other people.
  • Smile.
  • Remember that a person’s name is to that person the sweetest and most important sound in any language.
  • Be a good listener. Encourage others to talk about themselves.
  • Talk in terms of the other person’s interests.
  • Make the other person feel important – and do it sincerely.

How to Win People to Your Way of Thinking:-

  • The only way to get the best of an argument is to avoid it.
  • Show respect for the other person’s opinions. Never say, “You’re wrong.”
  • If you are wrong, admit it quickly and emphatically.
  • Begin in a friendly way.
  • Get the other person saying “yes, yes” immediately.
  • Let the other person do a great deal of the talking.
  • Let the other person feel that the idea is his or hers.
  • Try honestly to see things from the other person’s point of view.
  • Be sympathetic with the other person’s ideas and desires.
  • Appeal to the nobler motives.
  • Dramatize your ideas.
  • Throw down a challenge.

How to Change People Without Giving Offense or Arousing Resentment:-

  • Begin with praise and honest appreciation.
  • Call attention to people’s mistakes indirectly.
  • Talk about your own mistakes before criticizing the other person.
  • Ask questions instead of giving direct orders.
  • Let the other person save face.
  • Praise the slightest improvement and praise every improvement.
  • Be “hearty in your approbation and lavish in your praise.”
  • Give the other person a fine reputation to live up to.
  • Use encouragement. Make the fault seem easy to correct.
  • Make the other person happy about doing the thing you suggest.

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