How to Win Friends & Influence
People
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.
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
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.
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