HOW TOWin Friends

ANDInfluence

People

Dale Carnegie

by

Some principles that can Some principles that can change your life in work , change your life in work , home , street , & help you home , street , & help you

start a new life with no start a new life with no problems at all .problems at all .

PART O N EFundamental Techniques

inHandling People

1“IF YOU WANT TO GATHERHONEY, DON’T KICK OVER

THEBEEHIVE .

Don’t criticize, condemn or complain.

2THE BIG SECRET OF

DEALING WITHPEOPLE

Give honest and sincere appreciation.

3“HE WHO CAN DO THIS HAS

THEWHOLE WORLD WITH HIM.HE WHO CANNOT WALKS

A LONELY WAY”

Arouse in the other person an eager want.

PART TWOWays to Make People

Like You

1DO THIS AND

YOU’LL BEWELCOME

ANYWHERE

Become genuinely interested in other people.

2A SIMPLE WAY

TO MAKE AGOODFIRST

IMPRESSION

Smile.

3IF YOU DON’T DO

THIS, YOUARE

HEADED FOR TROUBLE

Remember that a person’s name is to that person thesweetest and most important sound in any language.

4AN EASY WAY TO

BECOME AGOOD

CONVERSATIONALIST

Be a good listener. Encourage others to talk aboutthemselves.

5HOW TO

INTERESTPEOPLE

Talk in terms of the other person’s interests.

6HOW TO MAKE PEOPLE LIKE

YOUINSTANTLY

Make the other person feel important-and do itsincerely.

Part THREEHow to Win People to

YourWay of Thinking

1YOU CAN’T

WIN ANARGUMENT

The only way to get the best of an argumentis to avoid it.

2A SURE WAY OF

MAKINGENEMIES

-AND HOW TO AVOID IT

Show respect for the other person’sopinions. Never say,

“You’re wrong.”

3IF YOU’RE

WRONG, ADMITIT

If you are wrong, admit it quickly andemphatically.

4A DROP OF

HONEY

Begin in a friendly way.

5THE SECRET

OFSOCRATES

Get the other person saying “yes, yes”immediately.

6THE SAFETY

VALVE INHANDLING

COMPLAINTS

Let the other person do a great deal of thetalking.

7HOW TO GET

COOPERATION

Let the other person feel that the idea is hisor hers.

8A FORMULA THAT

WILLWORK

WONDERS FOR YOU

Try honestly to see things from the otherperson’s point of

view.

9WHAT

EVERYBODYWANTS

Be sympathetic with the other person’s ideasand desires.

10AN APPEAL THAT

EVERYBODY LIKES

Appeal to the nobler motives.

11THE MOVIES DO IT. TV

DOES IT.WHY DON’T YOU DO

IT?

Dramatize your ideas.

12WHEN NOTHING

ELSE WORKS,TRY THIS

Throw down a challenge.

PART FOURBe a Leader: How to

ChangePeople Without Giving

Offense or ArousingResentment

A leader’s job often includes changing your people’sattitudes and behavior. Some suggestions to accomplish

this:

1IF YOU MUST FIND FAULT,

THISIS

THE WAY TO BEGIN

Begin with praise and honest appreciation.

2HOW TO CRITICIZE-

ANDNOT BE

HATED FOR IT

Call attention to people’s mistakes indirectly.

3TALK ABOUT YOUR OWNMISTAKES

FIRST

Talk about your own mistakes before criticizingthe otherperson.

4NO ONE LIKES

TO TAKEORDERS

Ask questions instead of giving direct orders.

5LET THE OTHER

PERSON SAVEFACE

Let the other person save face.

6HOW TO SPUR

PEOPLE ONTO SUCCESS

Praise the slightest improvement and praise everyimprovement. Be “hearty in your approbation and

lavish inyour praise.”

7GIVE A DOG

A GOODNAME

Give the other person a fine reputation to live up

to.

8MAKE THE

FAULT SEEMEASY TO

CORRECT

Use encouragement. Make the fault seem easy to

correct.

9MAKING PEOPLE GLAD TO

DOWHAT YOU WANT

Make the other person happy about doing thething yousuggest.

The effective leader should keep the following guidelinesin mind when it is necessary to change attitudes or

behavior:

1- BE sincere . Don’t promise anything that you can’t deliver . Forget about the benefits to yourself and concentrate on the benefits to the other person .

2- Know exactly what it is you want the other person to do .

3- Be empathetic . Ask yourself what is the other person really wants .4- Consider the benefits that person will receive from doing what you suggest .

5- Match those benefits to the other person’s wants .

6- When you make your request , put it in a form that will convey to the other person the idea that he personally will benefit .