How to Win Friends &
by Dale Carnegie
by Toni Krasnic
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III. How to Win People
to Your Way of Thinking
1. The only way to get the best of an argument is to avoid it.
2. Show respect for the other person's opinions. Never say, "You're wrong."
3. If you are wrong, admit it quickly and emphatically.
4. Begin in a friendly way.
5. Get the other person saying "yes, yes" immediately.
6. Let the other person do a great deal of the talking.
7. Let the other person feel that the idea is his or hers.
8. Try honestly to see things from the other person's point of view.
9. Be sympathetic with the other person's ideas and desires.
10. Appeal to nobler motives.
11. Dramatize your ideas.
12. Throw down a challenge.
I. Fundamental Techniques in
1. Don't criticize ,
condemn or complain.
Criticism is futile because it puts a person on the defensive. and makes him strive to justify himself. Criticism is dangerous because it wounds a person's precious pride, hurts his sense of importance, and arouses resentment.
When dealing with people, let us remember we are not dealing with creatures of logic. We are dealing with creatures of emotion, creatures bristling with prejudices and motivated by pride and vanity.
Instead of condemning people, let;s try to understand them. Let's try to figure out whay they do what they do.
"Father Forgets" by Livingston
Larned, As read by Dale Carnegie
2. Give honest and
Deepest urge in human nature is "the
desire to be important." - John Dewey
"There is nothing else that so kills the ambitions of a
person as criticism from superiors." - Charles Schwab
3. Arouse in the other person an eager want.
How can I make this person want to do it?
Ability to get the other person's point of view and see things from that person's angel as well as from your own
See things from other person's point of
view as well as from your own - Henry Ford
II. Six Ways to Make
People Like You
1. Become genuinely interested in other people.
3. Remember that a person's name is to that person the
sweetest and most important sound in any language.
4. Be a good listener. Encourage others to talk about themselves.
5. Talk in terms of the other person's interests.
6. Make the other person feel important and do it sincerely.
IV. Be a Leader: How to Change
People Without Giving Offense
or Arousing Resentment
A leader's job often includes changing your people's attitudes and behavior.
1. Begin with praise and honest appreciation.
2. Call attention to people's mistakes indirectly.
3. Talk about your own mistakes before criticizing the other person.
4. Ask questions instead of giving direct orders.
5. Let the other person save face.
6. Praise the slightest improvement. Be "hearty in your approbation and lavish in your praise."
7. Give the other person a fine reputation to live up to.
8. Make the other person happy about doing the thing you suggest.