How to Win Friends and Influence People

1. Part Two: Six Ways to Make People Like You

1.1. Principle 1: Become genuinely interested in other people.

1.2. Principle 2: Smile.

1.3. Principle 3: Remember that a person's name is to that person the sweetest and most important sound in any language.

1.4. Principle 4: Be a good listener. Encourage others to talk about themselves.

1.5. Principle 5: Talk in terms of the other person’s interests.

1.6. Principle 6: Make the other person feel important-and do it sincerely.

2. Part Three: Win People to Your Way of Thinking

2.1. Principal 1: The only way to win an argument is to avoid it.

2.2. Principle 2: Show respect for other people's opinions. Never say "you're wrong.”

2.3. Principle 3: If you're wrong, admit it.

2.4. Principle 4: Begin in a friendly way.

2.5. Principle 5: Get the other person saying, "yes, yes" immediately.

2.6. Principle 6: Let the other person do most of the talking.

2.7. Principle 7: Let the other person feel the idea is theirs.

2.8. Principle 8: Try to see things from the other person’s side.

2.9. Principle 9: Be sympathetic with the other person's ideas and desires.

2.10. Principle 10: Appeal to the nobler motives.

2.11. Principal 11: Dramatise your ideas.

2.12. Principle 12: Throw down a challenge.

3. Part One: Fundamental Techniques In Handling People

3.1. Principle 1: Don’t criticize, condemn, or complain.

3.2. Principle 2: Give honest and sincere appreciation.

3.3. Principle 3: Arouse in the other person an eager want.

4. Part Four: Be a Leader (How to Change People without Giving Offense or Arousing Resentment)

4.1. Principle 1: Begin with praise and honest appreciation.

4.2. Principle 2: Call attention to people's mistakes indirectly.

4.3. Principle 3: Talk about your own mistakes before criticising the other person.

4.4. Principle 4: Ask questions instead of giving direct orders.

4.5. Principle 5: Let the other person save face.

4.6. Principle 6: Praise the slightest improvement and praise every improvement. Be "hearty in your approbation and lavish in your praise."

4.7. Principle 7: Give the other person a fine reputation to live up to.

4.8. Principle 8: Use encouragement. Make the fault seem easy to correct.

4.9. Principle 9: Make the other person happy about doing the thing you suggest.