HOW TO

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HOW TO Win Friends AND Influence People
by
Dale Carnegie
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Some principles that can change your life in work
, home , street , help you start a new life
with no problems at all .
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PART O N E Fundamental Techniques in Handling
People
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1 IF YOU WANT TO GATHER HONEY, DONT KICK OVER
THE BEEHIVE .
SO
Dont criticize, condemn or complain.
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2 THE BIG SECRET OF DEALING WITH PEOPLE
IS
Give honest and sincere appreciation.
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3 HE WHO CAN DO THIS HAS THE WHOLE WORLD WITH
HIM. HE WHO CANNOT WALKS A LONELY WAY
SO ALWAYS TO
Arouse in the other person an eager want.
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PART TWO Ways to Make People Like You
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1 DO THIS AND YOULL BE WELCOME ANYWHERE
SO
Become genuinely interested in other people.
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2 A SIMPLE WAY TO MAKE A GOOD FIRST IMPRESSION
By always and always
Smile.
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3 IF YOU DONT DO THIS, YOU ARE HEADED FOR TROUBLE
If you didn't
Remember that a persons name is to that person
the sweetest and most important sound in any
language.
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4 AN EASY WAY TO BECOME A GOOD CONVERSATIONALIST
IS TO
Be a good listener. Encourage others to talk
about themselves.
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5 HOW TO INTEREST PEOPLE
Easily by
Talk in terms of the other persons interests.
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6 HOW TO MAKE PEOPLE LIKE YOU INSTANTLY
Easily by
Make the other person feel important-and do
it sincerely.
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Part THREE How to Win People to Your Way of
Thinking
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1 YOU CANT WIN AN ARGUMENT
So always remember that
The only way to get the best of an argument is to
avoid it.
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2 A SURE WAY OF MAKING ENEMIES -AND HOW TO AVOID
IT
Easily by
Show respect for the other persons opinions.
Never say, Youre wrong.
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3 IF YOURE WRONG, ADMIT IT
SO
If you are wrong, admit it quickly
and emphatically.
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4 A DROP OF HONEY
BY
Begin in a friendly way.
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5 THE SECRET OF SOCRATES
IS
Get the other person saying yes,
yes immediately.
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6 THE SAFETY VALVE IN HANDLING COMPLAINTS
IS
Let the other person do a great deal of
the talking.
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7 HOW TO GET COOPERATION
BY
Let the other person feel that the idea is his or
hers.
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8 A FORMULA THAT WILL WORK WONDERS FOR YOU
BY
Try honestly to see things from the
other persons point of view.
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9 WHAT EVERYBODY WANTS
IS TO
Be sympathetic with the other persons ideas and
desires.
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10 AN APPEAL THAT EVERYBODY LIKES
IS
Appeal to the nobler motives.
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11 THE MOVIES DO IT. TV DOES IT. WHY DONT YOU DO
IT?
SO
Dramatize your ideas.
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12 WHEN NOTHING ELSE WORKS, TRY THIS
SO
Throw down a challenge.
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PART FOUR Be a Leader How to Change People
Without Giving Offense or Arousing Resentment
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What is Leadership ?
A leaders job often includes changing your
peoples attitudes and behavior. Some suggestions
to accomplish this
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1 IF YOU MUST FIND FAULT, THIS IS THE WAY TO BEGIN
SO
Begin with praise and honest appreciation.
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2 HOW TO CRITICIZE-AND NOT BE HATED FOR IT
SO
Call attention to peoples mistakes indirectly.
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3 TALK ABOUT YOUR OWN MISTAKES FIRST
SO
Talk about your own mistakes before
criticizing the other person.
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4 NO ONE LIKES TO TAKE ORDERS
SO
Ask questions instead of giving direct orders.
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5 LET THE OTHER PERSON SAVE FACE
SO YOU MUST
Let the other person save face.
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6 HOW TO SPUR PEOPLE ON TO SUCCESS
BY
Praise the slightest improvement and praise
every improvement. Be hearty in your approbation
and lavish in your praise.
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7 GIVE A DOG A GOOD NAME
SO
Give the other person a fine reputation to live
up to.
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8 MAKE THE FAULT SEEM EASY TO CORRECT
SO
Use encouragement. Make the fault seem easy
to correct.
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9 MAKING PEOPLE GLAD TO DO WHAT YOU WANT
SO
Make the other person happy about doing the thing
you suggest.
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Also we learn from Dale Carnegie
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The effective leader should keep the following
guidelines in mind when it is necessary to change
attitudes or behavior
1- BE sincere . Dont promise anything that you
cant 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 persons
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 .
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