How to Win Friends and Influence People

by Dale Carnegie

In a Nutshell:


Part One: 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


Part Two: 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


Part Three: 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


Part Four: Be a Leader: How to Change People Without Giving Offense or Arousing Resentment

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