How To Win Friends And Influence People (summary)


The book has six major sections. The core principles of each section are quoted below and you can find out more from Wikipedia;
Fundamental Techniques in Handling People

  • Don’t criticize, condemn, or complain.
  • Give honest and sincere appreciation.
  • Arouse in the other person an eager want.

Six Ways to Make People Like You

  • Become genuinely interested in other people.
  • Smile.
  • Remember that a person’s name is, to him or her, the sweetest and most important sound in any language.
  • Be a good listener. Encourage others to talk about themselves.
  • Talk in the terms of the other person’s interest.
  • Make the other person feel important and do it sincerely.

Twelve Ways to Win People to Your Way of Thinking

  • Avoid arguments.
  • Show respect for the other person’s opinions. Never tell someone that he or she is wrong.
  • If you’re wrong, admit it quickly and emphatically.
  • Begin in a friendly way.
  • Start with questions to which the other person will answer yes.
  • Let the other person do the talking.
  • Let the other person feel the idea is his/hers.
  • Try honestly to see things from the other person’s point of view.
  • Sympathize with the other person.
  • Appeal to noble motives.
  • Dramatize your ideas.
  • Throw down a challenge; don’t talk negatively when a person is absent; talk only about the positive.

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

  • Begin with praise and honest appreciation.
  • Talk about your own mistakes first.
  • Call attention to other people’s mistakes indirectly.
  • Ask questions instead of directly giving orders.
  • Let the other person save face.
  • Praise every improvement.
  • Give the other person a fine reputation to live up to.
  • Encourage them by making their faults seem easy to correct.
  • Make the other person happy about doing what you suggest.
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