How to Win Friends and Influence People

ImageI found an old copy of this book, originally published in 1936 and found it more enjoyable, and less cheesy/manipulative than I’d feared. If you’re a leader it’s certainly worth thumbing. Here’s his principles:

Part 1: Techniques for handling people

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


Part 2: Six Way to Make People Like you

  • Be genuinely interested in others
  • Smile
  • Remember a name
  • Be a good listener – encourage people to talk about themselves
  • Talk in terms of the other persons interests
  • Make the other person feel important – do it sincerely


Part 3: Win People to your Way of thinking

  • Avoid argument
  • Show respect for the other opinion – don’t say “you’re wrong”
  • If you are wrong admit it quickly and emphatically
  • Begin in a friendly way
  • Get the other person saying “yes” quickly
  • Let the other person do a great deal of the talking
  • Let the other person feel the idea is theirs
  • Try honestly to see things from the other person’s point of view
  • By sympathetic to their ideas and opinions
  • Appeal to the nobler motives
  • Dramatize your ideas
  • Throw down a challenge


Part 4: Be A Leader

  • Begin with honest praise and appreciation
  • Call attention to mistakes indirectly
  • Talk about your own mistakes first
  • Ask questions instead of giving orders
  • Let the other person save face
  • Praise any small improvements
  • Give others a fine reputation to live up to
  • Use encouragement. Make faults seem easy to correct
  • Make the other person happy about doing the thing you suggest

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