How to Win Friends and Influence People All Principles

FUNDAMENTAL TECHNIQUES IN HANDLING PEOPLE

1: If you want to gather honey, don't kick over the beehive

Principle 1

• Don’t criticize, condemn or complain.

• Ask questions instead of giving direct orders.

• The only way to get the best of an argument is to avoid it.

• Make the other person feel important—and do it sincerely.

FUNDAMENTAL TECHNIQUES IN HANDLING PEOPLE

2: The big secret of dealing with people

Principle 2

• Be a good listener. Encourage others to talk about themselves.

• Praise the slightest improvement and praise every improvement. Be “hearty in your approbation and

  lavish in your praise.”

• Begin with praise and honest appreciation.

• Give honest and sincere appreciation.

FUNDAMENTAL TECHNIQUES IN HANDLING PEOPLE

3: He who can do this has the whole world with him. He who cannot walks a lonely way

Principle 3

• Get the other person to say “yes, yes” immediately.

• Arouse in the other person an eager want.

• Become genuinely interested in other people.

• Begin in a friendly way.

SIX WAYS TO MAKE PEOPLE LIKE YOU

4: Do this and you'll be welcome anywhere

Principle 1

• Try honestly to see things from the other person's point of view.

• Don’t criticize, condemn or complain.

• Let the other person save face.

• Become genuinely interested in other people.

SIX WAYS TO MAKE PEOPLE LIKE YOU

5: A simple way to make a good impression

Principle 2

• Make the other person happy about doing the thing you suggest.

• Let the other person feel that the idea is his or hers.

• Smile.

• Give honest and sincere appreciation.

SIX WAYS TO MAKE PEOPLE LIKE YOU

6: If you don't do this, you are headed for trouble

Principle 3

• Talk about your own mistakes before criticizing the other person.

• Remember that a person’s name is to that person the sweetest and most important sound in any language.

• Call attention to people’s mistakes indirectly.

• Begin in a friendly way.

SIX WAYS TO MAKE PEOPLE LIKE YOU

7: An easy way to become a good conversationalist

Principle 4

• Be a good listener. Encourage others to talk about themselves.

• Begin with praise and honest appreciation.

• Give honest and sincere appreciation.

• Praise the slightest improvement and praise every improvement. Be “hearty in your approbation and

  lavish in your praise.”

SIX WAYS TO MAKE PEOPLE LIKE YOU

8: How to interest people

Principle 5

• Let the other person do a great deal of the talking.

• Be sympathetic to the other person's ideas and desires.

• Give the other person a fine reputation to live up to.

• Talk in terms of the other person’s interests.

SIX WAYS TO MAKE PEOPLE LIKE YOU

9: How to make people like you instantly

Principle 6

• Remember that a person’s name is to that person the sweetest and most important sound in any language.

• Throw down a challenge.

• Make the other person feel important—and do it sincerely.

• Dramatize your ideas.

HOW TO WIN PEOPLE TO YOUR WAY OF THINKING

10: You can’t win an argument

Principle 1

• The only way to get the best out of an argument is to avoid it.

• Talk in terms of the other person’s interests.

• Appeal to the nobler motives.

• Use encouragement. Make the fault seem easy to correct.