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HOW TO WIN FRIENDS AND INFLUENCE OTHERS

How to win friends and influence others
By Dale Carnegie

HOW TO WIN FRIENDS AND INFLUENCE OTHERS
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.

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.

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 l0: Appeal to the nobler motives.
Principle 11: Dramatize your ideas
Principle 12: Throw down a challenge.

BE A LEADER

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.