How to Win Friends and Influence People
How to Win Friends and Influence People
By: Dale Carnegie
Table of Contents
1. Fundamental Techniques in Handling People
2. Six Ways to Make People Like You
3. How to Win People to Your Way of Thinking
4. Be a Leader: How to Change People Without Giving Offense or Arousing Resentment
Part One
Fundamental Techniques in Handling People
1. "If You Want to Gather Honey, Don't Kick Over the Beehive"
Don't criticize, condemn or complain.
2. The Big Secret of Dealing with People
Give honest and sincere appreciation.
3. "He Who Can Do This Has the Whole World with Him. He Who Cannot Walks a Lonely Way."
Arouse in the other person an eager want.
Part Two
Six Ways to Make People Like You
1. Do This and You'll Be Welcome Anywhere
Become genuinely interested in other people.
2. A Simple Way to Make a Good First Impression
Smile.
3. If You Don't Do This, You are Headed for Trouble
Remember that a person's name is to that person the sweetest and most important sound in any language.
4. An Easy Way to Become a Good Conversationalist
Be a good listener. Encourage others to talk about themselves.
5. How to Interest People
Talk in terms of the other person's interests.
6. How to Make People Like You Instantly
Make the other person feel important--and do it sincerely.
Part Three
How to Win People to Your Way of Thinking
1. You Can't Win an Argument
The only way to get the best of an argument is to avoid it.
2. Sure Way of Making Enemies--And How to Avoid it
Show respect for the other person's opinions. Never say, "You're wrong."
3. If You're Wrong, Admit It
If you are wrong, admit it quickly and emphatically.
4. A Drop of Honey
Begin in a friendly way.
5. The Secret of Socrates
Get the other person saying "yes, yes" immediately.
6. The Safety Valve in Handling Complaints
Let the other person do a great deal of the talking.
7. How To Get Cooperation
Let the other person feel that the idea is his or
By: Dale Carnegie
Table of Contents
1. Fundamental Techniques in Handling People
2. Six Ways to Make People Like You
3. How to Win People to Your Way of Thinking
4. Be a Leader: How to Change People Without Giving Offense or Arousing Resentment
Part One
Fundamental Techniques in Handling People
1. "If You Want to Gather Honey, Don't Kick Over the Beehive"
Don't criticize, condemn or complain.
2. The Big Secret of Dealing with People
Give honest and sincere appreciation.
3. "He Who Can Do This Has the Whole World with Him. He Who Cannot Walks a Lonely Way."
Arouse in the other person an eager want.
Part Two
Six Ways to Make People Like You
1. Do This and You'll Be Welcome Anywhere
Become genuinely interested in other people.
2. A Simple Way to Make a Good First Impression
Smile.
3. If You Don't Do This, You are Headed for Trouble
Remember that a person's name is to that person the sweetest and most important sound in any language.
4. An Easy Way to Become a Good Conversationalist
Be a good listener. Encourage others to talk about themselves.
5. How to Interest People
Talk in terms of the other person's interests.
6. How to Make People Like You Instantly
Make the other person feel important--and do it sincerely.
Part Three
How to Win People to Your Way of Thinking
1. You Can't Win an Argument
The only way to get the best of an argument is to avoid it.
2. Sure Way of Making Enemies--And How to Avoid it
Show respect for the other person's opinions. Never say, "You're wrong."
3. If You're Wrong, Admit It
If you are wrong, admit it quickly and emphatically.
4. A Drop of Honey
Begin in a friendly way.
5. The Secret of Socrates
Get the other person saying "yes, yes" immediately.
6. The Safety Valve in Handling Complaints
Let the other person do a great deal of the talking.
7. How To Get Cooperation
Let the other person feel that the idea is his or