How to Win Friends and Influence People

Part One: Fundamental Techniques in Handling People

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

Part Two: Six Ways to Make People Like You

• Become genuinely interested in other people
• Smile
• Remember that a person’s name is important
• Be a good listener and encourage others to talk about themselves
• Talk in terms of the other person’s interests
• Make the other person feel important

Part Three: How to Win People to Your Way of Thinking

• Avoid arguments
• Show respect for the other person’s opinions
• Admit if you are wrong
• Begin in a friendly way
• Get the other person to say “yes” often
• Let the other person do most of the talking
• Try to see things from the other person’s perspective
• Present ideas in ways that appeal to self-interest
• Dramatize your ideas
• Challenge them

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

• Start with praise and appreciation
• Call attention to mistakes indirectly
• Talk about your own mistakes before pointing out those of others
• Ask questions instead of giving direct orders
• Let the other person save face
• Praise every improvement, no matter how small
• Give the other person a reputation to live up to
• Encourage others and make their faults seem easy to correct
• Make the other person feel happy about what you want them to do