How to Win Friends and Influence People.pdf

How to Win Friends and Influence People is one of the first best-selling self-help books ever published. Written by Dale Carnegie and first published in 1936, it has sold 15 million copies world-wide.


Major sections and points

Twelve Things This Book Will Do For You

*Get you out of a mental rut, give you new thoughts, new visions, new ambitions.
*Enable you to make friends quickly and easily.
*Increase your popularity.
*Help you to win people to your way of thinking.
*Increase your influence, your prestige, your ability to get things done.
*Enable you to win new clients, new customers.
*Increase your earning power.
*Make you a better salesman, a better executive.
*Help you to handle complaints, avoid arguments, keep your human contacts smooth and pleasant.
*Make you a better speaker, a more entertaining conversationalist.
*Make the principles of psychology easy for you to apply in your daily contacts.
*Help you to arouse enthusiasm among your associates.

The book has six major sections. The core principles of each section are quoted below.

Fundamental Techniques in Handling People

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

Six Ways to Make People Like You

*Become genuinely interested in other people.
*Smile.
*Remember that a person's name is, to that person, the sweetest and most important sound in any language.
*Be a good listener. Encourage others to talk about themselves.
*Talk in terms of the other person's interest.
*Make the other person feel important – and do it sincerely.

Twelve Ways to Win People to Your Way of Thinking

*The only way to get the best of an argument is to avoid it.
*Show respect for the other person's opinions. Never say "You're Wrong."
*If you're wrong, admit it quickly and emphatically.
*Begin in a friendly way.
*Start with questions to which the other person will answer yes.
*Let the other person do a great deal of the talking.
*Let the other person feel the idea is his or hers.
*Try honestly to see things from the other person's point of view.
*Be sympathetic with the other person's ideas and desires.
*Appeal to the nobler motives.
*Dramatize your ideas.
*Throw down a challenge.

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

*Begin with praise and honest appreciation.
*Call attention to people's mistakes indirectly.
*Talk about your own mistakes before criticizing the other person.
*Ask questions instead of giving direct orders.
*Let the other person save face.
*Praise every improvement.
*Give the other person a fine reputation to live up to.
*Use encouragement. Make the fault seem easy to correct.
*Make the other person happy about doing what you suggest.

Seven Rules For Making Your Home Life Happier

*Don't nag.
*Don't try to make your partner over.
*Don't criticize.
*Give honest appreciation.
*Pay little attentions.
*Be courteous.
*Read a good book on the sexual side of marriage.