Matt W. Kane

How to Win Friends and Influence People

Dale Carnegie

Fundamental Techniques in Handling People

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

6 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 interests
  • Make the other person feel important

Win People to Your Way of Thinking

  • The only way to get the best from an argument is to avoid it
  • Show respect for the other person’s opinions. Never say “You’re Wrong”
  • If you are wrong, admit it quickly and emphatically
  • Begin in a friendly way
  • Get the other person saying Yes immediately
  • Let the other person do a great deal of the talking
  • Let the other person feel that 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

Leadership

A leader’s job often involves changing your people’s attitudes and behavior. Some suggestions to accomplish this:

  • 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 the slightest improvement and 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 the things you suggest