Dale Carnegie

Part One: Fundamental Techniques in Handling People

1. Don’t criticize, condemn or complain.

• Criticism is futile because it puts a person on the defensive and usually makes him strive to justify himself. Criticism is dangerous, because it wounds a person’s precious pride, hurts his sense of importance, and arouses resentment.
• When dealing with people, you aren’t dealing with creatures of logic, but creatures of emotion motivated by pride and vanity.

2. Give honest and sincere appreciation.

• The only way to make somebody do anything is to make them want to do it. Everyone wants “the feeling of importance”.
• Don’t confuse flattery with appreciation; flattery is insincere and selfish.

3. Arouse in the other person an eager want.

• “If there is any one secret of success, it lies in the ability to get the other person’s point of view and see things from that person’s angle as well as from your own.” - Henry Ford.
• To influence people, talk about what they want and show them how to get it; don’t talk about what you want.

Part Two: Six Ways To Make People Like You

1. Become genuinely interested in other people

• “It is the individual who is not interested in his fellow men who has the greatest difficulties in life and provides the greatest injury to others. It is from among such individuals that all human failures spring.”
• Win friends by being genuinely interested in other people, instead of trying to get other people interested in you.

2. Smile

• Most folks are about as happy as they make up their minds to be.

3. Remember that a person’s name is to that person the sweetest and most important sound in any language.

• The name sets the individual apart; it makes him or her unique among all others.