This document summarizes Dale Carnegie's book "How to Win Friends and Influence People". The book provides principles and techniques for improving relationships and interactions with others at work, home and in social situations. It covers topics such as showing genuine interest in others, remembering names, being a good listener, making others feel important, avoiding arguments, admitting when you're wrong, seeing things from others' perspectives, praising improvements, and changing attitudes without causing offense. The overall message is that treating people with sincerity, empathy and respect is key to positively influencing them.
10. 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.
11. 4
AN EASY WAY TO
BECOME A
GOOD
CONVERSATIONALIST
Be a good listener. Encourage others to talk about
themselves.
34. 6
HOW TO SPUR
PEOPLE ON
TO SUCCESS
Praise the slightest improvement and praise every
improvement. Be “hearty in your approbation and
lavish in
your praise.”
35. 7
GIVE A DOG
A GOOD
NAME
Give the other person a fine reputation
to live up
to.
37. 9
MAKING PEOPLE GLAD TO
DO
WHAT YOU WANT
Make the other person happy about doing the
thing you
suggest.
38.
39. The effective leader should keep the following guidelines
in mind when it is necessary to change attitudes or
behavior:
1- BE sincere . Don’t promise anything that you can’t deliver .
Forget about the benefits to yourself and concentrate on the
benefits to the other person .
2- Know exactly what it is you want the other person to do .
3- Be empathetic . Ask yourself what is the other person really
wants .
4- Consider the benefits that person will receive from doing what
you suggest .
5- Match those benefits to the other person’s wants .
6- When you make your request , put it in a form that will convey
to the other person the idea that he personally will benefit .