How to Win Friends & Influence People

by Dale Carnegie
You can never win an arguent! "dditionally# t$e only way to get people to do w$at you want
t$e to do is to otivate t$e! %$ese are siple trut$s t$at were proven &' years ago! However#
ost people still insist t$at you can win an arguent t$roug$ logic and facts! (ost people coerce
ot$ers into doing w$at t$ey want t$e to do! )ut t$ese ineffective et$ods destroy t$e ultiate
goal* Winning friends and influencing people!
In +,-&# How to Win Friends & Influence People becae a publis$ing p$enoenon by
becoing an international bestseller! Dale Carnegie# t$e aut$or and noted otivational spea.er
$as taug$t illions t$roug$ $is courses in self/iproveent! He is t$e aut$or of several boo.s
and t$e naesa.e of Dale Carnegie %raining in "tlanta# 0"!
In $is boo.# Carnegie deonstrates t$at t$e .ey to winning friends is based on two fundaental
coponents* 1nderstanding t$e ot$er person2s point of view and reali3ing t$at everyone wants to
feel iportant! Wit$ lessons t$at focus on relations$ip building# Carnegie gives you t$e s.ills you
need to overcoe any obstacles t$at ig$t occur w$en dealing wit$ people!
P"4% 567
Key Strategy #1: Fundamental Techniques in Handling People
C$apter +* If You Want to 0at$er Honey# Don2t 8ic. 5ver t$e )ee$ive!
Principle +* Don2t critici3e# conden or coplain!
6o one li.es criticis even w$en t$ey are wrong! Criticis $inders abition! It2s an eotional
reaction t$at only serves to $urt t$e ot$er person2s pride! 7ven w$en people are wrong# t$ey still
do not accept blae! "s adults# we are still c$ildren desperately wanting approval so $earing
$urtful coents is deorali3ing!
Instead# try to figure out w$y people a.e t$e c$oices t$ey do! 79ercise control and deonstrate
c$aracter by refraining fro criticis! 4eacting wit$ .indness and patience will result in
epat$y w$ic$ is w$at all $uan beings want!
C$apter :* %$e )ig ;ecret of Dealing wit$ People
Principle :* 0ive $onest and sincere appreciation
%$e only way to get people to do soet$ing is t$roug$ otivation! If you scare people into doing
soet$ing t$at t$ey do not want to do# retribution follows! For e9aple# if a boss t$reatens to fire
an eployee based on bad wor. perforance# t$e eployee will do as told but lower levels of
productivity and $ostility will also occur!
%$e boss s$ould patiently e9plain t$e benefits of filing t$e reports and $ow t$e departent relies
on t$e files to retrieve vital inforation t$at strengt$ens custoer relations$ips! %$e boss ust
understand t$e eployee2s need for recognition!
Page :