How to Win Friends and Influence People

PRINCIPLE 1- Become genuinely interested in other people. 

PRINCIPLE 2- Smile. 

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

PRINCIPLE 4- Be a good listener. Encourage others to talk about themselves. 

PRINCIPLE 5- Talk in terms of the other person’s interests. 

PRINCIPLE 6- Make the other person feel important-and do it sincerely.

PRINCIPLE 1- The only way to get the best of an argument is to avoid it. PRINCIPLE 2- Show respect for the other person’s opinions. Never say, “You’re wrong.” 

PRINCIPLE 3- If you are wrong, admit it quickly and emphatically. 

PRINCIPLE 4- Begin in a friendly way. PRINCIPLE 5- Get the other person saying “yes, yes” immediately. 

PRINCIPLE 6- Let the other person do a great deal of the talking. 

PRINCIPLE 7- Let the other person feel that the idea is his or hers. 

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PRINCIPLE 8- Try honestly to see things from the other person’s point of view. PRINCIPLE 9- Be sympathetic with the other person’s ideas and desires. PRINCIPLE 10- Appeal to the nobler motives. 

PRINCIPLE 11- Dramatize your ideas. PRINCIPLE 12- Throw down a challenge.

A leader’s job often includes changing your people’s attitudes and behavior. Some suggestions to accomplish this: PRINCIPLE 1- Begin with praise and honest appreciation. 

PRINCIPLE 2- Call attention to people’s mistakes indirectly. 

PRINCIPLE 3- Talk about your own mistakes before criticizing the other person. 

PRINCIPLE 4- Ask questions instead of giving direct orders. 

PRINCIPLE 5- Let the other person save face. 

PRINCIPLE 6- Praise the slightest improvement and praise every improvement. Be “hearty in your approbation and lavish in your praise.”

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PRINCIPLE 7- Give the other person a fine reputation to live up to. 

PRINCIPLE 8- Use encouragement. Make the fault seem easy to correct. PRINCIPLE 9 Make the other person happy about doing the thing you suggest