How to Win Friends and Influence People
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The Principles
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Part 1: Fundamental Techniques in Handling People
1. Principle 1: Don’t criticize, condemn or complain
2. Principle 2: Give honest and sincere appreciation
3. Principle 3: Arouse in the other person an eager want
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Part 2: Six Ways to Make People Like You
1. Principle 1: Become genuinely interested in other people
2. Principle 2: Smile
3. Principle 3: Remember that a person’s name is to that person the sweetest and most important sound in any language
4. Principle 4: Be a good listener
5. Principle 5: Talk in terms of the other person’s interests
6. Principle 6: Make the other person feel important—and do it sincerely
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Part 3: How to Win People to Your Way of Thinking
1. Principle 1: The only way to get the best of an argument is to avoid it
2. Principle 2: Show respect for the other person’s opinions. Never say, “You’re wrong.”
3. Principle 3: If you are wrong, admit it quickly and emphatically
4. Principle 4: Begin in a friendly way
5. Principle 5: Get the other person saying, “yes, yes” immediately
6. Principle 6: Let the other person do a great deal of the talking
7. Principle 7: Let the other person feel that the idea is his or hers
8. Principle 8: Try honestly to see things from the other person’s point of view
9. Principle 9: Be sympathetic with the other person’s ideas and desires
10. Principle 10: Appeal to the nobler motives
11. Principle 11: Dramatize your ideas
12. Principle 12: Throw down a challenge
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Part 4: Be a Leader—How to Change People Without Giving Offense or Rousing Resentment
1. Principle 1: Begin with praise and honest appreciation
2. Principle 2: Call attention to people’s mistakes indirectly
3. Principle 3: Talk about your own mistakes before criticizing the other person
4. Principle 4: Ask questions instead of giving direct orders
5. Principle 5: Let the other person save face
6. Principle 6: Praise the slightest improvement and praise every improvement. Be “hearty in your approbation and lavish in your praise.”
7. Principle 7: Give the other person a fine reputation to live up to
8. Principle 8: Use encouragement. Make the fault seem easy to correct
9. Principle 9: Make the other person happy about doing the thing you suggest