How to Win Friends and Influence People
Introduction
Part 1: Fundamental Techniques in Handling People
Principle 1: Don't Criticize, Condemn, or Complain
Principle 2: Give Honest and Sincere Appreciation
Principle 3: Arouse in the Other Person an Eager Want
Part 2: Six Ways to Make People Like You
Principle 4: Become Genuinely Interested in Other People
Principle 5: Smile
Principle 6: A Person's Name is to that Person the Sweetest and Most Important Sound in Any Language
Principle 7: Be a Good Listener. Encourage Others to Talk about Themselves
Principle 8: Talk in Terms of the Other Person's Interests
Principle 9: Make the Other Person Feel Important
Part 3: Win People to Your Way of Thinking
Principle 10: The Only Way to get the Best of an Argument is to Avoid it
Principle 11: Show Respect for the Other Person's Opinions. Never Say, "You are wrong."
Principle 12: If You are Wrong, Admit it Quickly nd Emphatically
Principle 13: Begin with a Friendly Way
Principle 14: Get the Other Person Saying "yes, yes" Immediately
Principle 15: Let the Other Person do a Great Deal of the Talking
Principle 16: Let the Other Person Feel that the Idea is His or Hers
Principle 17: Try Honestly to See Things from the Other Person's Point of View
Principle 18: Be Sympathetic with the Other Person's Ideas and Desires
Principle 19: Appeal to Nobler Motives
Principle 20: Dramatize Your Ideas
Principle 21: Throw Down a Challenge
Part 4: Be a Leader: How to Change People Without Giving Offense or Arousing Resentment
Principle 22: Begin with Praise and Honest Appreciation
Principle 23: Call Attention to People's Mistakes Indirectly
Principle 24: Talk About Your Own Mistakes First
Principle 25: Ask Questions Instead of Giving Direct Orders
Principle 26: Let the Other Person Save Face
Principle 27: Praise Every Improvement and Praise the Slightest Improvement
Principle 28: Give the Other Person a Fine Reputation to Live Up to
Principle 29: Encourage. Make the Fault Seem Easy to Correct
Principle 30: Help Them See Their Benefits
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Part 4: Be a Leader: How to Change People Without Giving Offense or Arousing Resentment
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