How to Win Friends & Influence People by Dale Carnegie

1. I. Fundamental Techniques in Handling People

1.1. 1. Don't criticize , condemn or complain.

1.1.1. "Father Forgets" by Livingston Larned, As read by Dale Carnegie

1.2. 2. Give honest and sincere appreciation.

1.2.1. Deepest urge in human nature is "the desire to be important." - John Dewey

1.2.2. "There is nothing else that so kills the ambitions of a person as criticism from superiors." - Charles Schwab

1.3. 3. Arouse in the other person an eager want.

1.3.1. See things from other person's point of view as well as from your own - Henry Ford

2. II. Six Ways to Make People Like You

2.1. 1. Become genuinely interested in other people.

2.2. 2. Smile.

2.3. 3. Remember that a person's name is to that person the sweetest and most important sound in any language.

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

2.5. 5. Talk in terms of the other person's interests.

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

3. III. How to Win People to Your Way of Thinking

3.1. 1. The only way to get the best of an argument is to avoid it.

3.2. 2. Show respect for the other person's opinions. Never say, "You're wrong."

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

3.4. 4. Begin in a friendly way.

3.5. 5. Get the other person saying "yes, yes" immediately.

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

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

3.8. 8. Try honestly to see things from the other person's point of view.

3.9. 9. Be sympathetic with the other person's ideas and desires.

3.10. 10. Appeal to nobler motives.

3.11. 11. Dramatize your ideas.

3.12. 12. Throw down a challenge.

4. IV. Be a Leader: How to Change People Without Giving Offense or Arousing Resentment

4.1. 1. Begin with praise and honest appreciation.

4.2. 2. Call attention to people's mistakes indirectly.

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

4.4. 4. Ask questions instead of giving direct orders.

4.5. 5. Let the other person save face.

4.6. 6. Praise the slightest improvement. Be "hearty in your approbation and lavish in your praise."

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

4.8. 8. Make the other person happy about doing the thing you suggest.