Summary of "How to Win Friends & Influence People" by Dale Carnegie

Fundamental Techniques in Handling People

• Don't criticize, condemn and complain
• Give honest and sincere appreciation
• Arouse in the other person an eager want

Six Ways to Make People Like You

• Be genuinely interested in other people
• Smile
• Remember that a person's name is to that person the sweetest and most important sound in any language
• Be a good listener. Encourage others to talk about themselves
• Talk in terms of the other person's interests
• Make the other person feel important- and do it sincerely

How to Win People To Your Way of Thinking

• The only way to get the best of an argument is to avoid it.
• Show respect for other person's opinions. Never say, "You're wrong."
• If you are wrong, admit it quickly and emphatically
• Begin in a friendly way
• Get the other person saying "yes,yes" immediately
• Let the other person do a great deal of the talking
• Let the other person feel that the idea is his or hers
• Try honestly to see things from other person's point of view
• Be sympathetic with the other person's ideas and desires
• Appeal to the nobler motives
• Dramatize your ideas
• Throw down a challenge

Be a Leader:  How to Change People without Giving Offense or Arousing Resentment

• Begin with praise and honest appreciation
• Call attention to people's mistakes indirectly
• Talk about your own mistakes before criticizing the other person
• Ask questions instead of giving direct orders
• Let the other person save face
• Praise the slightest improvement and praise every improvement. Be "hearty in your approbation and lavish in your praise".
• Give the other person a fine reputation to live up to
• Use encouragement. Make the fault seem easy to correct.
• Make the other person happy about doing the thing you suggest