PERSONALITY DEVELOPMENT

How to Win Friends and Influence People


Fundamental Techniques in Handling People

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

Six ways to make people like you

>Become 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.

Win people to your way of thinking

>The only way to get the best of an argument is to avoid it.
>Show respect for the 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 the 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

>A leader's job often includes changing your people's attitudes and behavior. Some >suggestions to accomplish this:
>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.


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