Author: Dale Carnegie
Originally published: October 1936
Self note
Practical – Every day
- Become genuinely interested in other people
- Smile
- Remember people names - made them feel important
- Give honest and sincere appreciation
- Be a good listener, encourage others to talk about themselves
- Make the other people feel important, do it sincerely. ‘Every man I meet is my superior in some way. In that, I learn of him.’
Negotiation
- Begin in friendly way, avoid argument. Don't condemn, criticize, complain
- Talk in terms of the other person's interests stop talking about what you want, but try to see other people's viewpoint, how can I make this person want to do it?
- 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
- When you are wrong, admit it quickly and emphatically. Say respect to other people's opinion, never say you are wrong, Be sympathetic with the other person’s ideas and desires
- Appeal to the nobler motives, dramatise your ideas, throw down a challenge
Leadership
- Begin with praise and honest appreciation
- Call attention to people’s mistakes indirectly
- Talk about your own mistakes before criticising 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.