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How to Win Friends & Influence People

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How to Win Friends & Influence People

  1. 2. How to Get the Most Out of this Book <ul><li>Develop a desire to master the principles </li></ul><ul><li>Read each chapter twice </li></ul><ul><li>Stop and ask yourself how to apply each suggestion </li></ul><ul><li>Review book every month </li></ul><ul><li>Work with a friend to make sure you don’t violate the principles </li></ul><ul><li>Check up each week on your progress </li></ul>
  2. 3. Don’t Criticize, Condemn, or Complain <ul><li>A young Abe Lincoln would attack opponents in the newspapers </li></ul><ul><ul><li>Was challenged to a duel </li></ul></ul><ul><li>His view on life changed </li></ul><ul><ul><li>Took great pains to not criticize others </li></ul></ul>
  3. 4. Give Honest and Sincere Appreciation <ul><li>Paid over $1 million a year </li></ul><ul><ul><li>Based on his ability to “arouse enthusiasm” in people </li></ul></ul><ul><li>“ I am hearty in my approbation and lavish in my praise” </li></ul><ul><ul><li>Charles Schwab </li></ul></ul>
  4. 5. Simple Way to Make a Good First Impression <ul><li>Phone power program </li></ul><ul><ul><li>Smile goes through phone </li></ul></ul><ul><li>“ There is nothing either good or bad…but thinking makes it so” </li></ul><ul><ul><li>Shakespeare </li></ul></ul>
  5. 6. A Person’s Name is the Sweetest Sound to that Person <ul><li>Andrew Carnegie used this secret to make millions </li></ul><ul><ul><li>Edgar Thompson Steel Works </li></ul></ul><ul><ul><li>Pullman Palace Car Company </li></ul></ul><ul><li>Be aware of the magic in a name </li></ul>
  6. 7. How to Interest People <ul><li>Be a good listener </li></ul><ul><ul><li>Give rapt attention </li></ul></ul><ul><li>Talk in terms of other’s interests </li></ul><ul><ul><li>Theodore Roosevelt would research interests </li></ul></ul><ul><li>Make the other person feel important </li></ul><ul><ul><li>Deepest craving in human nature it to be appreciated </li></ul></ul><ul><ul><li>“Talk to people about themselves and they will listen for hours” </li></ul></ul>
  7. 8. You Can’t Win an Argument <ul><li>Any victory will be an empty victory </li></ul><ul><ul><li>Can never obtain opponent’s goodwill </li></ul></ul><ul><li>Feeling of Importance! </li></ul><ul><li>A man convinced against his will…is of the same opinion still </li></ul>
  8. 9. Never Say “You’re Wrong!” <ul><li>Don’t use words that imply certainty </li></ul><ul><ul><li>Use I “think”, I “imagine” </li></ul></ul><ul><li>“One thing only I know, and that is that I know nothing” </li></ul><ul><ul><li>Socrates </li></ul></ul><ul><li>“Every man I meet is my superior in some way. In that, I learn from him” </li></ul><ul><ul><li>Emerson </li></ul></ul>
  9. 10. Secret of Socrates <ul><li>Get the other person saying “yes, yes” immediately </li></ul><ul><ul><li>Ask questions where agreement is assured </li></ul></ul><ul><li>“ He who treads softly goes far” </li></ul>
  10. 11. Give a Dog a Good Name <ul><li>Give the person a fine reputation to live up to </li></ul><ul><ul><li>Accomplish goal much faster than criticism </li></ul></ul><ul><li>“ Assume a virtue, if you have it not” </li></ul><ul><ul><li>Shakespeare </li></ul></ul>
  11. 12. Principles Summarized <ul><li>Don’t Criticize </li></ul><ul><li>Be lavish in your praise </li></ul><ul><li>Smile! </li></ul><ul><li>Remember the importance of a name </li></ul><ul><li>Be a good listener </li></ul><ul><li>Talk in terms of other’s interests </li></ul><ul><li>Make the other person feel important </li></ul><ul><li>Can’t win an argument </li></ul><ul><li>Never Say “You’re Wrong” </li></ul><ul><li>Get the other person saying “Yes” </li></ul><ul><li>Assume traits in people and they will appear </li></ul>

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