The document provides an overview of the book "How to Win Friends and Influence People" by Dale Carnegie. [1] It summarizes Carnegie's background and the success of the book. [2] It then summarizes the main parts of the book which provide advice on dealing with others, gaining influence, becoming successful, and motivating others. [3] It also briefly discusses Carnegie's course programs which teach techniques from the book like public speaking and learning names.

1. HOW TO WIN FRIENDS AND
INFLUENCE PEOPLE
BY: DALE CARNEGIE
PRESENTED BY: NITIN KADAM
SUNIL AWHAD
SANKET JAGARE

2. Overview of Presentation
Background Information
Overview of how to win……
Parts I-IV of the book
Use in negotiation.
Dale Carnegie Courses

3. Background Information
 November 24, 1888 - November 1, 1955
 Born poor then became a teacher
 Moved to sales
 Wrote How to Win…& 6 more
 Began D.C. courses
 Died of Hodgkin’s Disease

4. Overview of How to Win…
 First modern self-help book
 NYT best seller list
 15 million copies
 It provides advice on:
-dealing with others
-gaining influence
-becoming successful
-motivating others
Seeing relationships as ends themselves instead
of a means to an end!
Requires sincerity

5. Part I: Fundamental
Techniques
 “If you want to gather honey don’t kick over
the beehive.”
-Effects of criticism
- Instead try positive reinforcement
Give others honest & sincere appreciation
-Feeling of Importance
Arouse in others an eager want
-People are interested in their own wants

6. Part II: 6 Ways
 Become genuinely interested in other
people.
-people are interested in themselves.
-listen
-remember key facts
 Smile
-enthusiasm when greeting
 Remember names
-favorite word
-use with a few personal details

7. Part II: 6 Ways
 Be a good listener
-different from active listening
-ask more questions
-listen to complaints to ease tensions
 Talk in terms of the other person’s interests.
-find out about their interests
-ask ?s about their interests
 Make the other person feel important &
appreciated
-recognize tangible contributions
-avoid flattery

8. Part III: 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 the other person's opinions. Never
say "you're wrong." Don't argue, instead use
diplomacy.
 If you are wrong, admit it quickly and emphatically.
Remember the old proverb, "by fighting you never
get enough, but by yielding, you get more than you
expected."
 Begin in a friendly way. Remember what Lincoln
said: A drop of honey catches more flies than a
gallon of gall."
 Get the other person saying “ yes,yes" immediately.

9. Part III: How to win people to
your way of thinking
 Let the other person do a great deal of talking, its
safety valve in handling complaints.
 Let the other person feel that the idea is his or
hers, its good to get co-operation.
 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 their nobler motives. Make people feel
that you consider them honest, upright and fair.

10. Part III: How to win people to
your way of thinking
 Dramatize your ideas.
 Throw down a challenge. Every successful
person wants a chance of self expression, the
chance to prove one's worth.

11. Part IV: How to change people
 Begin with praise and honest appreciation.
 Call attention to peoples 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.

12. Use in Negotiation
 Carnegie, The only way to get the best of an
argument is to avoid it
1. Welcome disagreements: Separate people
from the problem
2. Stay calm: first recognize emotions,theirs
and yours
3. Listen first: Listen actively
4. Identify areas of agreement: look for
areas of mutual gain.
5. Admit your errors so they can do the
same: Try to avoid a contest of will.
6. If no resolution, delay action, think more:
one problem is premature judgment.

13. D. Carnegie Courses
 Typically have 10-30 participants in a 12 wk.
course.
 Instructors are graduates of the program who
have worked in management positions.
 Half of each class is devoted to students
making presentations from personal
experience. The other half is made up of
lectures and small group work.
 Public speaking, memory techniques,
importance of learning names, and
conversational techniques are learned.

14. Questions?