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