Principles from How to WiHow to Win Friends and Influence People

Principles from
How to Win
How to Win
Friends and Influence People
Friends and Influence People
Dale Carnegie
1888-1955

Become a Friendlier Person
Become a Friendlier Person
1. Don’t criticize, condemn or complain
2. Give honest, sincere appreciation
3. Arouse in the other person an eager
want
4. Become genuinely interested in other
people
5. Smile

Become a Friendlier Person
Become a Friendlier Person
6. Remember other person’s name
7. Be a good listener
8. Talk in terms of the other person’s
interests
9. Make the other person feel important
– and do it sincerely

Win People to Your Way of
Win People to Your Way of
Thinking

Thinking
1. Show respect for the other person’s
opinion. Never say, “you’re wrong”
2. If you’re wrong, admit it quickly and
emphatically
3. Begin in a friendly way
4. Let the other person feel that the idea is
his or hers
5. Try honestly to see things from the other
person’s point of view

Win People to Your Way of
Win People to Your Way of
Thinking
Thinking
6. Be sympathetic with the other
person’s ideas and desires
7. Appeal to the nobler motives
8. Dramatize your ideas
9. Throw down a challenge