Executive Summary of the Dale Carnegie classic
Fundamental Techniques in Handling People
- Don’t criticize, condemn or complain
- Give honest and sincere appreciation
- Arouse in the other person an eager want
Six Ways to Make People Like You
- Become genuinely interested in other people
- Remember that a person’s name is to that person the sweetest and most important sound in any language
- Be a good listener. Encourage others to talk about themselves
- Talk in terms of the other person’s interests
- Make the other person feel important – and do it sincerely
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’
- If you are wrong, admit it quickly and emphatically
- Begin in a friendly way
- 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
- 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 the nobler motives
- Dramatize your ideas
- Throw down a challenge
Be a Leader: How to Change People Without Giving Offence or Arousing Resentment
- Begin with praise and honest appreciation
- Call attention to people’s 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
- Make the other person happy about doing the thing you suggest
Part One: Fundamental Techniques in Handling People
Principle 1: Don’t criticize, condemn or complain.
Most people don’t criticize themselves for anything, no matter how wrong it may be.
Criticism is futile and dangerous. It puts a person on the defensive and usually makes him strive to justify himself. And it wounds a person’s precious pride, hurts his sense of importance, and arouses resentment.
People learn faster and retain knowledge more effectively when rewarded for good behavior than punished for bad behavior. By criticizing, we do not make lasting changes and often incur resentment.
Anyone can criticize, condemn and complain. But it takes character and self-control to be understanding and forgiving.
Principle 2: Give honest and sincere appreciation.
The only way to get a person to do anything is by giving them what they want.What do most people want?
Health, food, sleep, money, sex. Almost all these wants are usually gratified – all except one: the desire to be important.
How do you make people feel important? By appreciation and encouragement.
This desire is what makes you want to wear the latest styles, drive the latest cars, and talk about your brilliant children. If you tell me how you get your feeling of importance, I’ll tell you what you are. That determines your character.
Know the difference between appreciation and flattery. One is universally admired; the other universally condemned.
Flattery is selfish and insincere. It’s cheap praise. You tell the other person precisely what he thinks about himself. In the long run, flattery will do you more harm than good.
Appreciation is unselfish and sincere. It happens when we stop thinking about ourselves and begin to think of the other person’s good points.
Be ‘hearty in your approbation and lavish in your praise,’ and people will cherish your words and treasure them and repeat them over a lifetime – repeat them years after you have forgotten them.
Principle 3: Arouse in the other person an eager want.
Of course, you are interested in what you want. But no one else is. The rest of us are just like you: we are interested in what we want.
The only way to influence other people is to talk about what they want and show them how to get it.
This does not mean manipulating someone so that he will do something that is only for your benefit and his detriment. Each party should gain from the negotiation.
Part 2: How To Win Friends and Influence People–Click here!
Part 3: How To Win Friends and Influence People–Click here!
Raised in San Antonio, Jack Dennis’ early experiences were as a newspaper reporter and private investigator. With a Texas State University bachelor’s degree, Jack studied journalism, education and psychology. He was the founding vice-president of Sigma Delta Chi, the Association of Professional Journalists at the University. Jack has received numerous awards, including Investigative Reporter of the Year from Rocky Mountain Press Association, David Ashworth Community Award, and Leadership in Management.
Some of the people and groups Jack has interviewed include:
Elvis Presley, Merle Haggard, George Jones, Willie Nelson, B.B. King, George Strait, Roy Orbison, Justin Timberlake, Steven Tyler, Freddie Mercury, Kenny Rogers, Kenny Loggins, Jackson Browne, Steve Wariner, Tanya Tucker, Scotty Moore, Fats Domino, Patty Page, Tommy Roe, Emmy Lou Harris, Johnny Rivers, Charly McClain, Kinky Friedman, John McFee, Guy Allison & Patrick Simmons (Doobie Brothers) , Randy Bachman (BTO), Jim Messina, Todd Rundgren, Alvin Lee, Gary Puckett, The Ventures, Freddy Cannon, Augie Meyer, Christopher Cross, Whiskey Myers, Sha Na Na (John “Bowzer” Baumann), Flash Cadillac, Jerry Scheff, John Wilkinson, Darrell McCall, and more.
Politicians & News
George W. Bush, Bill Clinton, Jimmy Carter, Lady Bird Johnson, Greg Abbott, Rudolph Giuliani, Larry King, Jack Anderson, Tom Bradley, Connie Mack, and more.
Clint Eastwood, Mike Myers, Taylor Lautner, Cameron Diaz, Jerry Lewis, Eddie Murphy, Antonio Banderas, Julie Andrews, Selena Gomez, Tippi Hedren, James Earl Jones, James Woods, Jim Nabors, Martha Raye, Rosalind Russell, June Lockhart, John Cleese, Eric Idle, Howie Mandel, Meg Ryan, Cheri Oteri, Amy Poehler, Maya Rudolph, James Drury, Melanie Griffith, Nathan Lane, Alan Thicke, Lou Diamond Phillips, Clint Howard, Tony Sirico, Cesar Romero, Michael Berryman, Tracy Scoggins, William Windom, Warren Stevens and more.
Buzz Aldrin, Alan Bean, Wally Schirra, Dave Scott, Gene Cernan, Walt Cunningham, Scott Carpenter, Gene Kranz (NASA Flight Director), Ed Mitchell, Richard Gordon, Bruce McCandless, Vanentina Treshkova (first woman in space, Russia), Alex Leonov (first man to walk in space, Russian), Al Worden, Dee O’Hara (nurse to astronauts) and more.
Sports: Joe Torre, Roger Staubach, Bob Hayes, Billie Jean King, Manuela Maleeva, Drew Pearson, Bob Lilly, Tim Duncan, David Robinson, George Gervin, Tony Parker, Shannon Miller, Cathy Rigby, Bruce Bowen, Wade Boggs, Fernando Valenzuela, Bernie Kosar, Dale Murphy, Jim Abbott, Dick Bartell, Mike Schmidt, Dan Pastorini and more.
May Pang, Bob Eubanks, Vernon Presley, Vester Presley, Charlie Hodge, Joe Esposito, Rick Stanley (Elvis’ step-brother, Harold Lloyd (Elvis’ first cousin), Doyle Brunson, Kara Peller, Hank Meijer, Norman Brinkler, Stanley Marcus, Jerry King, Mac King, Nathan Burton, Zach Anner, Louie Anderson, Owen Benjamin, Steve Byrne and more.
As head of Facilities for a major retailer (H-E-B Food/Drugs) for 20 years, Jack co-founded Professional Retail Store Maintenance Association (PRSM) and was elected President to establish PRSM magazine. Jack is a writer, speaker, golf-concierge and happiness coach. He has researched and studied happiness for over 40 years.
Jack was a prolific writer for Examiner.com, with over 1,900 articles written in six years. His articles and stories have appeared in AXS Entertainment, The ROWDY Country Music, Memphis Flash, and numerous magazines.
He is author of “Miracles of Justice,” a true courtroom drama novel about social injustice and miracles.