How to Win Friends and Influence People.txt

• Understanding is forgiving.
• People respond to reward better than criticism.
• Everyone thinks their viewpoint is the right one.
• Don't judge others.

• Be hearty in your approbation and lavish in your praise.
• The only way to get someone to do something is to make them want to do it.
• Find specific things to compliment people on.

• We desire to be great and to be seen to be great.
• Everyone is my superior in some way; I can learn from them all.

• Talk to people about what they want, not what I want, and show them how to get it.
• The key to success is to be able to see things from another's point-of-view.
• It is a rare individual who tries to unselfishly help others.

• People are interested in themselves more than anyone or anything else.
• Love your audience.
• We like people who like us.

• Let us greet people with animation and enthusiasm.
• Smile

• A smile says "I like you, you make me happy; I'm glad to see you"
• Enjoy meeting other people, and have a good time getting to know them.
• People want to meet me.

• If you want to be happy, act happy.
• As we think, so we become. Keep fixed in mind how I'd like to be.

Remember it and use it often.

• Encourage other people to talk about themselves.
• Few humans are immune to the implied flattery of rapt attention.

• Ask questions the other will enjoy answering.
• Encourage them to talk about themselves and their achievements.

Learn about things people you're going to meet like so you can have engaging conversations about things that interest them.

• Ask "What is there about this person that I genuinely admire?"
• Be specific. Notice the details. Don't be cliched.

We want the approval of others, recognition of our true worth, appreciation of our gifts and a feeling of importance.

• Be non-confrontational.
• Arguments won't change peoples' opinions (and if they do they'll hate you for it).
• "Hatred is never ended by hatred, but by love"
• Focus on areas where you agree.

Let people arrive at your idea on their own through your careful guidance. It's as if they had the idea themselves.

• Convince an opponent you're their friend and you may be able to influence them. Attack and you never will.
• Gentleness and friendliness are always stronger than fury and force.

• This makes them more likely to keep saying yes.
• Any yes is good enough.
• When people start to say no they become defensive making it more difficult to start saying yes again.

"If you want enemies, excel your friends. If you want friends, let them excel you."

Ask people for their (expert) opinion on something so you can give them exactly what they want.

People normally have two reasons for doing something - one that sounds good, and the real one.

• Inspire people by stimulating competition.
• People value what they earn.

It is easier to receive complaints after hearing about our good points.

Don't say "but", say "and", e.g. don't say:

"We're proud of you but you should work harder"

Say:

"We're proud of you and if you keep working you'll do even better"

• It's probably someone's lack of experience rather than their lack of ability that's the problem.
• It's not what I think of someone that's important, but what they think of themselves.

• Praise is like sunlight for our souls.
• It's better to praise something someone has done rather than what they are through birth.

• If you want someone to have a particular virtue, act like they already have it.
• Make mistakes seem easy to correct, like they have an undeveloped natural talent for something.

• Have fun.
• Enjoy people.