Arouse in people
an eager want. Find out what the other person wants
or what makes them excited. If there is any one secret
of success, it lies in the ability to get the other
person's point of view and see things from that person's
angle as well as your own.
Part II Six ways to
make people like you.
Principle 1.
Become genuinely
interested in other people.
Principle 2.
Smile.
Principle 3.
Remember that a
person's name is the sweetest and most important sound
in any language.
Principle 4.
Be a good listener.
Encourage others to talk about themselves. This is also
how to be a good conversationalist.
Principle 5.
Talk in terms of
the other person's interests.
Principle 6.
Make the other person
feel important - and do it sincerely. What is it about
the other that I can admire? Be courteous. "Every
man I meet is my superior in some way. In that, I learn
of him.", Emerson. "Talk to people about themselves.",
Disraeli.
Part III How to win
people to your way of thinking.
Principle 1.
The only way to
get the best of an argument is to avoid it.
Principle 2.
Show respect for
the other person's opinions. Never say, "Your wrong."
Principle 3.
If you are wrong,
admit it quickly and emphatically.
Principle 4.
Begin in a friendly
way.
Principle 5.
Get the other person
saying "yes, yes" immediately.
Principle 6.
Let the other person
do a great deal of the talking.
Principle 7.
Let the other person
feel the idea is his or hers. The hand that gives the
rose retains the scent.
Principle 8.
Try honestly to
see things from the other person's point of view.
Principle 9.
Be sympathetic to
the other person's ideas and desires.
Principle 10.
Appeal to the nobler
motives.
Principle 11.
Dramatize your ideas.
Principle 12.
Throw down a challenge.
Part IV Be a leader.
Principle 1.
Begin with praise
and honest appreciation.
Principle 2.
Call attention to
other people's mistakes indirectly.
Principle 3.
Talk about your
own mistakes before criticizing the other person.
Principle 4.
Ask questions instead
of giving direct orders.
Principle 5.
Let the other person
save face.
Principle 6.
Praise the slightest
improvement. Be "hearty in your approbation and
lavish in your praise."
Principle 7.
Give the other person
a fine reputation to live up to.
Principle 8.
Use encouragement.
Make the fault seem easy to correct.
Principle 9.
Make the other person
happy about doing the things you suggest.
