How to Win Friends & Influence People
EBSCO Publishing has just released a new book summary. Dale Carnegie’s How to Win Friends & Influence People is the premier business how-to book. Its title is an apt description of the subject matter—interpersonal relationships. This revised edition aims to teach people how to be likeable and respected and how to alter the behavior of others in mutually beneficial ways. The aphorism about catching more flies with honey than vinegar is at the core of Carnegie’s time-tested philosophy. The book’s many anecdotes illustrate situations in sales, managing employees, dealing with bosses, parenting, and marriages.
Dale Carnegie offers readers the following advice:
· The human need to feel important is the most difficult for people to fulfill.
· People should try to perceive a situation from the perspective of others and ask questions.
· Carnegie’s strategies must be sincerely motivated to be effective.
· The key strategies for handling people are:
o Avoid criticism and complaint.
o Show sincere appreciation.
o Encourage people to yearn for what they want.
· To be liked by others people should:
o Show sincere interest in them.
o Remember others names and use them.
o Allow others to talk about themselves and listen.
o Discuss their interests.
· To convert people to a particular point of view:
o Avoid arguments.
o Respect their perspectives and be sympathetic toward them.
o Be friendly in approach.
o Let them talk.
o Admit to being wrong, as appropriate.
· Leaders can change people without fostering ill will. To accomplish this, they can:
o Start by expressing appreciation for what was done well.
o Take an indirect approach to identifying mistakes.
o Ask questions.
o Allow others to save face.
o Praise improvement.
o Be encouraging.
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