How to Win Friends and Influence People - Dale Carnegie  ## Metadata - Author: **Dale Carnegie** - Full Title: How to Win Friends and Influence People - Category: #articles - URL: https://readwise.io/reader/document_raw_content/35341723 ## Highlights - 1 "If You Want To Gather Honey, Don't Kick Over The Beehive" ([View Highlight](https://read.readwise.io/read/01hwhzyjxy2wkkcq8p6716b6dw)) - • Principle 1 - Don't criticize, condemn or complain. ([View Highlight](https://read.readwise.io/read/01hwhzzpa95md0m8nfqa3p2ypg)) - There is only one way under high heaven to get anybody to do anything. Did you ever stop to think of that? Yes, just one way. And that is by making the other person want to do it. ([View Highlight](https://read.readwise.io/read/01hwj000y8mzq15cvdxyhma5vw)) - Sigmund Freud said that everything you and I do springs from two motives: the sex urge and the desire to be great. ([View Highlight](https://read.readwise.io/read/01hwj00mpk8s8ja9qbek6bqr2b)) - . Dr. Dewey said that the deepest urge in human nature is "the desire to be important." ([View Highlight](https://read.readwise.io/read/01hwj00qskn0ys2270h9mf4zfy)) - Lincoln once began a letter saying: "Everybody likes a compliment." William James said: "The deepest principle in human nature is the craving to be appreciated." He didn't speak, mind you, of the "wish" or the "desire" or the "longing" to be appreciated. He said the "craving" to be appreciated. ([View Highlight](https://read.readwise.io/read/01hwj015thpfayk8qsdrw3c65c)) - Why did Andrew Carnegie pay a million dollars a year, or more than three thousand dollars a day, to Charles Schwab? Why? Because Schwab was a genius? No. Because he knew more about the manufacture of steel than other people? Nonsense. Charles Schwab told me himself that he had many men working for him who knew more about the manufacture of steel than he did. Schwab says that he was paid this salary largely because of his ability to deal with people. ([View Highlight](https://read.readwise.io/read/01hwj03deekkzf1z8pw24zza1r)) - There is nothing I need so much as nourishment for my self-esteem. ([View Highlight](https://read.readwise.io/read/01hwj089vkkjwpvnm5k4dgj9y1)) - So the only way cm earth to influence other people is to talk about what they want and show them how to get it. ([View Highlight](https://read.readwise.io/read/01hwjbdnk9ya2g5h26wd40pw95)) - In a Nutshell - 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 to that person the sweetest and most important sound in any language. • Principle 4 - Be a good listener. Encourage others to talk about themselves. • Principle 5 - Talk in terms of the other person's interests. • Principle 6 - Make the other person feel important-and do it sincerely. ([View Highlight](https://read.readwise.io/read/01hwt5ze2zy8sr87qzmn2fzcp7)) - 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, "You're 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 that the idea is his or hers. • Principle 8 Try honestly to see things from the other person's point of view. • Principle 9 Be sympathetic with 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. ([View Highlight](https://read.readwise.io/read/01hwt5wx35ysaq1gcpysk8krbd)) - Principle 1 - Begin with praise and honest appreciation. • Principle 2 - Call attention to 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 and praise every 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 thing you suggest. ([View Highlight](https://read.readwise.io/read/01hwt5sevbbmfpv3pevarwqscz)) - f all the books that are available, the three that seem to me most satisfactory for general reading are: The Sex Technique in Marriage by Isabel E. Hutton; The Sexual Side of Marriage by Max Exner; The Sex Factor in Marriage by Helena Wright." ([View Highlight](https://read.readwise.io/read/01hwt5p9fzkyh8bt7ftt08d8fy))