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How to Win Friends and Influence People: The Principles Part 1: Fundamental Techniques in Handling People Principle 1: Don’t criticize, condemn or complain Principle 2: Give honest and sincere appreciation Principle 3: Arouse in the other person an eager want Part 2: 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 Principle 5: Talk in terms of the other person’s interests Principle 6: Make the other person feel important—and do it sincerely Part 3: 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, “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 Part 4: Be a Leader—How to Change People Without Giving Offense or Rousing Resentment 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