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The Better Business Bulletin

A Book for Every Business

by Ben Armacost

One of the most profound books I have ever read is a modern day classic called How to Win Friends and Influence People" by Dale Carnegie. It's an oldie indeed, written in 1936. Yet it contains timeless principles of leadership which no business person should be without. I encourage you to get a copy of this book (if you can find one!) but in the meantime, you can learn a lot just by studying the outline which I have provided below. You'll see quickly what a great impact these principles will have on your business!

How to Win Friends and Influence People, by Dale Carnegie

• Fundamental Techniques in Handling People

  1. Don't criticise, condemn, or complain.
  2. Give honest and sincere appreciation.
  3. Arouse in the other person an eager want.

• Six Ways to Make People Like You

  1. Become genuinely interested in other people.
  2. Smile.
  3. Remember that a person's name is to that person the sweetest and most important sound in any language.
  4. Be a good listener. Encourage others to talk about themselves.
  5. Talk in terms of the other person's interests.
  6. Make the other person feel important and do it sincerely.

• How to Win People to Your Way of Thinking

  1. The only way to get the best of an argument is to avoid it.
  2. Show respect for the other person's opinion. Never say "You're wrong."
  3. If you are wrong, admit it quickly and emphatically.
  4. Begin in a friendly way.
  5. Get the other person saying "yes, yes" immediately.
  6. Let the other person do a great deal of the talking.
  7. Let the other person feel that the idea is his or hers.
  8. Try honestly to see things from the other person's point of view.
  9. Be sympathetic with the other person's ideas and desires.
  10. Appeal to the nobler motives.
  11. Dramatise your ideas.
  12. Throw down a challenge.

• Be a Leader: How to Change People

  1. Begin with praise and honest appreciation.
  2. Call attention to people's mistakes indirectly.
  3. Talk about your own mistakes before criticising the other person.
  4. Ask questions instead of giving direct orders.
  5. Let the other person save face.
  6. Praise the slightest improvement and praise every improvement.
  7. Give the other person a fine reputation to live up to.
  8. Use encouragement. Make the fault seem easy to correct.
  9. Make the other person happy about doing the thing you suggest.

   

   

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