How To Win Friends and Influence People

the individuals who are inclined to chisel will in most cases react favourably if you make them feel that you consider them honest, upright and fair.’

Even if I had convinced him that he was wrong, his pride would have made it difficult for him to back down and give in.

‘I consider my ability to arouse enthusiasm among my people,’ said Schwab, ‘the greatest asset I possess, and the way to develop the best that is in a person is by appreciation and encouragement. ‘There is nothing else that so kills the ambitions of a person as criticisms from superiors. I never criticise anyone. I believe in giving a person incent

Our first reaction to most of the statements (which we hear from other people) is an evaluation or judgment, rather than an understanding of it.

If you disagree with them you may be tempted to interrupt. But don’t. It is dangerous. They won’t pay attention to you while they still have a lot of ideas of their own crying for expression.

If your temper is aroused and you tell ’em a thing or two, you will have a fine time unloading your feelings. But what about the other person? Will he share your pleasure? Will your belligerent tones, your hostile attitude, make it easy for him to agree with you?

If you argue and rankle and contradict, you may achieve a victory sometimes; but it will be an empty victory because you will never get your opponent’s good will.

When you have said ‘No,’ all your pride of personality demands that you remain consistent with yourself.

I soon found the advantage of this change in my manner; the conversations I engag’d in went on more pleasantly. The modest way in which I propos’d my opinions procur’d them a readier reception and less contradiction; I had less mortification when I was found to be in the wrong, and I more easily prevail’d with others to give up their mistakes and j