HOW TO WIN FRIENDS AND INFLUENCE PEOPLE

BY: DALE CARNEGIEPRESENTED BY: NITIN KADAM SUNIL AWHAD

SANKET JAGARE

Overview of Presentation

Background InformationOverview of how to win……Parts I-IV of the bookUse in negotiation.Dale Carnegie Courses

Background Information

November 24, 1888 - November 1, 1955Born poor then became a teacherMoved to salesWrote How to Win…& 6 moreBegan D.C. coursesDied of Hodgkin’s Disease

Overview of How to Win…First modern self-help bookNYT best seller list15 million copiesIt provides advice on:

-dealing with others-gaining influence-becoming successful-motivating others

Seeing relationships as ends themselves instead of a means to an end!

Requires sincerity

Part I: Fundamental Techniques

“If you want to gather honey don’t kick over the beehive.”-Effects of criticism- Instead try positive reinforcement

Give others honest & sincere appreciation-Feeling of Importance

Arouse in others an eager want-People are interested in their own wants

Part II: 6 Ways Become genuinely interested in other

people.-people are interested in themselves.-listen-remember key facts

Smile-enthusiasm when greeting

Remember names-favorite word-use with a few personal details

Part II: 6 WaysBe a good listener

-different from active listening-ask more questions-listen to complaints to ease tensions

Talk in terms of the other person’s interests.-find out about their interests-ask ?s about their interests

Make the other person feel important & appreciated-recognize tangible contributions-avoid flattery

Part III: How to win people toyour way of thinking

The only way to get the best of an argument is to avoid it.

Show respect for the other person's opinions. Never say "you're wrong." Don't argue, instead use diplomacy.

If you are wrong, admit it quickly and emphatically. Remember the old proverb, "by fighting you never get enough, but by yielding, you get more than you expected."

Begin in a friendly way. Remember what Lincoln said: A drop of honey catches more flies than a gallon of gall."

Get the other person saying “ yes,yes" immediately.

Part III: How to win people toyour way of thinking

Let the other person do a great deal of talking, its safety valve in handling complaints.

Let the other person feel that the idea is his or hers, its good to get co-operation.

Try honestly to see things from the other person's point of view.

Be sympathetic with the other person's ideas and desires.

Appeal to their nobler motives. Make people feel that you consider them honest, upright and fair.

Dramatize your ideas. Throw down a challenge. Every

successful person wants a chance of self expression, the chance to prove one's worth.

Part III: How to win people to your way of thinking

Part IV: How to change people Begin with praise and honest appreciation.

Call attention to peoples mistakes indirectly. Talk about your own mistakes, before criticizing the other

person. Ask questions, instead of giving direct orders. Let the other person save face. Praise the slightest improvement and praise every

improvement. Be "hearty in your approbation ;and lavish in your praise."

Give the other person a fine reputation to live up to. Use encouragement. Make the fault seem easy to correct.

Use in NegotiationCarnegie, The only way to get the best of an

argument is to avoid it1. Welcome disagreements: Separate people from the problem2. Stay calm: first recognize emotions,theirs and yours3. Listen first: Listen actively4. Identify areas of agreement: look for areas of mutual gain.5. Admit your errors so they can do the same: Try to avoid a contest of will.6. If no resolution, delay action, think more: one problem is premature judgment.

D. Carnegie CoursesTypically have 10-30 participants in a 12 wk.

course.Instructors are graduates of the program

who have worked in management positions.Half of each class is devoted to students

making presentations from personal experience. The other half is made up of lectures and small group work.

Public speaking, memory techniques, importance of learning names, and conversational techniques are learned.

Questions?