Carnegie’s Six Ways to Make People Like You from Part 2 of How to Win Friends and Influence People

Part Two: Six Ways to Make People Like You

04.2.1 Do This and You’ll be Welcome Anywhere, Pages 77 – 90

PRINCIPLE 1 Become genuinely interested in other people.

“I love my audience. I love my audience.” Pg. 80

05.2.2 A Simple Way to Make Good First Impression, Pg. 91 – 99


Professor James V. McConnell, a psychologist at the University of Michigan, expressed his feelings about a smile. “People who smile,” he said, “tend to manage, teach and sell more effectively, and to raise happier children.”

06.2.3 If you Don’t do this You’re Heading for Trouble

Pages 100 – 108

PRINCIPLE 3 Remember that a person’s name is to that person the sweetest and most important sound in any language.

“We should be aware of the magic contained in a name and realize that this single item is wholly and completely owned by the person with whom we are dealing … and nobody else.“ Page 108

07.2.4 An Easy to Way to Become a Good Conversationalist

Pages 110 – 120

PRINCIPLE 4 Be a good listener. Encourage others to talk about themselves.

“And so I had him thinking of me as a good conversationalist when, in reality, I had been merely a good listener and had encouraged him to talk.” Page 111

08.2.5 How to Interest People

Pages 121 – 125

PRINCIPLE 5 Talk in terms of the other person’s interests.

‘Mr. Funkhouser, I believe I can make money for you.’

09.2.6 How to make People Like you Instantly

Pages 126 – 138.

PRINCIPLE 6 Make the other person feel important—and do it sincerely.

“What was I trying to get out of him!!! What was I trying to get out of him!!!” Page 127

Carnegie’s point here is that he is not pandering, and that he had sincere interest.  He didn’t want to know the other person in order to gain – he just wanted to know them.  Why not?  Life is short.  Say hello to the person next to you.

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