When dealing with people, let us remember we are not dealing with creatures of logic. We are dealing with creatures of emotion, creatures bristling with prejudices and motivated by pride and vanity.
Dale Carnegie, How to Win Friends and Influence People, P.14
The desire for a feeling of importance is one of the chief distinguishing differences between mankind and the animals.
Dale Carnegie, How to Win Friends and Influence People, P.21
If you tell me how you get your feeling of importance, I’ll tell you what you are.
Dale Carnegie, How to Win Friends and Influence People, P.22
“If there is any one secret of success,” said Henry Ford, “it lies in the ability to get the other person’s point of view and see things from that person’s angle as well as from your own.”
Dale Carnegie, How to Win Friends and Influence People, P.38
And customers like to feel that they are buying—not being sold.
Dale Carnegie, How to Win Friends and Influence People, P.45
William Winter once remarked that “self-expression is the dominant necessity of human nature.” Why can’t we adapt this same psychology to business dealings? When we have a brilliant idea, instead of making others think it is ours, why not let them cook and stir the idea themselves. They will then regard it as their own; they will like it and maybe eat a couple of helpings of it.
Dale Carnegie, How to Win Friends and Influence People, P.52
You can make more friends in two months by becoming interested in other people than you can in two years by trying to get other people interested in you.
Dale Carnegie, How to Win Friends and Influence People, P.56
The desire to be important is the deepest urge in human nature.
Dale Carnegie, How to Win Friends and Influence People, P.106
Every man I meet is my superior in some way. In that, I learn of him.
Dale Carnegie, How to Win Friends and Influence People, P.110
I have come to the conclusion that there is only one way under high heaven to get the best of an argument—and that is to avoid it. Avoid it as you would avoid rattlesnakes and earthquakes.
Dale Carnegie, How to Win Friends and Influence People, P.122
When two partners always agree, one of them is not necessary.
Dale Carnegie, How to Win Friends and Influence People, P.126
Our first natural reaction in a disagreeable situation is to be defensive.
Dale Carnegie, How to Win Friends and Influence People, P.126
Remember, you can measure the size of a person by what makes him or her angry.
Dale Carnegie, How to Win Friends and Influence People, P.126
Listen first. Give your opponents a chance to talk. Let them finish.
Dale Carnegie, How to Win Friends and Influence People, P.127
Promise to think over your opponents’ ideas and study them carefully.
Dale Carnegie, How to Win Friends and Influence People, P.127
Anyone who takes the time to disagree with you is interested in the same things you are. Think of them as people who really want to help you, and you may turn your opponents into friends.
Dale Carnegie, How to Win Friends and Influence People, P.127
“My wife and I made a pact a long time ago, and we’ve kept it no matter how angry we’ve grown with each other. When one yells, the other should listen—because when two people yell, there is no communication, just noise and bad vibrations.”
Dale Carnegie, How to Win Friends and Influence People, P.128
Men must be taught as if you taught them not And things unknown proposed as things forgot.
Dale Carnegie, How to Win Friends and Influence People, P.130
You cannot teach a man anything; you can only help him to find it within himself.
Dale Carnegie, How to Win Friends and Influence People, P.130
There’s magic, positive magic, in such phrases as: “I may be wrong. I frequently am. Let’s examine the facts.”
Dale Carnegie, How to Win Friends and Influence People, P.131
If you are wrong, admit it quickly and emphatically.
Dale Carnegie, How to Win Friends and Influence People, P.150
If you say to yourself, “How would I feel, how would I react if I were in his shoes?” you will save yourself time and irritation, for “by becoming interested in the cause, we are less likely to dislike the effect.” And, in addition, you will sharply increase your skill in human relationships.
Dale Carnegie, How to Win Friends and Influence People, P.181
This is the day of dramatization. Merely stating a truth isn’t enough. The truth has to be made vivid, interesting, dramatic. You have to use showmanship. The movies do it. Television does it. And you will have to do it if you want attention.
Dale Carnegie, How to Win Friends and Influence People, P.204
“The way to get things done,” says Schwab, “is to stimulate competition. I do not mean in a sordid, money-getting way, but in the desire to excel.”
Dale Carnegie, How to Win Friends and Influence People, P.210
All men have fears, but the brave put down their fears and go forward, sometimes to death, but always to victory.
Dale Carnegie, How to Win Friends and Influence People, P.210
People are more likely to accept an order if they have had a part in the decision that caused the order to be issued.
Dale Carnegie, How to Win Friends and Influence People, P.238
Compared with what we ought to be, we are only half awake. We are making use of only a small part of our physical and mental resources. Stating the thing broadly, the human individual thus lives far within his limits. He possesses powers of various sorts which he habitually fails to use.
Dale Carnegie, How to Win Friends and Influence People, P.250