Key Concepts

Principle Explanation
Fundamental Techniques in Handling People The book emphasizes the importance of being genuinely interested in others, listening attentively, and making people feel appreciated and important.
Six Ways to Make People Like You These include becoming genuinely interested in others, smiling, remembering names, being a good listener, talking in terms of the other person's interests, and making the other person feel important.
Twelve Ways to Win People to Your Way of Thinking These involve avoiding direct criticism, admitting mistakes, beginning in a friendly way, getting the other person saying "yes" immediately, letting the other person do most of the talking, and appealing to nobler motives.
Be a Leader: How to Change People Without Giving Offense or Arousing Resentment The book advises beginning with praise and honest appreciation, calling attention to people's mistakes indirectly, talking about your own mistakes first, asking questions instead of giving direct orders, and giving people a fine reputation to live up to.

Quotes

Chapter Quote
The Fundamental Techniques in Handling People "If you want to gather honey, don’t kick over the beehive."
Six Ways to Make People Like You "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."
How to Win People to Your Way of Thinking "The only way to get the best of an argument is to avoid it."
Be a Leader: How to Change People Without Giving Offense or Arousing Resentment "Praise the slightest improvement and praise every improvement. Be 'hearty in your approbation and lavish in your praise.'"
The Secret of Socrates "In talking with people, don't begin by discussing the things on which you differ. Begin by emphasizing - and keep on emphasizing - the things on which you agree."
How to Criticize - And Not Be Hated for It "Calling attention to one's mistakes indirectly works wonders with sensitive people who may resent bitterly any direct criticism."

Contents

Part Chapter Summary
Part 1: Fundamental Techniques in Handling People Chapter 1: "If You Want to Gather Honey, Don't Kick Over the Beehive" Principle 1: Do not criticize, condemn, or complain.
Chapter 2: "The Big Secret of Dealing with People" Principle 2: Give honest and sincere appreciation.
Chapter 3: "He Who Can Do This Has the Whole World with Him. He Who Cannot Walks a Lonely Way" Principle 3: Arouse in the other person an eager want.
Part 2: Six Ways to Make People Like You Chapter 1: "Do This and You'll Be Welcome Anywhere" Principle 1: Become genuinely interested in other people.
Chapter 2: "A Simple Way to Make a Good First Impression" Principle 2: Smile.
Chapter 3: "If You Don't Do This, You Are Headed for Trouble" Principle 3: Remember that a person's name is, to that person, the sweetest sound in any language.
Chapter 4: "An Easy Way to Become a Good Conversationalist" Principle 4: Be a good listener. Encourage others to talk about themselves.
Chapter 5: "How to Interest People" Principle 5: Talk in terms of the other person's interests.
Chapter 6: "How to Make People Like You Instantly" Principle 6: Make the other person feel important – and do it sincerely.
Part 3: How to Win People to Your Way of Thinking Chapter 1: "You Can't Win an Argument" Principle 1: The only way to get the best of an argument is to avoid it.
Chapter 2: "A Sure Way of Making Enemies – and How to Avoid It" Principle 2: Show respect for the other person's opinions. Never say, "You're wrong."
Chapter 3: "If You’re Wrong, Admit It" Principle 3: If you are wrong, admit it quickly and emphatically.
Chapter 4: "A Drop of Honey" Principle 4: Begin in a friendly way.
Chapter 5: "The Secret of Socrates" Principle 5: Get the other person saying "yes, yes" immediately.
Chapter 6: "The Safety Valve in Handling Complaints" Principle 6: Let the other person do a great deal of the talking.
Chapter 7: "How to Get Cooperation" Principle 7: Let the other person feel that the idea is his or hers.
Chapter 8: "A Formula That Will Work Wonders for You" Principle 8: Try honestly to see things from the other person's point of view.
Chapter 9: "What Everybody Wants" Principle 9: Be sympathetic with the other person’s ideas and desires.
Chapter 10: "An Appeal That Everybody Likes" Principle 10: Appeal to the nobler motives.
Chapter 11: "The Movies Do It. TV Does It. Why Don’t You Do It?" Principle 11: Dramatize your ideas.
Chapter 12: "When Nothing Else Works, Try This" Principle 12: Throw down a challenge.
Part 4: Be a Leader: How to Change People Without Giving Offense or Arousing Resentment Chapter 1: "If You Must Find Fault, This Is the Way to Begin" Principle 1: Begin with praise and honest appreciation.
Chapter 2: "How to Criticize – and Not Be Hated for It" Principle 2: Call attention to people’s mistakes indirectly.
Chapter 3: "Talk About Your Own Mistakes First" Principle 3: Talk about your own mistakes before criticizing the other person.
Chapter 4: "No One Likes to Take Orders" Principle 4: Ask questions instead of giving direct orders.
Chapter 5: "Let the Other Person Save Face" Principle 5: Let the other person save face.
Chapter 6: "How to Spur People On to Success" Principle 6: Praise the slightest improvement and praise every improvement. Be heartfelt in your approbation and lavish in your praise.
Chapter 7: "Give a Dog a Good Name" Principle 7: Give the other person a fine reputation to live up to.
Chapter 8: "Make the Fault Seem Easy to Correct" Principle 8: Use encouragement. Make the fault seem easy to correct.
Chapter 9: "Making People Glad to Do What You Want" Principle 9: Make the other person happy about doing the thing you suggest.