Must Read Summaries

ou Can’t Win An Argument
To get the best of an argument, avoid it.
A Sure Way Of Making Enemies - And How To Avoid It
Show respect for other people’s opinions.
If You’re Wrong, Admit It
When wrong, admit it quickly and definitively.
A Drop Of Honey
Always begin in a friendly way.
The Secret Of Socrates
Keep the other person saying yes.
The Safety Valve In Handling Complaints
Let the other person do all the talking.
How To Get Cooperation
Make other people feel the idea is their own.
A Formula That Will Work Wonders For You
Try to see things from the other person’s view.
What Everybody Wants
Be sympathetic with other’s ideas & goals.

great man shows his greatness by the way he treats little men."
-Carlyle

eople don’t have many wants, but what they want deep down they crave with all their hearts. Herein lies the key in dealing with other people - find out what it is they really want and show them how to get it

The Secret Of Socrates
Keep the other person saying yes.

lattery is a pale shadow of honest appreciation, and people see right through it. The difference between flattery and appreciation is that flattery comes from the teeth out while appreciation comes from the heart. Flattery is telling the other person exactly what he wants to hear.

f you try, you can work out the good points in every person who crosses your path.

"I consider my ability to arouse enthusiasm among my people the greatest asset I possess, and the way to develop the best that is in a person is by appreciation and encouragement."
-Charles Schwab, one of the most successful American businessmen of the 1930’s.

key principle is to talk in terms of what they want, to see things the way they see them.

Next time you set out to get someone else to do something, stop and ask yourself;
"How can I make this person want to do it for themselves."

ut everybody is eternally interested in solving their problems, and if a salesperson can show us how to do that with a product, we won’t need to be sold.