At the end of every chapter in the book “How to Win Friends and Influence People”, Dale Carnegie summarized the essence of the chapter in just one sentence. This post is a collection of those last lines.

Fundamental Techniques In Handling People

PRINCIPLE 1: Don’t criticise, condemn or complain.
PRINCIPLE 2: Give honest and sincere appreciation.
PRINCIPLE 3: Arouse in the other person an eager want.

Six Ways To Make People Like You

PRINCIPLE 1: Become genuinely interested in other people.
PRINCIPLE 2: Smile.
PRINCIPLE 3: Remember that a person’s name is to that person the sweetest and most important sound in any language.
PRINCIPLE 4: Be a good listener. Encourage others to talk about themselves.
PRINCIPLE 5: Talk in terms of the other person’s interests.
PRINCIPLE 6: Make the other person feel important – and do it sincerely.

Win People To Your Way Of Thinking

PRINCIPLE 1: The only way to get the best of an argument is to avoid it.
PRINCIPLE 2: Show respect for the other person’s opinions. Never say, ‘You’re wrong.’
PRINCIPLE 3: If you are wrong, admit it quickly and emphatically.
PRINCIPLE 4: Begin in a friendly way.
PRINCIPLE 5: Get the other person saying ‘yes, yes’ immediately.
PRINCIPLE 6: Let the other person do a great deal of the talking.
PRINCIPLE 7: Let the other person feel that the idea is his or hers.
PRINCIPLE 8: Try honestly to see things from the other person’s point of view.
PRINCIPLE 9: Be sympathetic with the other person’s ideas and desires.
PRINCIPLE 10: Appeal to the nobler motives.
PRINCIPLE 11: Dramatise your ideas.
PRINCIPLE 12: Throw down a challenge.

Be A Leader

A leader’s job often includes changing your people’s attitudes and behaviour. Some suggestions to accomplish this:
PRINCIPLE 1: Begin with praise and honest appreciation.
PRINCIPLE 2: Call attention to people’s mistakes indirectly.
PRINCIPLE 3: Talk about your own mistakes before criticising the other person.
PRINCIPLE 4: Ask questions instead of giving direct orders.
PRINCIPLE 5: Let the other person save face.
PRINCIPLE 6: Praise the slightest improvement and praise every improvement. Be ‘hearty in your approbation and lavish in your praise.’
PRINCIPLE 7: Give the other person a fine reputation to live up to.
PRINCIPLE 8: Use encouragement. Make the fault seem easy to correct.
PRINCIPLE 9: Make the other person happy about doing the thing you suggest.