Dale Carnegie, of course.
Published in 1936, Carnagie’s book, How to Make Friends and Influence People, remains one of the most important works in interpersonal human relations ever written.
I wish I’d been humble enough to read this book when I was younger. Might have saved myself a lot of trouble, reputation, and embarrassment.
Here’s an excerpt:
Twelve Ways to Win People to Your Way of Thinking
- The only way to get the best of an argument is to avoid it.
- Show respect for the other person’s opinions. Never say “You’re Wrong.”
- If you’re wrong, admit it quickly and emphatically.
- Begin in a friendly way.
- Start with questions to which the other person will answer yes.
- Let the other person do a great deal of the talking.
- Let the other person feel the idea is his or hers.
- Try honestly to see things from the other person’s point of view.
- Be sympathetic with the other person’s ideas and desires.
- Appeal to the nobler motives.
- Dramatize your ideas.
- Throw down a challenge.
Let me apologize to you if I’ve violated one of these simple rules.