1.
How to Win Friends and
Influence People
SUBMITTED BY
NIRAJ MALPANI

2.
CONTENT
Introduction
Fundamental Techniques in Handling People.
Ways to make people like you.
How to win people to your way of thinking.
Be a Leader: How to Change People Without
Giving Offense or Arousing Resentment.

3.
Some principles
from this book
that can change
your life in work,
home , street , &
help you start a
new life with
ability to solve
most of your
problems .
INTRODUCTION

4.
PART ONE
Fundamental Techniques in
Handling People
1
IF YOU WANT TO
GATHER
HONEY, DON’T KICK
OVER THE
BEEHIVE .
SO
DON’T CRITICIZE, CONDEMN OR COMPLAIN

5.
2
The big secret of
dealing with people is
giving honest and
sincere appreciation
“The desire to be important.” — that is a thing that makes us human.
The desire to leave something important after death, the desire to be
important for somebody, to contribute to our life something significant,
considerable.
So conclusion is that every person need appreciation.

6.
“HE WHO CAN DO THIS
HAS THE WHOLE WORLD
WITH HIM.HE WHO
CANNOT WALKS A
LONELY WAY”
3
ALWAYS TO
AROUSE IN
THE OTHER
PERSON AN
EAGER WANT.
>>When we can combine our desires with their wants, they
become eager to work with us and we can mutually achieve our
objectives.

7.
PART TWO
Ways to Make People Like You
1
DO THIS AND YOU’LL BE
WELCOME
ANYWHERE.
BECOME GENUINELY
INTERESTED IN
OTHER PEOPLE.
 The first secret to getting people to like you
is to find out just what makes them tick.
 When the opposing party is given the
opportunity to talk about themselves,
they are more likely to like you.

8.
2
A SIMPLE WAY TO MAKE A
GOOD
FIRST IMPRESSION
ALWAYS SMILE
THIS? THAT?
Which persson would you approach?

9.
3
IF YOU DON’T DO THIS, YOU
ARE
HEADED FOR TROUBLE
REMEMBER THAT A
PERSON’S NAME IS
TO THAT PERSON
THE SWEETEST AND
MOST IMPORTANT
SOUND IN ANY
LANGUAGE.
NAME to him (or her), the sweetest and most important sound in any language.

10.
BEAGOODLISTENER.
ENCOURAGEOTHERS
TOTALKABOUT
THEMSELVES.
&
TALKINTERMSOFTHE
OTHERMAN’S
INTEREST.
4
AN EASY WAY TO
BECOME A GOOD
CONVERSATIONALIST
 When you go to the Apple Store , you don’t
see the employees being the center of
Attention . It is you that is their center of
attention. Your needs come first.

11.
PART THREE
How to Win People to Your
Way of Thinking
1
YOU CAN’T WIN AN
ARGUMENT
THE ONLY WAY
TO GET THE BEST
OF AN
ARGUMENT
IS TO AVOID IT.
 Sometimes you just have to bite your
lip,even if the someone is wrong.

12.
2
A SURE WAY OF MAKING
ENEMIES
-AND HOW TO AVOID IT
The best products come from
strong collaboration.
The best ideas come from trying
and failing.
SHOW RESPECT
FOR THE OTHER
PERSON’S
OPINIONS.
NEVER SAY,
“YOU’RE
WRONG.”

13.
3
IF YOU’RE WRONG, MAKE SURE TO DO THIS
IF YOU ARE
WRONG, ADMIT IT
QUICKLY AND
EMPHATICALLY.
We all hate being wrong . But when we
can admit it, it shows the other person
we have accepted our faults.
They in-turn may have more respect for
us.

14.
4
THE SECRET OF
SOCRATES
BEGIN IN A FRIENDLY WAY.
&
GET THE OTHER
PERSON SAYING
“YES, YES”
IMMEDIATELY.
>>Talk about everything you agree on. You
won’t get someone to stay and listen by
disagreement . The first “No” is the onset
of deep rejection, and a lost friend or sale.

15.
5
HOW TO GET
COOPERATION
LET THE OTHER
PERSON FEEL THAT
THE IDEA IS HIS
OR HERS.&
TRY HONESTLY TO
SEE THINGS FROM
THE OTHER
PERSON’S POINT OF
VIEW.
>>Do you want the credit
or to get things done.
>>Forget walking a mile in
their shoes, just imagine
for a second how things
might look to the person
across from you.

16.
6
WHAT EVERYBODY
WANTS
BE SYMPATHETIC
WITH THE OTHER
PERSON’S IDEAS
AND DESIRES.
>>Remember when someone
mistreated your ideas and desires…
how did that feel.
>>Everyone’s opinion matters. In an
organization, the customer’s, the
employee’s, everyone.

17.
7
THE MOVIES DO IT. TV
DOES IT.
WHY DON’T YOU DO IT?
DRAMATIZE
YOUR IDEAS.
>>People like proof . Show them why
your product/service is better
than your competitors.
>>Be a great leader, not a Bosshole.
>>We all love a good story…do you tell good
stories

18.
8
WHEN NOTHING
ELSE WORKS,
TRY THIS
>>What did you do the last time
somebody told you it couldn’t be done?
>>There is nothing wrong with sales challenges,
or bonus incentives - Just as long as they are healthy,
reachable, and don’t cause office drama.
THROW DOWN
A CHALLENGE.

19.
PART FOUR
Be a Leader: How to Change
People Without Giving
Offense or Arousing Resentment
What is Leadership?
A leader’s job often includes changing
people’s attitudes and behavior.

20.
1
IF YOU MUST FIND FAULT, THIS
IS
THE WAY TO BEGIN
BEGIN WITH PRAISE
AND
HONEST APPRECIATION.
>>Praising always sets
the right tone

21.
2
HOW TO CRITICIZE-AND
NOT BE
HATED FOR IT
TALK ABOUT YOUR
OWN
MISTAKES & THEN
CALL ATTENTION
TO PEOPLE’S
MISTAKES
INDIRECTLY.
>>A great tip given here is to use the word
“and” whenever you feel like using the word
“but”. This avoids devaluing the initial praise
and move feedback to a “good to greater”
mindset.
>>“Admitting one’s own mistakes – even when
one hasn’t corrected them – can help convince
somebody to change his behaviour .”

22.
3
NO ONE LIKES TO TAKE
ORDERS
ASK QUESTIONS
INSTEAD OF
GIVING DIRECT ORDERS.
>>“How can we improve our
process?”
>>The Socratic Method has
many uses and many
benefits.

23.
4
GIVE A DOG A GOOD
NAME
GIVE THE OTHER PERSON A
FINE REPUTATION
TO LIVE UP TO.
>>Show your subordinates a leader
they can trust and admire.
>>By doing this, you are casually planting the
seed of greatness in your employee
and they will flourish as a result.

24.
5
THE MINDSET YOU INSTILL IN ANOTHER
WILL DETERMINE WHAT THEY
ACCOMPLISH
>>If a desired outcome seems like a
momentous task, people will give up
and lose heart. But if a fault seems
easy to correct, they will readily jump
at the opportunity to improve.
>>If we frame objectives as small and
easy improvements, we will see
dramatic increases in desire and
success in our employees.
USE ENCOURAGEMENT.
MAKE THE FAULT SEEM
EASY TO CORRECT.

25.
6
Use Encouragement & Make the other
person Happy about doing the things You
Suggest.
MAKE THE OTHER PERSON
HAPPY ABOUT DOING
THE THING YOU SUGGEST.
“Sell This!” “Sell this and Lunch is on
me!”
Sure boss, I’ll do Who doesn’t like a free lunch?
your dirty work.
Using encouragement shows
your employees that their jobs
matter.
Happiness leads to more
productivity.

26.
SUMMARY
1.Don't criticize,
condemn, or complain.
2.Give honest and sincere
appreciation.
3.Arouse in the other
person an eager want.
1. Become genuinely
interested in other people.
2. Smile.
3. Remember a person's
name.
4. Talk in terms of the other
person's interest.
5. Be a good listener.
Encourage others to talk
about themselves.
1. Avoid argument.
2. Show respect for the other
person's opinions.
3. Let the other person feel
the idea is his or hers
4. Dramatize your ideas.
5. Throw down a challenge.
6. Try honestly to see things
from the other person's
point of view .
1. Begin with praise and honest
appreciation.
2. Ask questions instead of direct
orders.
3. Praise every improvement.
4. Give the other person a fine
reputation to live up to.
5. Make the fault seem easy to
correct.

27.
REFERENCES
• https://en.wikipedia.org/wiki/How_to_Win_Friends_and_Influence_People
• https://fs.blog/2012/07/how-to-win-friends-and-influence-people/
• https://www.youtube.com/watch?v=RIZiS0HUStE

28.
THANK YOU!