How to Win Friends and Influence People

This set of flashcards covers key concepts and principles from Dale Carnegie's influential book on building relationships and influencing people in personal and professional contexts.

Dale Carnegie

Author known for pioneering self-help in personal business skills, self-confidence, and motivational techniques.

Fundamental Techniques in Handling People

A key section of Carnegie's book which discusses techniques for human interaction.

Criticism

An act of expressing disapproval and suggesting changes in someone’s work or actions, often leading to defensiveness.

Honey and Gall

A metaphor illustrating that kindness and gentleness (honey) are more effective than harshness or aggression (gall) in influencing others.

Socratic Method

A form of cooperative argumentative dialogue that stimulates critical thinking, often by asking leading questions.

Praise

Expressing approval or admiration for someone, emphasized by Carnegie as a tool for promoting improvement.

Self-importance

The quality of feeling significant or valuable, which is a fundamental human desire according to Carnegie.

Sympathy

Understanding and support shown towards someone else's feelings or experiences, crucial in establishing rapport.

Listen

To pay attention to someone who is speaking, a vital skill in communication and building relationships.

Challenge

An invitation to engage in competition or demonstrate abilities, used as a motivational tool.

Interpersonal Skills

The skills used by a person to interact effectively with others, essential for success in personal and professional settings.

Yes Response Technique

A strategy to get the other party to agree with several points of discussion early on to foster a positive negotiation atmosphere.

Emotional Reaction

The response to an experience or situation that often prompts defensive or combative feelings.

Recognition

Acknowledgment of someone’s contributions or importance, motivating them to enhance their performance.

Human Relations

The interactions and relationships between people, critical to leadership and teamwork.

Dramatization

The act of making a point or idea more vivid and engaging, thus capturing attention and interest.

Conceit

Excessive pride in oneself, often leading to competitive behavior that can harm relationships.

Negotiation

The process of discussing terms and conditions with someone in order to reach an agreement.

Win-Win Outcome

A situation in negotiations where all parties feel satisfied with the decision made.

Compliment

A polite expression of praise or admiration.

Overcoming Arguments

Strategies employed to prevent or resolve disputes without confrontation, usually by fostering understanding.

Save Face

To avoid causing someone to feel embarrassed or disrespected.