“To be sure I was paying her to say it; but why bring that up?” -p. 227
It's a book that's been so popular over most of the last century that it's title is a catchphrase.
The primary message seems to be that one should develop a "genuine" interest in other people because it will be to one's material interest. All in all, I've come to the conclusion that this is a fantastic lot of advice if you excise the lie. Of course, at that point it becomes basically a religious text. :)
Here's the outline:
3 fundamental techniques in handling people
Don't criticize, condemn, or complain
Give honest and sincere appreciation
Arouse in the other person an eager want
6 ways to make people like you
Become genuinely interested in people
Remember that a person's name is to that person the sweetest and most important sound in the language
Be a good listener. Encourage others to talk about themselves.
Talk in terms of the other person's interests
Make the other person feel important—and do it sincerely.
12 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 opinion. Never say “you're wrong.”
If you are wrong, admit it quickly and emphatically.
Begin in a friendly way.
Get the other person saying “yes, yes” immediately.
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.
9 ways to be a good leader
A leader's job often includes changing your people's attitudes and behavior. Some suggestions to accomplish this:
Begin with praise and honest appreciation.
Call attention to people's mistakes indirectly.
Talk about your own mistakes before criticizing the other person.
Ask questions instead of giving direct orders.
Let the other person save face.
Praise the slightest improvement and praise every improvement. Be “hearty in you approbation and lavish in your praise.”
Give the other person a fine reputation to live up to.
Use encouragement. Make the fault seem easy to correct.
Make the other person happy about doing the thing you suggest.