Part 1: Principle 3
“He Who Can Do This Has the Whole World With Him. He Who Cannot Walks a Lonely Way”: We should argue for what the customer or people want. Even if you win an argument the pride of your opponent will not allow them to acquiesce. The best way to help people is to understand where their perspective resides. Prioritize what the customer achieves with your support.

Principle 3: Arouse in the other person an eager want.

Part 1: Principle 2
“The Big Secret of Dealing with People”: everyone wants to feel important. The best way to motivate people is by appreciation and encouragement. Be anxious to praise but loath to find fault. Excessive flattery is also a liability.

Principle 2: Give honest and sincere appreciation.

Part One: Fundamental Techniques in Handling People
Part 1: Principle 1
“If You Want to Gather Honey, Don’t Kick Over the Beehive”: self-criticism is a valued and rare commodity while criticism of others is rampant in society. Wrongdoers blame everyone but themselves. Never criticize other people, always focus on the positive attributes of co-workers or customers. A great person shows virtue by the way they treat a little man.

Principle 1: Don’t criticize, condemn or complain.

Nine Basic Suggestions:

• Develop a driving desire to master the principles of human relations.
• Read each chapter twice before going on to the next one.
• Stop frequently to ask yourself how you can apply each suggestion.
• Underscore each important idea.
• Review this book each month.
• Apply these principles at every opportunity. Make this volume a working handbook.
• Make a lively game out of your learning by offering some friend a dime or dollar every time he or she catches you violating one of these principles.
• Check up each week on the progress you are making. Ask yourself what mistakes you are making, what improvement, what lesson you have learned for the future.
• Keep notes in the back of this book showing how and when you have applied these principles.