Part III – Chapter 5 – The Secret of Socrates Carnegie recommends getting a person to say “yes” at the beginning of an interaction to guide it in the desired direction. A potential customer at a bow hunting shop wanted to rent a bow. The clerk explained the store quit renting bows but asked if… Continue reading Book notes: “How to Win Friends and Influence People” – Part III – Chapters 5-9
Category: Book Notes
Book notes: “How to Win Friends and Influence People” – Part III – Chapters 2-4
Part III – Chapter 2 – A Sure Way of Making Enemies – and How to Avoid It This chapter stresses the importance of being tactful when someone is wrong. Carnegie says that telling someone that they are wrong will “strike a direct blow at their intelligence, judgment, pride and self-respect.” To counter this, he… Continue reading Book notes: “How to Win Friends and Influence People” – Part III – Chapters 2-4
Book notes: “How to Win Friends and Influence People” – Part II – Chapter 5 – Part III – Chapter 1
Part II – Chapter 5 – How to Interest People This chapter speaks to the art of developing relationships. Carnegie shares how Theodore Roosevelt was known to be a man of vast knowledge, helping him to relate to a wide array of people. Roosevelt’s secret, Carnegie reveals, was researching a person’s interests the night before… Continue reading Book notes: “How to Win Friends and Influence People” – Part II – Chapter 5 – Part III – Chapter 1
Book notes: “How to Win Friends and Influence People” – Part II – Chapters 2-4
Chapter 2 – A Simple Way to Make a Good First Impression In this chapter, Carnegie discusses the importance of smiling in making a good impression. Carnegie gives an example of a computer department manager who interviewed a job candidate that had several offers. In the end, the candidate chose the manager’s company. When the… Continue reading Book notes: “How to Win Friends and Influence People” – Part II – Chapters 2-4
Book notes: “How to Win Friends and Influence People” – Chapter 3-Part II – Chapter 1
Chapter 3 – “He Who Can Do This Has the Whole World with Him. He Who Cannot Walks a Lonely Way” Carnegie explains that one of the most important skills that leads to success is being able to stand in another person’s shoes. Only then can someone align another person’s desire with their own. Carnegie… Continue reading Book notes: “How to Win Friends and Influence People” – Chapter 3-Part II – Chapter 1
Book notes: “How to Win Friends and Influence People” – Chapters 1-2
The next book in my “Book Notes” series is How to Win Friends and Influence People by Dale Carnegie. Wildly popular, the book has sold over 15 million copies since its first print in 1939. Carnegie began his career giving public speaking courses but realized there was a need to improve interpersonal skills. As before,… Continue reading Book notes: “How to Win Friends and Influence People” – Chapters 1-2
Book Notes: “Never Split the Difference” – Chapters 9-10
Chapter 9 – Bargain Hard Voss begins this chapter discussing how the bargaining part of any negotiation is anxiety-inducing for most people. His goal in this chapter is to rid readers of their bargaining concepts and give strategies to take advantage of psychological nuances. Voss states the three general types of negotiators are Analysts, Accommodators,… Continue reading Book Notes: “Never Split the Difference” – Chapters 9-10
Book Notes: “Never Split the Difference” – Chapters 7-8
Chapter 7 – Create the Illusion of Control Learning from the FBI’s history of negotiations, Voss states that the secret to effective negotiation is to get “your counterpart to do the work for you and suggest your solution himself.” He says the key is to give counterparts “the illusion of control” while you define the… Continue reading Book Notes: “Never Split the Difference” – Chapters 7-8
Book Notes: “Never Split the Difference” – Chapters 5-6
Chapter 5 – Trigger the Two Words That Immediately Transform Any Negotiation This chapter starts with Voss introducing the “Behavior Change Stairway Model.” The five stages of the model are active listening, empathy, rapport, influence, and behavior change. When implemented correctly, the model leads an adversary to feeling understood, and this leads them to literally… Continue reading Book Notes: “Never Split the Difference” – Chapters 5-6
Book Notes: “Never Split the Difference” – Chapters 3-4
Chapter 3 – Don’t Feel Their Pain, Label It In a negotiation, Voss claims that it is a mistake to try to avoid emotions and solve problems rationally because “emotions are the problem.” When emotional, it is hard to think rationally. He says the key is to label emotions to avoid having them take over. … Continue reading Book Notes: “Never Split the Difference” – Chapters 3-4
Andrew T. Daniel 