How to win friends and influence people by dale carnegie 12
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Transcript of How to win friends and influence people by dale carnegie 12
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THE BIG SECRET OF
DEALING WITH PEOPLE
1Presented by Raja Wajahat
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There is only ONE way
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to get anybody to do anything
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Did you ever stop to think of that?
Just one-way
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And that is by
Making
the other person want to do it
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Remember
there is no other way
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The only way I can get you to do anything is
by giving you what you want
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What do you want?
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Dr. Dewey said that
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the deepest urge in human nature is
“the desire to be important.”
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Remember that phrase:
“the desire to be important."
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Now what do you want?
Not many things, but the few that you do wish,
you crave with an insistence that will not be
denied.
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Some of the things most people want include:
1. Health and the preservation of life
2. Food
3. Sleep
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4. Money and the things money will buy
5. Life in the hereafter
6. Sexual gratification
7. The well being of our children
8. A feeling of importance
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Almost all these wants are usually gratified-all
except
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There is one longing almost as deep
almost as imperious
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as the desire for food or sleep
which is seldom gratified
It is what Freud calls
“the desire to be great.”
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It is what Dewey calls the
“desire to be important.”
Lincoln once began a letter saying:
“Everybody likes a compliment.”
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William James said:
"The deepest principle in human nature is the craving to be appreciated."
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He didn’t speak, mind you, of the “wish” or
the “desire” or the “longing” to be appreciated
He said the "craving” to be
appreciated
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Here is a gnawing and unfaltering human hunger
the rare individual who
honestly satisfies this heart hunger
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will hold people in the palm of his
hand
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“even the undertaker will be sorry when he dies.”
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The desire for a feeling of importance is one of the chief distinguishing differences
between mankind and
the animals
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If our ancestors hadn’t had this flaming urge for a feeling of importance
civilization would have been impossible
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Without it, we should have been just about
like
animals
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It was this desire for a feeling of importance that led an uneducated, poverty-stricken
grocery clerk
to study some law books he found
in the bottom of a barrel of household plunder
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that he had bought for fifty cents
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You have probably heard of this
grocery clerk
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His name was Lincoln
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PRINCIPLE 2:
Give honest and
sincere appreciation
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How to Win Friends and
Influence People - 12
By Dale Carnegie
Presented by Raja Wajahat
32Presented by Raja Wajahat
Read Every Day!