The Dale Carnegie Principles

Those who build great companies understand that the ultimate throttle on growth for any great company is not markets, or technology, or competition, or products. It is one thing above all others: the ability to get and keep enough of the right people.
–Jim Collins

Gain The Willing Cooperation Of Others


  1. The Only Way To Get The Best Of An Argument Is To Avoid It.
    An argument is 90% emotion and 10% nonsense. A mature professional avoids arguments.
  2. Show Respect For The Other Person’s Opinion. Never Say, “You’re Wrong.”
    Avoid making others defensive. It shrinks the channels of communication. Simply ask why they feel the way they do.
  3. If You Are Wrong, Admit It Quickly And Emphatically.
    This disarms conflict and opens up lines of communication.
  4. Begin In A Friendly Way.
    If we aren’t open and friendly, winning people to our way of thinking is nearly impossible.
  5. Get The Other Person Saying “Yes, Yes” Immediately.
    It’s important to begin by agreeing on something. Then the challenging ideas are more easily accepted.
  6. Let The Other Person Do A Great Deal Of The Talking.
    Not only will the person share information, but he or she might “talk themselves” into cooperating.
  7. Let The Other Person Feel That The Ideas Is His Or Hers.
    What is right, not who is right, is most important. By following this principle, we build another person’s confidence and willingness to share ideas and strengthen the team.
  8. Try Honestly To See Things From The Other Person’s Point Of View.
    The other person’s point of view may be clearer than ours. Learn what you can from other points of view.
  9. Be Sympathetic With The Other Person’s Ideas And Desires.
    Being understanding and sympathetic is a sure way of keeping channels of communication open.
  10. Apeal To The Nobler Motives.
    Most people will work very hard for ideals and the higher aims of the organization if they know what they are and how they apply in a particular situation.
  11. Dramatize Your Ideas.
    A unique idea should have a unique package. Use creative approaches to help sell your ideas.
  12. Throw Down A Challenge
    Most of us have a competitive side. Challenging others to action often produces unexpected positive results.

Larry Prevost
Dale Carnegie Instructor, Social Media Evangelist
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