Dale Carnegie was the developer of famous courses in self-improvement, salesmanship, corporate training, public speaking, and interpersonal skills. He was the author of How to Win Friends and Influence People (1936), a massive bestseller that remains popular today.
The thesis explained in the book are really well synthesized in the Wikipedia page.
Don't criticize, condemn, or complain. Give honest and sincere appreciation. Smile. Remember that a person's name is, to that person, the sweetest and most important sound in any language. Be a good listener. Encourage others to talk about themselves. Talk in terms of the other person's interest. Make the other person feel important – and do it sincerely.
The strategies don't talk about telling the truth, presenting rational arguments, and citing the sources.
Cognitive Psychology explains the reasons behind this:
- Confirmation bias
- Backfire Effect
- self-serving bias
- Cognitive dissonance
All of these terms suggest that changing people's ideas requires an effort in a direction that is not rational.
- Why is it hard to change other's people beliefs?
- Is it true that marketing strategies are more effective than rational argument in changing other's beliefs?
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