투나미스

Dealing with people is probably the biggest problem you face, especially if you are in business

These investigations revealed that even in such technical lines as engineering, about 15 percent of one’s financial success is due to one’s technical knowledge and about 85 percent is due to skill in human engineering – to personality and the ability to lead people

the person who has technical knowledge plus the ability to express ideas, to assume leadership, and to arouse enthusiasm among people – that person is headed for higher earning power.

Those powers which you ‘habitually fail to use’! The sole purpose of this book is to help you discover, develop and profit by those dormant and unused assets

‘Education,’ said Dr. John G. Hibben, former president of Princeton University, ‘is the ability to meet life’s situations.’

the great aim of education,’ said Herbert Spencer, ‘is not knowledge but action.’

6. Bernard Shaw once remarked: ‘If you teach a man anything, he will never learn.’ Shaw was right. Learning is an active process. We learn by doing. So, if you desire to master the principles you are studying in this book, do something about them. Apply these rules at every opportunity. If you don’t you will forget them quickly. Only knowledge that is used sticks in your mind.

‘For years I have kept an engagement book showing all the appointments I had during the day. My family never made any plans for me on Saturday night, for the family knew that I devoted a part of each Saturday evening to the illuminating process of self-examination and review and appraisal. After dinner I went off by myself, opened my engagement book, and thought over all the interviews, discussions and meetings that had taken place during the week. I asked myself:

‘“What mistakes did I make that time?”

‘“What did I do that was right – and in what way could I have improved my performance?”

‘“What lessons can I learn from that experience?”

‘I often found that this weekly review made me very unhappy. I was frequently astonished at my own blunders. Of course, as the years passed, these blunders became less frequent. Sometimes I was inclined to pat myself on the back a little after one of these sessions. This system of self-analysis, self-education, continued year after year, did more for me than any other one thing I have ever attempted.

‘It helped me improve my ability to make decisions – and it aided me enormously in all my contacts with people. I cannot recommend it too highly

If Al Capone, ‘Two Gun’ Crowley, Dutch Schultz, and the desperate men and women behind prison walls don’t blame themselves for anything – what about the people with whom you and I come in contact?

ninety-nine times out of a hundred, people don’t criticise themselves for anything no matter how wrong it may be.

Criticism is futile because it puts a person on the defensive and usually makes him strive to justify himself. Criticism is dangerous, because it wounds a person’s precious pride, hurts his sense of importance, and arouses resentment.