Physician’s Desk Reference (PDR)
How to Win Friends and
Influence People
By Dale Carnegie
Summary by George D. Trantow, FACHE
Aspen Orthopaedic Associates
Win Friends
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Smile.
Give honest and sincere appreciation.
Become genuinely interested in other
people.
Arouse in the other person an eager
want. “We can get you back to sports by doing…”
Influence People
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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
interests.
You impress me…!
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Make the other person feel important - and do it
sincerely. “You look marvelous…”
Compliment the person about something you find
out about them…
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“Your son did great in soccer this year…”
“How do you manage to stay in such great shape with 5
children…”
“Your legs look strong and chiseled like a bike racer…”
Do not B.S. the patient, find something you admire
or a favorable impression about them (fitness, their
children, their success, etc.).
The Patient is Always Right
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Let the other person do a great deal of the
talking.
Let the other person feel that the idea is his
or hers.
Try honestly to see things from the other
person's point of view.
Be sympathetic with the other person's ideas
and desires.
Appeal to the nobler motives.
Give Encouragement
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Dramatize your ideas. “Motivated athletes like
you do great with this procedure…”
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Throw down a challenge.
“Let’s get you back to
hiking 14’ers by the 4th of July …”
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Begin with praise and honest appreciation.
“You are strong and motivated to complete your therapy, so you
should do great with this program”
Reinforce and Encourage
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Praise the slightest improvement and praise
every improvement. Be "hearty in your
approbation and lavish in your praise."
Give the other person a fine reputation to live
up to.
Use encouragement. Make any fault seem
easy to correct. “Don’t worry, we can get you
back on schedule with therapy and ….”
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Make the other person happy about doing the
thing you suggest.
Mistakes
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Begin in a friendly way.
Show respect for the other person's
opinions. Never say, "You're wrong.".
If you (doctor) are wrong, admit it
quickly and emphatically.
REMEMBER
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People desire a sense of importance.
Anyone will be pleased to have their
opinion sought, talk about something
of interest to them or have their
achievements recognized and praised.
Everyone has something they are
proud of.