How to Win Friends and Influence People How to Win Friends and Influence People
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How to Win Friends and Influence People

DALE CARNEGIE (1888-1955), was a pioneer in public speaking and personality development. He became famous by showing others how to become successful. Two of his most famous maxims are, "Believe that you will succeed, and you will," and "Learn to love, respect and enjoy other people."

Dale Carnegie's How to Win Friends and Influence People (1936) is the grandfather of all people-skills books. It was first published in 1936 and has been translated into many languages. It was an overnight hit, eventually selling more than 15 million copies.

How to Win Friends and Influence People is just as useful today as it was when it was first published, because Dale Carnegie had an understanding of human nature that will never be outdated. Before you learn the social principles to fascinate, titillate, captivate and be great at flirting, you need to know the fundamental principles of dealing with people.

He teaches these skills through underlying principles of dealing with people so that they feel important and appreciated. He also emphasizes fundamental techniques for handling people without making them feel manipulated. Carnegie says you can make someone want to do what you want them to by seeing the situation from the other person's point of view and "arousing in the other person an eager want."

You learn how to make people like you, win people over to your way of thinking, and change people without causing offense or arousing resentment. For instance, "let the other person feel that the idea is his or hers," and "talk about your own mistakes before criticizing the other person." Carnegie illustrates his points with anecdotes of historical figures, leaders of the business world, and everyday folks. This is Dale Carnegie's summary of his book, from 1936

How to Win Friends and Influence People

Table of Contents

  • Fundamental Techniques in Handling People
  • Six Ways to Make People Like You
  • How to Win People to Your Way of Thinking
  • Be a Leader: How to Change People Without Giving Offense or Arousing Resentment

Part One
Fundamental Techniques in Handling People

  1. Don't criticize, condemn or complain.
  2. Give honest and sincere appreciation.
  3. Arouse in the other person an eager want.

Part Two
Six ways to make people like you

  1. Become genuinely interested in other people.
  2. Smile.
  3. Remember that a person's name is to that person the sweetest and most important sound in any language.
  4. Be a good listener. Encourage others to talk about themselves.
  5. Talk in terms of the other person's interests.
  6. Make the other person feel important - and do it sincerely.

Part Three
Win people to your way of thinking

  1. The only way to get the best of an argument is to avoid it.
  2. Show respect for the other person's opinions. Never say, "You're wrong."
  3. If you are wrong, admit it quickly and emphatically.
  4. Begin in a friendly way.
  5. Get the other person saying "yes, yes" immediately.
  6. Let the other person do a great deal of the talking.
  7. Let the other person feel that the idea is his or hers.
  8. Try honestly to see things from the other person's point of view.
  9. Be sympathetic with the other person's ideas and desires.
  10. Appeal to the nobler motives.
  11. Dramatize your ideas.
  12. Throw down a challenge.

Part Four
Be a Leader: How to Change People Without Giving Offense or Arousing Resentment

A leader's job often includes changing your people's attitudes and behavior. Some suggestions to accomplish this:

  1. Begin with praise and honest appreciation.
  2. Call attention to people's mistakes indirectly.
  3. Talk about your own mistakes before criticizing the other person.
  4. Ask questions instead of giving direct orders.
  5. Let the other person save face.
  6. Praise the slightest improvement and praise every improvement. Be "hearty in your approbation and lavish in your praise."
  7. Give the other person a fine reputation to live up to.
  8. Use encouragement. Make the fault seem easy to correct.
  9. Make the other person happy about doing the thing you suggest.


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