The central concept of How to Win Friends and Influence People is that people want to be appreciated and feel important, and that if we praise them and encourage them to do their best, the result will be a significant improvement in their behaviors and attitudes and a surge in our effectiveness with others.ĭale Carnegie made a career of teaching people to be effective public speakers and influencers. Ordering people around also generates resistance it’s better to be humble, ask for input, and request help in a way that inspires workers to do the work proudly. The demands of leadership are addressed in Part 4, “Be a Leader-How to Change People Without Giving Offense or Arousing Resentment.” Criticism will cause a backlash unless prefaced with compliments. Among the ideas: Always be friendly never tell them they’re wrong, but if you are wrong, admit it let the other person do most of the talking sympathize with their concerns point out the things you already agree on let them arrive at your way of thinking as if it were their own and appeal to their nobler motives. Part 3, “How to Win People to Your Way of Thinking,” contains 12 chapters that warn against the pitfalls of arguments and suggest ways both to avoid confrontation and to handle conflicts smoothly. The three remaining chapters describe the value of being a good listener, the importance of taking an interest in topics dear to other people’s hearts, and the power of making others feel important. The third chapter emphasizes the importance of remembering and using a person’s name. The second chapter discusses the power of a smile and how to bestow it on everyone you meet. The first chapter recommends becoming genuinely interested in others.

Part 2, “Ways to Make People Like You,” contains six chapters that delve in detail into the mechanics of popularity. Part 1, “Fundamental Techniques in Handling People,” introduces the reader to three basic ideas for success with others: Don’t criticize them show them honest appreciation and find ways to give them what they want. The chapters are short and pithy each focuses on a specific technique and how to apply it when interacting with other people. He cites the stories of people, both famous and ordinary, who practiced these principles and reaped great benefits. The book is divided into four parts in each, the author describes principles that lead to successful interactions with others.

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