How To Win Friends and Influence People (Example of QR Code Use)
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James Royal-LawsonHow To Win Friends and Influence People (Example of QR Code Use)
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James Royal-LawsonHow to Win Friends and Influence People
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How to Win Friends and Influence People
Author Dale Carnegie
Country United States of America
Language English
Genre(s) Self-help
Publisher Simon and Schuster (1936)
Publication date October 1936
Pages 291 pp
ISBN 1439167346
How to Win Friends and Influence People is one of the first bestselling self-help books ever
published. Written by Dale Carnegie and first published in 1937, it has sold 15 million copies
world-wide.[1]
Leon Shimkin of the publishing firm Simon & Schuster took one of the 14-week courses given by
Carnegie in 1934. Shimkin persuaded Carnegie to let a stenographer take notes from the course to
be revised for publication. In 1981, a new revised edition with updated language and anecdotes was
released.[2] The revised edition reduced the number of sections from 6 to 4, eliminating sections on
effective business letters and improving marital satisfaction.
Major sections and points
Twelve Things This Book Will Do For You
This section was included in the original 1936 edition but shortened to eight items in the revised
1981 edition, omitting points 6 to 8 and 11, largely due to the original being written during the
Great Depression (Carnegie lost most of his savings in the stock market crash of 1929)[3] and those
points no longer seeming appropriate for modern audiences upon revision. This section was merely
a single page list, which preceded the main content of the book, showing a prospective reader what
to expect from it.
1. Get you out of a mental rut, give you new thoughts, new visions, new ambitions.
2. Enable you to make friends quickly and easily.
3. Increase your popularity.
4. Help you to win people to your way of thinking.
5. Increase your influence, your prestige, your ability to get things done.
6. Enable you to win new clients, new customers.
7. Increase your earning power.
8. Make you a better salesman, a better executive.
9. Help you to handle complaints, avoid arguments, keep your human contacts smooth and
pleasant.
10.Make you a better speaker, a more entertaining conversationalist.
11.Make the principles of psychology easy for you to apply in your daily contacts.
12.Help you to arouse enthusiasm among your associates.
The book has six major sections. The core principles of each section are quoted below.
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.
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 interest.
6. Make the other person feel important - and do it sincerely.
Twelve Ways to 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're wrong, admit it quickly and emphatically.
4. Begin in a friendly way.
5. Start with questions to which the other person will answer yes.
6. Let the other person do a great deal of the talking.
7. Let the other person feel 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
Be a Leader: How to Change People Without Giving Offense or Arousing
Resentment
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 every improvement.
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 what you suggest.
Letters That Produced Miraculous Results
This section was included in the original 1936 edition but omitted from the revised 1981 edition.
In this chapter, notably the shortest in the book, Carnegie analyzes two letters and describes
how to appeal to someone's vanity with the term "do me a favor" as opposed to directly asking
for something which does not offer the same feeling of importance to the recipient of the
request.
Seven Rules For Making Your Home Life Happier
This section was included in the original 1936 edition but omitted from the revised 1981 edition.
1. Don't nag.
2. Don't try to make your partner over.
3. Don't criticize.
4. Give honest appreciation.
5. Pay little attentions.
6. Be courteous.
7. Read a good book on the sexual side of marriage.
