How To Win Friends And Influence People

by Dale Carnegie

• ISBN13: 9780671723651
• ISBN10: 0671723650
• Edition: Revised
• Format: Paperback
• Copyright: 1990-02-15
• Publisher: Pocket Books

Summary

You can go after the job you want...and get it! You can take the job you have...and improve it! You can take any situation you're in...and make it work foryou!For over 50 years the rock-solid, time-tested advice in this book has carried thousands of now famous people up the ladder of success in their business and personal lives.Now this phenomenal book has been revised and updated to help readers achieve their maximum potential in the complex and competitive 90s!Learn:The six ways to make people like you The twelve ways to win people to your way of thinking The nine ways to change people without arousing resentmentand much, much more!

Table of Contents

Preface to Revised Edition

How This Book Was Written -- And Why by Dale Carnegie

Nine Suggestions on How to Get the Most Out of This Book

Fundamenta

Techniques in Handling People1 ""If You Want to Gather Honey, Don't Kick Over the Beehive""

The Big Secret of Dealing with People

""He Who Can Do This Has the Whole World with Him

He Who Cannot Walks a Lonely Way""

Six Ways to Make People Like You

Do This and You'll Be Welcome Anywhere

A Simple Way to Make a Good First Impr

Table of Contents provided by Publisher. All Rights Reserved.

Excerpts

How This Book Was Written -- And Why by Dale CarnegieDuring the first thirty-five years of the twentieth century, the publishing houses of America printed more than a fifth of a million different books. Most of them were deadly dull, and many were financial failures. "Many," did 1 say? The president of one of the largest publishing houses in the world confessed to me that his company, after seventy-five years of publishing experience, still lost money on seven out of every eight books it published.Why, then, did I have the temerity to write another book? And, after I had written it, why should you bother to read it?Fair questions, both; and I'll try to answer them. I have, since 1912, been conducting educational courses for business and professional men and women in New York. At first, I conducted courses in public speaking only -- courses designed to train adults, by actual experience, to think on their feet and express their ideas with more clarity, more effectiveness and more poise, both in business interviews and before groups.But gradually, as the seasons passed, 1 realized that as sorely as these adults needed training in effective speaking, they needed still more training in the fine art of getting along with people in everyday business and social contacts.I also gradually realized that I was sorely in need of such training myself. As I look back across the years, I am appalled at my own frequent lack of finesse and understanding. How I wish a book such as this had been placed in my hands twenty years ago! What a priceless boon it would have been.Dealing with people is probably the biggest problem you face, especially if you are in business. Yes, and that is also true if you are a housewife, architect or engineer. Research done a few years ago under the auspices of the Carnegie Foundation for the Advancement of Teaching uncovered a most important and significant fact -- a fact later confirmed by additional studies made at the Carnegie Institute of Technology. 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.For many years, I conducted courses each season at the Engineers' Club of Philadelphia, and also courses for the New York Chapter of the American Institute of Electrical Engineers. A total of probably more than fifteen hundred engineers have passed through my classes. They came to me because they had finally realized, after years of observation and experience, that the highest-paid personnel in engineering are frequently not those who know the most about engineering. One can, for example, hire mere technical ability in engineering, accountancy, architecture or any other profession at nominal salaries. But the person who has technical knowledgeplusthe ability to express ideas, to assume leadership, and to arouse enthusiasm among people -- that person is headed for higher earning power.In the heyday of his activity, John D. Rockefeller said that "the ability to deal with people is as purchasable a commodity as sugar or coffee. And I will pay more for that ability," said John D., "than for any other under the sun."Wouldn't you suppose that every college in the land would conduct courses to develop the highest-priced ability under the sun? But if there is just one practical, common-sense course of that kind given for adults in even one college in the land, it has escaped my attention up to the present writing.The University of Chicago and the United Y.M.C.A. Schools conducted a survey to determine what adults want to study.That survey cost $25,000 and took two years. The last part of the survey was made in Meriden, Connecticut. It had been chosen as a typical American town. Every adult in Meriden was interviewed and requested