To Win Friends And Influence People
This grandfather of all people-skills books was first
published in 1937. It was an overnight hit, eventually selling 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understanding of human nature that will never be outdated. Financial success,
Carnegie believed, is due 15 percent to professional knowledge and 85 percent to
"the ability to express ideas, to assume leadership, and to arouse enthusiasm
among 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.
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