How to Win Friends and Influence People
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That's Why They Call Them Classics Under the subheading "15,000,000 people can't be wrong," I proudly present one of the all-time business book classics. You've probably heard about this book, as it's one of those titles that have become part of the cultural lexicon (like CATCH-22). It floats around the edges of the pop-culture ether, easily recalled but little read. Written in 1936, it is based on courses in public speaking that had been taught in adult education courses by Dale Carnegie since 1912 (and to put to rest a popular assumption, he was no relation to the magnate Andrew Carnegie). It is an unusual little book, written in a highly personalized, colloquial style that is reminiscent of a lecture. But this is no infomercial for real estate investment with no money down or for a personal improvement guru. This book was designed with professionals in mind, and designed to help professional people do better in business by helping them make social contacts and improve their speaking skills. It was also written with a certain...earnestness in mind. Carnegie was a big believer in sincerity when it came to dealing with other people. Library Journal Originally published in 1936, this is the archetype of the practical human relations handbook. Carnegie (How To Stop Worrying and Start Living, Audio Reviews, LJ 2/15/99) opens with fundamental techniques for dealing with people, such as refraining from criticism and expressing sincere appreciation. Making people like you by smiling, remembering names, and being a good listener are encouraged. Final sections describe approaches for persuading people to your way of thinking and how to change people without causing offense or resentment. These positive principles are stated succinctly and illustrated with pertinent, if occasionally outmoded, anecdotes. While critics have charged that Carnegie emphasized good manners and friendliness over proficiency, the author clearly states that his target audience is competent individuals who are less than successful because they lack people skills, a group that would be well served by his sensible guidance. Andrew MacMillan's confident, friendly narration is a worthy counterpart for Carnegie's advice, making this an appropriate selection for libraries that don't own the 1989 unabridged recording that includes the printed volume (LJ 4/1/89).--Linda Bredengerd, Hanley Lib., Univ. of Pittsburgh, Bradford, PA
Contents Preface to 1981 Edition by Dorothy Carnegie How This Book Was Written — and Why by Dale Carnegie Nine Suggestions on How to Get the Most Out of This Book PART ONE Fundamental Techniques in Handling People 1 "If You Want to Gather Honey, Don't Kick Over the Beehive" 2 The Big Secret of Dealing with People 3 "He Who Can Do This Has the Whole World with Him. He Who Cannot Walks a Lonely Way" PART TWO Six Ways to Make People Like You 1 Do This and You'll Be Welcome Anywhere 2 A Simple Way to Make a Good First Impression 3 If You Don't Do This, You Are Headed for Trouble 4 An Easy Way to Become a Good Conversationalist 5 How to Interest People 6 How to Make People Like You Instantly PART THREE How to Win People to Your Way of Thinking 1 You Can't Win an Argument 2 A Sure Way of Making Enemies — and How to Avoid It 3 If You're Wrong, Admit It 4 A Drop of Honey 5 The Secret of Socrates 6 The Safety Valve in Handling Complaints 7 How to Get Cooperation 8 A Formula That Will Work Wonders for You 9 What Everybody Wants 10 An Appeal That Everybody Likes 11 The Movies Do It. TV Does It. Why Don't You Do It? 12 When Nothing Else Works, Try This PART FOUR Be a Leader: How to Change People Without Giving Offense or Arousing Resentment 1 If You Must Find Fault, This Is the Way to Begin 2 How to Criticize — and Not Be Hated for It 3 Talk About Your Own Mistakes First 4 No One Likes to Take Orders 5 Let the Other Person Save Face 6 How to Spur People On to Success 7 Give a Dog a Good Name 8 Make the Fault Seem Easy to Correct 9 Making People Glad to Do What You Want A Shortcut to Distinction by Lowell Thomas The Dale Carnegie Courses Other Books My Experiences in Applying the Principles Taught in This Book Index
