How to Win Friends & Influence People

by Dale Carnegie

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  • How to Win Friends & Influence People by Dale Carnegie 1998 Paperback New
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  • 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    because Dale Carnegie had an understanding of human nature that will never be outdated.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. --Joan Price


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