how-to-win-friends-and-influence-people

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So his voice still speaks as forcefully as ever, in the book and in his work. Thousands ofpeople all over the world are being trained in Carnegie courses in increasing numberseach year. And other thousands are reading and studying How to Win Friends andlnfluence People and being inspired to use its principles to better their lives. To all ofthem, we offer this revision in the spirit of the honing and polishing of a finely made tool.Dorothy Carnegie(Mrs. Dale Carnegie)! $!
How This Book Was Written-And WhyBy Dale CarnegieDuring the first thirty-five years of the twentieth century, the publishing houses ofAmerica printed more than a fifth of a million different books. Most of them were deadlydull, and many were financial failures. “Many,” did I say? The president of one of thelargest publishing houses in the world confessed to me that his company, after seventyfiveyears of publishing experience, still lost money on seven out of every eight books itpublished.Why, then, did I have the temerity to write another book? And, after I had written it, whyshould 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 professionalmen 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 expresstheir ideas with more clarity, more effectiveness and more poise, both in businessinterviews and before groups.But gradually, as the seasons passed, I realized that as sorely as these adults neededtraining in effective speaking, they needed still more training in the fine art of gettingalong 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 backacross 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 apriceless boon it would have been.Dealing with people is probably the biggest problem you face, especially if you are inbusiness. 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 theAdvancement of Teaching uncovered a most important and significant fact - a fact laterconfirmed by additional studies made at the Carnegie Institute of Technology. Theseinvestigations revealed that even in such technical lines as engineering, about 15 percentof one's financial success is due to one’s technical knowledge and about 85 percent is dueto 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 ElectricalEngineers. A total of probably more than fifteen hundred engineers have passed through! %!
Page 1 and 2: HOW TOWin FriendsANDInfluence Peopl
Page 3: Preface to Revised EditionHow to Wi
Page 7 and 8: spend one and a half years in vario
Page 9 and 10: “compared to what we ought to be,
Page 11 and 12: eviewing it every month, keep it on
Page 13 and 14: PART O N EFundamental Techniques in
Page 15 and 16: animal rewarded for good behavior w
Page 17 and 18: criticized but he wrote letters and
Page 19 and 20: Theodore Roosevelt said that when h
Page 21 and 22: “Father Forgets” is one of thos
Page 23 and 24: 2THE BIG SECRET OF DEALING WITH PEO
Page 25 and 26: John D. Rockefeller got his feeling
Page 27 and 28: when Schwab was only thirty-eight y
Page 29 and 30: consideration. He was practical: he
Page 31 and 32: souls enjoy.Try leaving a friendly
Page 33 and 34: Cross? Yes, that is no exception to
Page 35 and 36: spent five thousand dollars adverti
Page 37 and 38: autumn leaves - and you have the ga
Page 39 and 40: Regardless of when your shipments a
Page 41 and 42: Looking at the other person’s poi
Page 43 and 44: What were his wants? First, he want
Page 45 and 46: PART TWOWays to Make People Like Yo
Page 47 and 48: Broadway - Thurston was the acknowl
Page 49 and 50: of the few salespeople that called
Page 51 and 52: nothing could persuade him to talk.
Page 53 and 54: Even though she was scheduled to go
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more effectively, and to raise happ
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egulate the feeling, which is not.
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3IF YOU DON’T DO THIS, YOU ARE HE
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showed a flair for organization, a
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without effort. I think it is grand
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4AN EASY WAY TO BECOME A GOODCONVER
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The manager listened attentively to
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Years ago, a poor Dutch immigrant b
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5HOW TO INTEREST PEOPLEEveryone who
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on you!’“Think of it! I had bee
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nature; and William James said: “
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the advanced class. How I wish I co
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Valentine, nurserymen and landscape
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hours passed. And they were still t
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PART THREEHow to Win People to Your
Page 85 and 86:
“There was a time when a remark l
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Be honest, Look for areas where you
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As Lord Chesterfield said to his so
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abnormal,” “that’s unreasonab
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management that my system was the r
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By the way, I am not revealing anyt
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"No, but he may kill squirrels,”
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Gettysburg.Pickett’s charge was u
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Remember the old proverb: "By fight
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weeks ago, I should have stood here
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sympathetic, appreciative approach
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you might want to be aware of any s
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“This man came in to open an acco
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ecome interested in bow hunting and
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pays to let the other person do the
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about their accomplishments than ab
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he said. “‘Here are some uncomp
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A man up in the beautiful Canadian
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"Cooperativeness in conversation is
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angle as well as your own - if you
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I wanted to be above fools. So I re
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always have a specially qualified m
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10AN APPEAL THAT EVERYBODY LIKESI w
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was wrong. In each case, the custom
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11THE MOVIES DO IT. TV DOES IT.WHY
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could see me that afternoon and cou
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appealing to people of spirit.Witho
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In a NutshellWIN PEOPLE TO YOUR WAY
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He did just that. McKinley blue-pen
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During this tour of inspection, Mr.
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studies.This could be easily overco
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3TALK ABOUT YOUR OWN MISTAKES FIRST
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arometer, or wireless telegraphy, o
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4NO ONE LIKES TO TAKE ORDERSI once
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5LET THE OTHER PERSON SAVE FACEYear
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not my lack of ability, was the rea
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nobody would laugh at him. Story af
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fail to use; and one of these power
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“One day, while she was holding m
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8MAKE THE FAULT SEEM EASY TO CORREC
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Each night we timed the exercise wi
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idea as well as his, refused to let
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In a NutshellBE A LEADERA leader’
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for the benefit of their members an
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He worked on Wall Street, and for t
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There were six hundred students in
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over into their private speaking.Da
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