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How to win friends and influence people | Book summary

 

Introduction


What this book will help 

you to achieve?



  1. Get out of a mental rut, think new 

    thoughts, acquire new visions,

     discover new ambitions.

  2. Make friends quickly and easily.

  3. Increase your popularity.

  4. Win people to your way of thinking.

  5. Increase your influence, your 

    prestige, your ability to get things 

    done.

  6. Handle complaints, avoid 

    arguments, keep your human 

    contacts smooth and pleasant.

  7. Become a better speaker, a more 

    entertaining conversationalist.

  8. Arouse enthusiasm among your 

    associates.


This book has done all these things for 

more than ten million readers in 

thirty-six languages. 

          



About the author


Dale Carnegie was an American 

writer and lecturer, and the developer

of courses in self-improvement, 

salesmanship, corporate training,

public speaking, and interpersonal 

skills.

One of the core ideas in his books is 

that it is possible to change other

people's behavior by changing one's 

behavior towards them. 





In this summary


In this summary, you will get to know 

about the most important

lessons from the book: how to win 

friends and influence people.

I already know you will enjoy reading 

this summary.

Because this book is still in print even 

after the death

 of Mr. Dale Carnegie in 1955. 


Contents


Part 1

Fundamental techniques in 

handling people.

  1. “If you want to gather honey

              Don't kick over the beehive”.

  1. The biggest secret dealing with 

    people.

  2. “He who can do this has the 

    whole world with him.

 He who cannot walks a lonely way.”

  

Part 2

Six ways to make people like you

  1. Do this and you’ll be welcome 

    everywhere.

  2. A simple way to make a good 

    first impression.

  3. If you don’t do this, You are 

    headed towards trouble.

  4. An easy way to become a 

    good conversationalist.

  5. How to Interest people.

  6. How to make people like 

    you instantly.



Part 3

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 4

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 to 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.







Book summary


Part 1

Fundamental techniques in 

handling people.


  1. If you want together honey 

    don't kick over the beehive.


  • An animal rewarded for good 

    behavior will learn much more 

    rapidly and retain but it learns 

    far more effectively than an 

    animal punished for bad behavior

    same applies to humans.


  • Don't criticize them, they are just 

    what we would do under similar 

    circumstances.


Principle 1: Don't criticize condemn 

or complain.

 


   

   2) Secret of dealing with people.


  • The only way I can get you to do 

    anything is by giving what you want.


  • The deepest urge in human nature 

    is the desire to be important.


  • Things most people want include 

    health and preservation of life, 

    food money, and the things money 

    will buy, sexual gratification, 

    sleep, the well-being of our children 

    a feeling of importance.


  • Lincoln once said "everybody likes 

    a compliment"

"The deepest principle in human 

nature is the craving to be 

appreciated."


  • The desire for a feeling of 

    importance is one of the chief 

    differences between mankind and 

    animals.


  • Schwab, “the greatest asset I 

    possess and the way to develop

     the best that is in a person is by 

    appreciation and encouragement.


  • There is nothing else that so kills 

    the ambitions of a person

    as criticism from superiors. 

    Never criticize anyone. 

    Be anxious to praise but loath to 

    find fault.

    If I like anything I am hearty in my 

    appreciation and lavish in my praise.


  • When a study was made a few 

    years ago on runaway wives

     they discovered that the main 

    reason why wives run away was 

    " lack of appreciation" we often 

    take our spouses so much for 

    granted that we never let them 

    know we appreciate them.


  • People who think they had 

    committed a crime if they let their 

    familiesor employees go for six 

    days without food but they will let 

    them go for six days and six weeks 

    and sometimes sixty years without 

    giving them the hearty appreciation 

    that they crave almost as much as 

    they crave food.


  • Difference between appreciation 

    and flattering.

One is sincere and the other is 

insincere, one comes from the 

heart out, the other comes from 

the teeth out, one is selfish the 

other is unselfish one is 

universally admired other is 

universally condemned.


  •  A wise person said, “Don’t Be 

    afraid of the enemies who attack 

    you be afraid of the friends who 

    flatter you.”

King George V said "teach me 

neither to proffer nor receive cheap

praise"


  • Honest appreciation got results 

    where criticism and ridicule failed.


  • Emerson said, " every man I meet 

    is my superior in some ways in 

    that I learn of him."



Conclusion- let’s stop thinking of our 

accomplishments our wants,let's try to 

figure out the other person's good 

points then forgot flattery,

give honest sincere appreciation. 

Be hearty in your approbation and 

lavish in your praise and people will 

cherish your words.Treasure them and 

repeat them over a lifetime,

repeat them years after you have 

forgotten them.


Principle 2:  Give honest and sincere 

appreciation.

 



3) He who can do this has the 

whole world with himhe who 

cannot walks a lonely way.


  • The only way to influence people 

    is to talk in terms of what the other

    person wants.


  • If there is any one secret of success, 

    it lies in the ability to get the other 

    person's point of view and see

    things fromthe person's angle as 

    well as from your own.


  • If a salesperson can show us how 

    their services or products will help

    us solve our problems they don't 

    need to sell us, we will buy and,

    customers like to feel that they 

    are buying not being sold.


  • The world is full of people who 

    are grabbing and self-seeking 

    so the individual who and selflessly 

    tries to serve othershas an 

    enormous advantage.


  • First, arouse in other people an 

    eager want,

     “he who can do this has the 

    whole world with him

     he who cannot walks a lonely way.”


  • “William winter” once remarked that 

    "self-expression is the dominant

     necessity of human nature."


Principle 3  Arouse in the other 

person an eager want.




Part 2

Six ways to make people like you.


1) Do this and you will be welcome 

everywhere


  • You can make more friends in two 

    months by becoming interested

    in other people than you can in 

    two years by trying to get other

    people interested in you.


  • People are not interested in you 

    they are interested in me.

    They are interested in themselves.


  • The New York telephone company 

    made a detailed study of telephone 

    conversations to find which word is 

    the most frequently used you have 

    guessed it it is the personal pronoun 

    "I". It was used over 3900 times in 

    500 telephone conversations.


  • It is the individual who is not 

    interested in his fellow man who

    has the greatest difficulties in 

    life and provides the greatest injury

    to others. 


  • Genuinely interested in other people 

    is a most important quality

    for a salesperson to possess for any 

    person for that matter.


  • We are interested in others when 

    they are interested in us.


  • A show of interest as with every 

    other principle of human relations

    must be sincere it must be of not 

    only for the person showing

    interest but for the person receiving 

    the attention it is a two-way

    Street both parties benefit.


Principle 1-  Become genuinely 

interested in other people.

 


2) A simple way to make a good 

first impression.


  • The expression one wears on 

    one's face is far more important 

    than the clothes when we as on 

    one's back.


  • People who smile tend to manage, 

    teach and sell more effectively

    and to raise happy children.


  • You must have a good time 

    meeting people if you expect them

    to have a good time meeting you.


  • If you don't feel like smiling? Then 

    what? Two things. First,force 

    yourself to smile if you are alone, 

    force yourself to hum a tune 

    or sing act as if you were already 

    happy, and that will tend to make 

    you happy, here is a way the 

    psychologist and philosopher 

    “William James” suggests.

    "Action seems to follow feeling 

    but really action and feeling

 go together, and by regulating the 

action which is under the more

 direct control of the will we can

 indirectly regulate the feeling

 which is not. 


  • Happiness doesn't depend on 

    outward condition it depends on 

    the inner condition.


  • It isn't what you have or you are 

    or where you are or what you are

     doing that makes you happy or 

    unhappy. It is what you think about it.


  • Lincoln once remarked that most 

    "folks are about as happy as they

     make up their minds to be".


  • Thought is supreme. Preserve the 

    right mental attitude 

    -the attitude of courage, frankness, 

    and good cheer.


  • An ancient Chinese proverb - 

    "a man without a smiling face

     must not open a shop"


Principle 2 - smile.



3) If you don't do this you are 

headed for trouble


  • Jim Farley discovered early in 

    life, that the average person is 

    more interested in his or her own 

    name than in all the other names 

    on the earth put together.

 Remember that name and call it 

easily and you have paid a subtle

 and very effective compliment but 

forget it or misspell it 

- and you have placed yourself at 

a sharp disadvantage.


  • The policy of remembering and 

    honoring the names of his friends

     and business associates was one 

    of the secrets of Andrew Carnegie's 

    leadership.


  • Franklin D. Roosevelt knew that 

    one of the simplest, most obvious, 

    and most important ways of gaining 

    goodwill was by remembering

    names and making people feel 

    important.- Yet how many of us 

    do it?


  • One of the first lessons a politician 

    learns is this: "To recall a voter 

    name in a statement ship to 

    forget it is oblivion

    ."And the ability to remember 

    names is almost as important 

    in business and social contacts 

    as it is in politics.


  • We should be aware of the magic 

    contained in the name and realize

     that this single item is wholly and 

    completely owned by the person

     with whom we are dealing and 

    nobody else.


Principle 3- Remember that a person's 

name is to that person the sweetest 

and most important sound in any 

language.



4) An easy way to become a good 

conversationalist.


  • Exclusive attention to the person 

    who is speaking to youis very 

    important. Nothing else is so 

    flattering as that.


  • Listening is just as important in 

    one's home life as in the world of 

    business.


  • Many people fail to make a 

    favorable impression because 

    they don't listen attentively. "They 

    have been so much concerned with

    what they are going to say next that  

    they do not keep their ears open.

    Very important people have told me 

    that they prefer good listeners

    to good talkers but the ability to listen 

    seems better than almost any

    other good trait.


  • As the reader's digest month said, 

    many people call doctors when

     they all want an audience.


  • Ask questions that other persons 

    will enjoy answering and encourage

     them to talk about themselves and 

    their accomplishments.

     Remember that the people you are 

    talking to are 💯 times more

     interested in themselves and their 

    wants and problems than they

     are in you and your problems.


Principle 4-  Be a good listener and 

encourage others to talk

 about themselves.



 5) How to interest people.


  • Whenever Roosevelt expected 

    a visitor, he set up late the

    night before reading up on the 

    subject in which he knew his 

    guest was particularly interested.


Principle 5- Talk in terms of other 

people's interests

 



6) How to make people like you

 instantly

    

  • Always make the other person 

    feel important.


  • William James said, "The deepest 

    principle in human nature is the

     craving to be appreciated." 

    It is this urge that has been 

    responsible for civilization itself.


  • Jesus has said, "do unto others 

    as you would have others do

    unto you."


  • "Talk to people about themselves,” 

    said Disraeli, one of the shrewdest

    men who ever ruled the British empire. 

    "Talk to people about themselves 

    and they will listen for hours."


Principle 6 - Make the other person 

feel important and do it sincerely

 



Part 3

How to win people to your way 

of thinking.


1) You can't win an argument.


  • You can't win an argument. You 

    can't because if you lose it,

     you lose it; and if you win it, you 

    lose it. Why? Well, suppose you

     triumph over the other man and 

    shoot his argument full of holes

     and prove that he is non-compos 

    mentis. Then what? You feel fine.

     But what about him? you have made 

    him feel inferior. You have hurt

     his pride he will resent your triumph.


  • A man convinced against his will, 

    Is of the same opinion still.


  • Ben Franklin used to say:

“If you argue and rankle and 

contradict, you may achieve a 

victory sometimes; but it will be 

an empty victory because you will 

never get your opponent's goodwill.”


  • Buddha said "Hatred is never 

    ended by hatred but by love", 

    and a misunderstanding is never 

    ended by an argument but by tact, 

    diplomacy, conciliation, and a 

    sympathetic desire to see the other

     person's point of view.


In an article in bits and pieces, some 

suggestions are made on how to keep 

a disagreement from becoming 

an argument:

  • Welcome the disagreement

If there is some point you haven't 

thought about, be thankful if it is

 brought to your attention. 

Perhaps this disagreement is your

opportunity to be corrected before 

you make a serious mistake.

  • District trust your first 

    instinctive impression

Our first natural reaction in a 

disagreeable situation is to be 

defensive,be careful, keep 

calm and watch out for your 

first reaction; it may be you at 

your worst, not your best.

  • Control your temper

Remember you can measure the 

size of a person by what makes

him or her angry.

  • Listen first

Give your opponent a chance to 

talk, let them finish, do not resist, 

defend or debate this only raises 

barriers. Try to build bridges of 

understanding, don't build higher 

barriers of misunderstanding.

  • Look for areas of agreement

When you have heard your 

opponents out, dwell first on the 

points and areas on which you 

agree.

  • Be honest

   Look for areas where you can 

admit error and say yes, apologize 

for your mistakes. It will help 

disarm your opponents and reduce 

defensiveness.

  • Promise to think over your 

    opponent's ideas and study 

    them carefully.

Your opponent may be right,

 think about it.

  • Thank your opponent sincerely 

    for their interest

Think of them as people who really 

want to help you, and you may

 return your opponents into friends.

  • Postpone action to give both 

    sides time to think through the

    problem.

Think carefully before your decision 

and also keep in mind the point

told by your opponent.



"When one yells, the other should listen 

-because when two people yell,

 there is no communication, just noise, 

and bad vibrations."


Principle 1: The only way to get the 

best of an argument is to avoid it.

 



2) A sure way of making enemies

-And how to avoid it.


  • Never begin by announcing "I am 

    going to prove so-and-so to you".

    That's bad. It arouses your position 

    and makes the listener want to 

    battle with you before you even start.


  • Galileo said

 "You cannot teach a man anything. 

 You can only help him to find it 

within himself"


  • Be wiser than other people if you 

    can but do not tell them so.


  • Socrates said, “one thing only I 

    know, and that is I know nothing.”


  • You will never get into trouble by 

    admitting that you may be wrong.

    That will stop all arguments and 

    inspired your opponent to be just

    as fair and open and broad-minded 

    as you are, it will make him want to 

    admit that he too may be wrong.


  •  We sometimes find ourselves 

    changing our minds without any

    resistance or heavy emotion, 

    but if we are told we are wrong we

    resent the imputation and harden 

    our hearts.

     

  • It is obviously not the ideas 

    themselves that are dear to us,

    but our self-esteem which is 

    threatened.


  • We like to continue to believe 

    what we have been accustomed to

    accept as true, and the resentment 

    aroused when the doubt is cast 

    upon any of our assumptions lead 

    us to seek every manner of excuse 

    for clinging to it the result is that 

    most of our so-called reasoning 

    consists in finding arguments for 

    going on believing as we

    already do.


  • When we are wrong, admit it to 

    ourselves, and if we are handled 

    gently and tactfully we may admit 

    to others, and even take pride in 

    our frankness and broad-

    mindedness. But not if someone 

    else is trying to ram the unpalatable 

    fact down our esophagus.


  • Jesus said, "Agree with thine 

    adversary quickly"


  • The King of Egypt said, "don't argue 

    with your customer or your

    spouse or your adversary. 

    Don't tell them they are wrong,

    don't get them stirred up, use a little 

    diplomacy.


Principle 2: Show respect for the other 

person's opinions.




3) If you are wrong, admit it.


  • Any fool can try to defend his or 

    her mistakes- and most fools do

    but it raises one above the herd 

    and gives one a feeling of

    nobility and exultation to admit 

    one's mistakes.


  • What could you say to a man 

    who threatened you like that?

When we are right, let's try to 

win people gently and tactfully in

our way of thinking, and when 

we are wrong- and that will be 

surprisingly often we if we are 

honest with ourselves -let's 

admit our mistakes quickly and 

with enthusiasm.


  • Remember the old proverb, 

    "By fighting you never get 

    enough but by building you 

    get more than you expected".


Principle 3 

If you are wrong, admit it 

quickly and emphatically.

 



4) A drop of honey


  • If a man's heart is wrangling with 

    discord and ill-feeling towards you, 

    you can't win him to your way of 

    thinking with all the logic in 

    Christendom. Scolding parents and 

    domineering bosses and husbands 

    and nagging wives or to realize that 

    people don't want to change their 

    minds can't be forced or driven to 

    agree with you on me.But they may 

    possibly be led to if we are gentle 

    and friendly ever so gentle and 

    ever so friendly.



  • Lincoln said  "a drop of honey 

    catches more flies than a gallon 

    of gall" 

    so with men if you would win a 

    man to your cause, convince him 

    that you are his sincere friend. 

    There is a drop of honey that 

    catches his heart which says what 

    you will do is the great high road is 

    the reason.


  • The sun can make you take off 

    your coat more quickly than the 

    wind; and kindness, friendly 

    approach and appreciation can 

    make people change their minds 

    more rapidly than all the bluster 

    and storming in the world.


  • Remember what Lincoln said 

    "a drop catches more flies than 

    a gallon of gall" 


Principle 4 - Begin in a friendly 

way




6) The safety valve in handling 

complaints.


  • If anyone is complaining to you, 

    listen patiently and win when open

     mind is sincere about it encourage 

    them to express their ideas fully.


  • A French philosopher said, 

    "if you want enemies, excel 

    your friends but if you want 

    friends  let your friends excel 

    you."Because when our 

    friends excel us they will feel 

    importantwhen we excel them 

    they or at least some of them 

    will feel inferior and envious.


Principle 6 -  Let the other person do 

a great deal of talking



7) How to get cooperation


  • No one likes to feel that he or she 

    is being sold something or told to

    do a thing. We much prefer to feel 

    that we are buying of our own

    accord or acting on our own ideas 

    we like to be consulted about

    our wishes, our wants, and our 

    thoughts.


  • Lao Tse Chinese sage said some 

    things that readers might use today

“The reason why rivers and seas 

receive the homemade of hundred

mountain streams is that they keep 

below them thus they are able

to resign overall mountain streams.”


Principle 7- Let the other person feel 

that the idea is his or hers



8) A formula that will work 

wonders for you.


  • Remember that other people may

     be totally wrong. But they don't 

    think so, don't condemn them, 

    any fool can do that. Try to 

    understand them only wise, 

    tolerant, exceptional people 

    even try to do that.


  • There is a reason why the other 

    man thinks and acts as he does

     -ferret out that reason and you 

    have the key to his actions perhaps

     to his personality.


  • Dr. Gernald S Nirenberg 

    commented that "cooperative-

    -ness in conversation is achieved 

    when you show that you consider 

    the other person's ideas and 

    feeling as important as your own.


Principle 8- Try honestly to see things 

from the other person's point 

of view.



9) Wat everybody wants.


  • Three fourth of the people you will 

    ever meet are hungry and trusting

     for sympathy, give it to them and 

    they will love you.


  • There is a deep satisfaction of 

    controlling my temper, the satisfaction

     of returning kindness for an insult.


  • Dr. Arthur said in his splendid book  

    Educational psychology

     "sympathy the human species 

    universally craves". 

    The child eagerly displays his 

    injury or even inflicts a cut or bruise 

    in order to reach abundant sympathy, 

    for the same purpose adults show

    their bruises, relate their accidents, 

    illness especially details of 

    surgical operations. "Self-pity", for 

    miss fortune, real or imaginary is

    in some measure, practically a 

    universal practice.


Principle 9- Be sympathetic with the 

other person's ideas and desires.



10) An appeal that everybody likes.



  •  J.Pierpont Morgan observed, in 

    one of his analytical interludes,

    that A person usually has two 

    reasons for doing something,

    one that sounds good and a 

    real one.


Principle 10- Appeal to the nobler 

motives.



11) The movies do it, TV does it why 

don't  you do it.         


  • The movies and TV shows makers 

    know the power of dramatization.

 

Principle 11- Dramatize your ideas

12) When nothing else works, try this


  • Charles Schwab says it in his own 

    words, "the way to get things done," 

    says Schwab "is to stimulate 

    competition" I do not mean in a 

    sordid, money-getting way but in the 

    desire to excel", the desire to

     excel! The challenge! Throwing 

    down the gauntlet! An infallible way 

    of appealing to people of spirit.


  • Every successful person loves the 

    game, the chance for self-expression, 

    the chance to prove his or her work, 

    to excel, to win. That is what makes 

    food races and hog calling and pie

    -eating contests. The desire to excel, 

    The desire for a feeling of importance.


Principle 12- Throwdown a challenge.

 

 

Part 4

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.


  • It is always easier to listen to 

    unpleasant things after we have

    heard some praise for our good 

    points.


  • Beginning with praise is like the 

    dentist who begins his work with

    Novocain. The patient still gets the 

    drilling, but the novocaine is 

    pain-killing. A leader will use it.


Principle 1:

Begin with praise and honest 

appreciation



2) How to criticize -and know to be 

hated for it.


Many people begin their criticism with 

sincere praise followed by the word

 "but" and ending with a critical statement.

The person might feel encouraged until 

he heard the word "but".

This could be easily overcome by 

changing the world "but" to "and"

Example: 

Instead of saying,

"We are really proud of you, Johnnie, 

for raising your grades this term. 

But if you had worked harder on your 

algebra the results would have been 

better."

Say

"We are really proud of you, Johnnie, 

for raising your grades this term, 

and by continuing the same efforts 

next term your algebra grade can be

up with all the others."


  • Calling attention to one's mistakes 

    indirectly works wonders with 

    sensitive people who may bitterly 

    resent any direct criticism.


Principle 2:

Call attention to people's mistakes 

indirectly.

 



3) Talk about your own mistakes first. 


Principle 3: Talk about your own 

mistakes before criticizing the other 

person.

 

 


4) No one likes to take orders.


  • Oven D. Young in her entire life 

    never gave orders, he always 

    gave suggestions not orders.

     

For Example, Young never said  

"do this or do that" or "don't do

 this or don't do that" he would say 

"you might consider this" or 

"do you think that would work."


  • People are more likely to accept 

    an order if they have had a part

    in the decision that caused the 

    order to be issued.


Principle 4

Ask questions instead of giving 

direct orders.



5) Let the other person save face.


  • Never insult a person in front of 

    people and if you do that he will

     hate you more than anything.

         So, let the other person save face


Principle 5:

Let the other person save face



6) How to spur people on to success.


Psychologist Jess Lair comments,

" Praise is like sunlight to the warm

 human spirit; we cannot flower and 

grow without it."


Principle 6:

Praise the slightest improvement 

and praise every improvement.

 "Be hearty in your approbation 

and lavish in your praise."



7) Give a dog a good name.


  • "The average person, "said 

    Samuel vauclain, then president 

    of the Baldwin locomotive works, 

    "can be lead readily if you have his

     or her respect and if you show that 

    you respect that person for some

     kind of ability".


  • There is an old saying, “Give a Dog 

    a bad name and you may as

     well hang him but give him a good 

    name and see what happens".


Principle 7:

Give the other person a fine 

reputation to live up to.


8) Make the fault seem easy to 

correct.


If you want to help others to improve, 

remember...

Principle 8:

Use encouragement, make the fault 

seems is easy to correct.



9) Making people glad to do what 

you want.


  • Always make the other person happy 

    about doing the thing you suggest.



An effective leader should keep 

the following guidelines in 

mind when it is necessary to 

change attitudes or behavior:

  • Be sincere, do not promise anything 

    that you cannot deliver, forget about 

    the benefits to yourself and 

    concentrate on the benefits

     to the other person.

  • Know exactly what it is you want 

    the other person to do.

  • Be empathetic and ask yourself 

    what it is the other person really

     wants.

  • Consider the benefits that person 

    will receive from doing what you

     suggest.

  • Match those benefits to the other 

    person's wants


People are more likely to do what 

you would like them to do when

 you use-

Principle 9: Make the other person 

happy about doing the thing

 you suggest.

 

Conclusion 


In a nutshell - Fundamental 

techniques in handling people.


Principle 1 - Don’t criticize, condemn 

or complain.

Principle 2 - Give honest and sincere 

appreciation.

Principle 3 - Arouse in the other person 

an eager want.

In a nutshell - Six ways to make 

people like you.


Principle 1 - Become genuinely 

interested in other people.

Principle 2 - Smile

Principle 3 - Remember that a person’s 

name is to that person the sweetest 

sound in any language.

Principle 4 - Be a good listener.                   

Encourage others to talk about 

Themselves.                    

Principle 5 - Talk in terms of the other 

person’s interests.

Principle 6 - Make the other person 

feel important and do it  sincerely.   

                     


In a nutshell- Win people in your 

way of thinking.


Principle 1 - The only way to get the 

most out of an argument is to avoid it

                      .

Principle 2 -  Show respect for the other 

person’s opinions. Never say, “you are 

wrong.”

                       

Principle 3 - If you are wrong, admit it 

quickly and emphatically.

Principle 4 - Begin in a Friendly Way.

Principle 5 - Get the other person 

saying “yes yes” Immediately.

Principle 6 - Let the other person do 

a great deal of talking.

Principle 7 - Let the other person feel 

that the idea is his or her.

Principle 8 - Try honestly to see things 

from the other person”s point of view.   

                     

Principle 9 - Be sympathetic with the 

other person’s ideas and Desires

                    .

Principle 10 - Appeal to the nobler 

motives.

Principle 11 - Dramatize your ideas.

Principle 12 - Throw down a challenge.


In a nutshell - Be a Leader, a leader’s 

job often includes changing

your people’s attitudes and behavior. 

Some suggestions to accomplish this:


Principle 1: Begin with praise and 

honest appreciation.

Principle 2: Call attention to people’s 

mistakes indirectly.

Principle 3: Talk about your own 

mistakes before criticizing the other person                    

Principle 4: Ask questions instead of 

giving direct orders. 

Principle 5: Let the other person 

save face.

Principle 6: Praise the slightest 

improvement and praise every 

 improvement. “Be hearty in your 

approbation and   lavish your praise.”

 Principle 7: Give the other person a 

fine reputation to live up to.                  

 Principle 8: Use encouragement. 

Make the fault easy to correct.                 

Principle 9: Make the other person 

happy about doing what you Suggest.

                   




Thank you for reading, I hope you got something out of it

Rishabh


 


 Credits

Book by Dale Carnegie

Summary by summary Pedia

Written and made by Rishabh Kaushal


Other summaries By me:  

1) Rich dad poor dad.

2) How to win friends and influence 

people 

 

You can check out these 

summaries by scrolling 

to the last of the page.

 

 

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