Book refresher for Dale Carnegie's timeless 'How to Win Friends and Influence People.'

1. P R I V A T E A N D C O N F I D E N T I A L 1
Book Refresher for:
How to Win Friends &
Influence People
By Dale Carnegie

2. P R I V A T E A N D C O N F I D E N T I A L
Book Summary
2
This grandfather of all people-skills books was first published in 1937. 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never be outdated.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. 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. Carnegie
illustrates his points with anecdotes of historical figures, leaders of the business
world, and everyday folks. -Joan Price (Amazon)

3. P R I V A T E A N D C O N F I D E N T I A L
Book Outline
3
1. Fundamental Techniques in Handling
People
2. Six Ways to Make People Like You
3. How to Win People to Your Way of
Thinking
4. Be a Leader: How to Change People
Without Giving Offense or Arousing
Resentment

4. P R I V A T E A N D C O N F I D E N T I A L
1. Fundamental Techniques in Handling People
4
• 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.

5. P R I V A T E A N D C O N F I D E N T I A L
2. Six Ways to Make People Like You
5
• 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 and
most important 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.

6. P R I V A T E A N D C O N F I D E N T I A L
3. How to Win People to Your Way of Thinking
6
• Principle 1: The only way to get the best of an argument is to avoid it.
• Principle 2: Show respect for the other’s opinions. Never say, “You’re wrong.”
• Principle 3: If you are wrong, admit it quickly and emphatically.
• Principle 4: Begin in a friendly way.
• Principle 5: Get t he other person saying “yes, yes” immediately.
• Principle 6: Let the other person do a great deal of the talking.
• Principle 7: Let the other person feel that the idea is his or hers.
• 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.

7. P R I V A T E A N D C O N F I D E N T I A L
4. Be a Leader: How to Change People Without
Giving Offense or Arousing Resentment
7
• 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 in your praise.”
• Principle 7: Give the other person a fine reputation to live up to.
• Principle 8: Use encouragement. Make the fault seem easy to correct.
• Principle 9: Make the other person happy about doing the thing you suggest.