Dale Carnegie - How To Win Friends And Influence People

Copyright - 1936 / 1964 / 1981 (Revised Edition) Library of Congress Catalog Number - 17-19-20-18

ISBN - O-671-42517-X

Eight Things This Book Will Help You Achieve

Preface to Revised Edition

How This Book Was Written-And Why

Nine Suggestions on How to Get the Most Out of This Book

A Shortcut to Distinction

PART 1 - 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"

• Eight Suggestions On How To Get The Most Out Of This Book

PART 2 - SIX WAYS TO MAKE PEOPLE LIKE YOU

• 1 - Do This and You'll Be Welcome Anywhere

• 2 - A Simple Way to Make a Good 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

• In A Nutshell

PART 3 - TWELVE WAYS 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 - The High Road to a Man's Reason

• 5 - The Secret of Socrates

• 6 - The Safety Valve in Handling Complaints

• 7 - How to Get Co-operation

• 8 - A Formula That Will Work Wonders for You

• 9 - What Everybody Wants

• 10 - An Appeal That Everybody Likes

• 11 - The Movies Do It. Radio Does It. Why Don't You Do It?

• 12 - When Nothing Else Works, Try This

• In A Nutshell

PART 4 - NINE WAYS TO CHANGE PEOPLE WITHOUT GIVING OFFENCE 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 Man Save His Face

• 6 - How to Spur Men on to Success

• 7 - Give the Dog a Good Name

• 8 - Make the Fault Seem Easy to Correct

• 9 - Making People Glad to Do What You Want

• In A Nutshell

PART 5 - LETTERS THAT PRODUCED MIRACULOUS RESULTS

PART 6 - SEVEN RULES FOR MAKING YOUR HOME LIFE HAPPIER

• 1 - How to Dig Your Marital Grave in the Quickest Possible Way

• 2 - Love and Let Live

• 3 - Do This and You'll Be Looking Up the Time-Tables to Reno

• 4 - A Quick Way to Make Everybody Happy

• 5 - They Mean So Much to a Woman

• 6 - If you Want to be Happy, Don't Neglect This One

• 7 - Don't Be a "Marriage Illiterate"

• In A Nutshell

• 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.

How to Win Friends and Influence People was first published in 1937 in an edition of only five thousand copies. Neither Dale Carnegie nor the publishers, Simon and Schuster, anticipated more than this modest sale. To their amazement, the book became an overnight sensation, and edition after edition rolled off the presses to keep up with the increasing public demand. Now to Win Friends and InfEuence People took its place in publishing history as one of the all-time international best-sellers. It touched a nerve and filled a human need that was more than a faddish phenomenon of postDepression days, as evidenced by its continued and uninterrupted sales into the eighties, almost half a century later.

Dale Carnegie used to say that it was easier to make a million dollars than to put a phrase into the English language. How to Win Friends and Influence People became such a phrase, quoted, paraphrased, parodied, used in innumerable contexts from political cartoon to novels. The book itself was translated into almost every known written language. Each generation has discovered it anew and has found it relevant.

Which brings us to the logical question: Why revise a book that has proven and continues to prove its vigorous and universal appeal?

Why tamper with success?

To answer that, we must realize that Dale Carnegie himself was a tireless reviser of his own work during his lifetime. How to Win Friends and Influence People was written to be used as a textbook for his courses in Effective Speaking and Human Relations and is still used in those courses today. Until his death in 1955 he constantly improved and revised the course itself to make it applicable to the evolving needs of an every-growing public. No one was more sensitive to the changing currents of present-day life than Dale Carnegie. He constantly improved and refined his methods of teaching; he updated his book on Effective Speaking several times.

Had he lived longer, he himself would have revised How to Win Friends and Influence People to better reflect the changes that have taken place in the world since the thirties.

Many of the names of prominent people in the book, well known at the time of first publication, are no longer recognized by many of today's readers. Certain examples and phrases seem as quaint and dated in our social climate as those in a Victorian novel. The important message and overall impact of the book is weakened to that extent.

Our purpose, therefore, in this revision is to clarify and strengthen the book for a modern reader without tampering with the content.

We have not "changed" How to Win Friends and Influence People except to make a few excisions and add a few more contemporary examples. The brash, breezy Carnegie style is intact-even the thirties slang is still there. Dale Carnegie wrote as he spoke, in an intensively exuberant, colloquial, conversational manner.

So his voice still speaks as forcefully as ever, in the book and in his work. Thousands of people all over the world are being trained in Carnegie courses in increasing numbers each year. And other thousands are reading and studying How to Win Friends and lnfluence People and being inspired to use its principles to better their lives. To all of them, we offer this revision in the spirit of the honing and polishing of a finely made tool.

Dorothy Carnegie (Mrs. Dale Carnegie)

During the first thirty-five years of the twentieth century, the publishing houses of America printed more than a fifth of a million different books. Most of them were deadly dull, and many were financial failures. "Many," did I say? The president of one of the largest publishing houses in the world confessed to me that his company, after seventy-five years of publishing experience, still lost money on seven out of every eight books it published.

Why, then, did I have the temerity to write another book? And, after I had written it, why should 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 professional men 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 express their ideas with more clarity, more effectiveness and more poise, both in business interviews and before groups.