How to Win Friends and Influence People | Study Guide

Dale Carnegie

Download a PDF to print or study offline.

Study Guide
Cite This Study Guide

How to Cite This Study Guide

quotation mark graphic
MLA

Bibliography

Course Hero. "How to Win Friends and Influence People Study Guide." Course Hero. 15 Nov. 2017. Web. 17 July 2018. <https://www.coursehero.com/lit/How-to-Win-Friends-and-Influence-People/>.

In text

(Course Hero)

APA

Bibliography

Course Hero. (2017, November 15). How to Win Friends and Influence People Study Guide. In Course Hero. Retrieved July 17, 2018, from https://www.coursehero.com/lit/How-to-Win-Friends-and-Influence-People/

In text

(Course Hero, 2017)

Chicago

Bibliography

Course Hero. "How to Win Friends and Influence People Study Guide." November 15, 2017. Accessed July 17, 2018. https://www.coursehero.com/lit/How-to-Win-Friends-and-Influence-People/.

Footnote

Course Hero, "How to Win Friends and Influence People Study Guide," November 15, 2017, accessed July 17, 2018, https://www.coursehero.com/lit/How-to-Win-Friends-and-Influence-People/.

How to Win Friends and Influence People | Part 1, Chapter 2 : Fundamental Techniques in Handling People (The Big Secret of Dealing with People) | Summary

Share
Share

Key Takeaways

  • The only way to get someone to do something is by making them want to do it.
  • Many people are driven by "the desire to be important," but this need often goes unfulfilled. This desire motivates people to wear fashionable clothes, commit crimes, and achieve greatness. People will even become "invalids in order to win sympathy and attention, and get a feeling of importance."
  • People have a "craving to be appreciated" and thrive on encouragement.
  • Business leader Charles Schwab, well known for his adept people skills, encouraged workers by being "hearty in my approbation and lavish in my praise." Most people do the opposite, however; they condemn but never praise. This attitude serves only to discourage.
  • Many people leave their spouses because of "lack of appreciation."
  • Appreciation is genuine whereas flattery is insincere, and people can tell the difference. "Think of the other person's good points" to offer sincere praise or appreciation.
  • "Hurting people not only does not change them, it is never called for" in giving criticism.
  • Making people feel important and appreciated is a key "secret" in handling people.
  • Principle: "Give honest and sincere appreciation."
Cite This Study Guide

information icon Have study documents to share about How to Win Friends and Influence People? Upload them to earn free Course Hero access!