How to Win Friends and Influence People | Study Guide

Dale Carnegie

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Course Hero. "How to Win Friends and Influence People Study Guide." Course Hero. 15 Nov. 2017. Web. 18 Sep. 2018. <https://www.coursehero.com/lit/How-to-Win-Friends-and-Influence-People/>.

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Course Hero. (2017, November 15). How to Win Friends and Influence People Study Guide. In Course Hero. Retrieved September 18, 2018, from https://www.coursehero.com/lit/How-to-Win-Friends-and-Influence-People/

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Course Hero. "How to Win Friends and Influence People Study Guide." November 15, 2017. Accessed September 18, 2018. https://www.coursehero.com/lit/How-to-Win-Friends-and-Influence-People/.

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Course Hero, "How to Win Friends and Influence People Study Guide," November 15, 2017, accessed September 18, 2018, https://www.coursehero.com/lit/How-to-Win-Friends-and-Influence-People/.

How to Win Friends and Influence People | Part 1, Chapter 3 : Fundamental Techniques in Handling People ("He Who Can Do This Has the Whole World with Him") | Summary

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Key Takeaways

  • The full title of this chapter is "He Who Can Do This Has the Whole World with Him. He Who Cannot Walks a Lonely Way." Carnegie's point is that people are interested mostly in what they want, not want you want, so you may need to entice them to do what you want and thus "bait the hook to suit the fish." In other words, show people how doing what you want also matches with what they want. Ask, "How can I make this person want to do it?"
  • Listing the "Advantages" and "Disadvantages" of a situation can help others see how the action you desire may be advantageous to them (and how not taking the action might have a negative effect).
  • The "secret of success," according to Henry Ford, is to understand "the other person's point of view and see things from that person's angle."
  • Carnegie offers examples of poorly worded business letters that focus on only what the company wants, not the benefits customers will receive. He rewrites one letter, shifting from the company's perspective to the customer's perspective to make the correspondence more agreeable and effective.
  • Instead of trying to "sell" their products, salespeople should demonstrate "how their services or merchandise will help us solve our problems." The, people will want to buy.
  • These methods are successful with children as well as in the workplace.
  • Principle: "Arouse in the other person an eager want."
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