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. 10 Dec. 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 December 10, 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 December 10, 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 December 10, 2018, https://www.coursehero.com/lit/How-to-Win-Friends-and-Influence-People/.

How to Win Friends and Influence People | Part 2, Chapter 3 : Six Ways to Make People Like You (If You Don't Do This, You Are Headed for Trouble) | Summary

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Key Takeaways

  • Remembering a person's name and a few details about their personal life is "a subtle and very effective compliment" to them.
  • People place an "astounding importance ... on their own name." Companies are named after their founders and museum collections are named after rich benefactors as a way to perpetuate their names.
  • Even in large, relatively impersonal corporations, knowing employees' names can warm the work atmosphere.
  • The main reason people don't remember names is because they don't make the effort to do so. Carnegie notes that Franklin D. Roosevelt even learned the names of mechanics who visited the White House—and if a President could find time to learn a person's name, anyone can.
  • Some techniques for remembering names are repeating the name, asking for the spelling, writing it down, and concentrating on the information or studying it.
  • Principle: "Remember that a person's name is to that person the sweetest and most important sound in any language."
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