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. 17 Nov. 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 November 17, 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 November 17, 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 November 17, 2018, https://www.coursehero.com/lit/How-to-Win-Friends-and-Influence-People/.

How to Win Friends and Influence People | Part 2, Chapter 5 : Six Ways to Make People Like You (How to Interest People) | Summary

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Key Takeaways

  • Carnegie relates how, before meeting someone new, Theodore Roosevelt would study that person's interests to connect with them in conversation. Why? Because the way to "a person's heart is to talk about the things he or she treasures most."
  • Begin by talking about what interests the other person to break the ice and establish rapport. Getting someone "warmed up first" before presenting a question, problem, or proposition can often lead to better results.
  • Principle: "Talk in terms of the other person's interests."
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