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. 20 July 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 July 20, 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 July 20, 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 July 20, 2018, https://www.coursehero.com/lit/How-to-Win-Friends-and-Influence-People/.

How to Win Friends and Influence People | Part 3, Chapter 10 : How to Win People to Your Way of Thinking (An Appeal That Everybody Likes) | Summary

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Key Takeaways

  • Most people "have a high regard for themselves" and consider themselves unselfish.
  • People often have "two reasons for doing a thing: one that sounds good and a real one." No matter the real reason, if you give a person a motive that sounds good—that makes them look good or noble—they will be more likely to act as you suggest or desire.
  • If you aren't happy with "the results you are getting" from people, you have nothing to lose by trying a new strategy. "Why not experiment" by challenging people to live up to their best selves?
  • Assume people are "sincere, honest, truthful and willing and anxious" to pay their debts and fulfill their obligations. Give people the benefit of the doubt, and approach them assuming they are "honest, upright and fair."
  • Principle: "Appeal to the nobler motives."
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