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. 26 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 26, 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 26, 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 26, 2018, https://www.coursehero.com/lit/How-to-Win-Friends-and-Influence-People/.

How to Win Friends and Influence People | Part 3, Chapter 12 : How to Win People to Your Way of Thinking (When Nothing Else Works, Try This) | Summary

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Key Takeaways

  • Setting up a competition can stimulate productivity and motivate people to achieve. For some people the challenge of a difficult task is an enticement—they want to prove they can overcome obstacles.
  • People are not motivated to work because of money, benefits, or "good working conditions." It is "the work itself" that motivates. If it is "exciting and interesting," people will work hard and try to do a good job: "That is what every successful person loves: the game."
  • Part of this motivation comes from "the desire to excel" and "the desire for a feeling of importance." People want to show their talents.
  • Principle: "Throw down a challenge."
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