How to Win Friends and Influence People | Study Guide

Dale Carnegie

Download a PDF to print or study offline.

Study Guide
Cite This Study Guide

How to Cite This Study Guide

quotation mark graphic
MLA

Bibliography

Course Hero. "How to Win Friends and Influence People Study Guide." Course Hero. 15 Nov. 2017. Web. 19 June 2018. <https://www.coursehero.com/lit/How-to-Win-Friends-and-Influence-People/>.

In text

(Course Hero)

APA

Bibliography

Course Hero. (2017, November 15). How to Win Friends and Influence People Study Guide. In Course Hero. Retrieved June 19, 2018, from https://www.coursehero.com/lit/How-to-Win-Friends-and-Influence-People/

In text

(Course Hero, 2017)

Chicago

Bibliography

Course Hero. "How to Win Friends and Influence People Study Guide." November 15, 2017. Accessed June 19, 2018. https://www.coursehero.com/lit/How-to-Win-Friends-and-Influence-People/.

Footnote

Course Hero, "How to Win Friends and Influence People Study Guide," November 15, 2017, accessed June 19, 2018, https://www.coursehero.com/lit/How-to-Win-Friends-and-Influence-People/.

How to Win Friends and Influence People | Part 3, Chapter 5 : How to Win People to Your Way of Thinking (The Secret of Socrates) | Summary

Share
Share

Key Takeaways

  • Begin a conversation by talking about points of agreement rather than differences. Emphasize—and "keep on emphasizing"—the things you and your opponent agree on. Remember you have the same goal: to resolve the issue and reach an agreement.
  • To get your opponent into an agreeable frame of mind, ask questions they have to agree with. Saying yes psychologically draws your opponent into a more positive mindset, while saying no might make them withdraw from the conversation or offer more resistance. The body also responds physically, either relaxing with a yes or tensing with a no.
  • Issuing ultimatums and enforcing rules may feel good, but it will not give the other person "a feeling of welcome or importance" and may damage your relations. Instead talk about what the other person wants, rather than what you want, and get them saying yes right away. Show how your interests intersect and how the other person will benefit from your suggestions or recommendations.
  • Arguing with customers can lose their business, whereas looking at the matter from their point of view can strengthen the relationship.
  • Socrates used this method to win debates. He asked questions to which opponents had to answer yes, and eventually they conceded to his logic, "embracing a conclusion they would have bitterly denied a few minutes previously."
  • Principle: "Get the other person saying 'yes, yes' immediately."
Cite This Study Guide

information icon Have study documents to share about How to Win Friends and Influence People? Upload them to earn free Course Hero access!

Ask a homework question - tutors are online