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. 16 July 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 July 16, 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 July 16, 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 July 16, 2018, https://www.coursehero.com/lit/How-to-Win-Friends-and-Influence-People/.

How to Win Friends and Influence People | Part 3, Chapter 7 : How to Win People to Your Way of Thinking (How to Get Cooperation) | Summary

Share
Share

Key Takeaways

  • People have more faith in their own ideas than in the ideas of others.
  • People want to be consulted about their ideas and needs; they don't like to be told what to do. It is important to get a buy-in, or personal commitment, from people when you want their cooperation. Ask for their input or approval to create a sense of joint ownership of an idea or a project.
  • Ask clients and customers what they want or need, and fulfill that specific need rather than try to sell them what you think they need.
  • Asking for opinions or feedback on a product or service can make clients or customers feel important—and can motivate them to buy from you rather than from a competitor.
  • It is often effective to "plant" an idea in someone's head. Mention the idea briefly to others to get them interested, and then let them think about it on their own for a while. They may bring it up later as if they thought of the idea themselves. Remember you are looking for results—does it matter who gets credit for the idea?
  • Principle: "Let the other person feel that the idea is his or hers."
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!