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. 15 Aug. 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 August 15, 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 August 15, 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 August 15, 2018, https://www.coursehero.com/lit/How-to-Win-Friends-and-Influence-People/.

How to Win Friends and Influence People | Part 4, Chapter 4 : Be a Leader: How to Change People Without Giving Offense or Arousing Resentment (No One Likes to Take Orders) | Summary

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Key Takeaways

  • Rather than telling people what to do, let them figure it out their own way. Doing this provides "a feeling of importance" and helps people learn from their own errors. It also keeps their pride intact, as nobody likes to be bossed around.
  • Use phrases such as "You might consider this" and "Do you think that would work?" to offer your opinion less directly.
  • Giving orders causes resentment. "Asking questions ... makes an order more palatable" and can spark the person's creativity.
  • When asked for their opinion and their cooperation on a task, people are more likely to rise to the occasion and participate willingly.
  • Principle: "Ask questions instead of giving direct orders."
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