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

How to Win Friends and Influence People | Part 4, Chapter 6 : Be a Leader: How to Change People Without Giving Offense or Arousing Resentment (How to Spur People On to Success) | Summary

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Key Takeaways

  • Praising improvement "inspires the other person to keep on improving," so use praise instead of condemnation to motivate. People are often quick to criticize yet reluctant to praise.
  • Praise can encourage perseverance and thus change the course of a person's life.
  • Psychologist B.F. Skinner showed, by offering praise and minimizing criticism, that "the good things people do will be reinforced and the poorer things will atrophy." For example, yelling at children will often cause worse behavior rather than improvement, whereas reinforcing good behavior will encourage more of the same.
  • In giving praise, cite a "specific accomplishment, rather than just making general flattering remarks." The praise will be more meaningful this way and won't come across simply as flattery.
  • You can "literally transform" people with praise. Showing your belief in someone or your acknowledgment of someone's good qualities can spark the person to change: "Abilities wither under criticism; they blossom under encouragement."
  • Principle: "Praise the slightest improvement and praise every improvement. Be 'hearty in your approbation and lavish in your praise.'"
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