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. 12 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 12, 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 12, 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 12, 2018, https://www.coursehero.com/lit/How-to-Win-Friends-and-Influence-People/.

How to Win Friends and Influence People | Part 4, Chapter 9 : Be a Leader: How to Change People Without Giving Offense or Arousing Resentment (Making People Glad to Do What You Want) | Summary

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Key Takeaways

  • Make people feel important when asking them to do something for you. You might, for example, suggest that they are doing you a favor or honoring you by acceding to your wishes.
  • Be tactful in your words and actions, even with your opponents; they could make life difficult for you if you snub or insult them.
  • Use incentives to motivate people to do as you wish. By striking bargains that benefit you and the other person, both people gain something.
  • If you must turn down a request for your time or help, consider suggesting another person who might willingly meet the request.
  • Consider giving a person an official-sounding title and increased responsibility for overseeing a task to motivate the person to give their best effort. People like to feel they have some authority in their work.
  • When trying to change someone's "attitudes or behaviors," be sincere and clear in what you want. Think about what the other person wants and play into that; be clear about the benefit that will result from doing what you suggest.
  • Despite these suggestions, people won't always react well to your requests. Even so, you'll get better results and be a better leader by following these guidelines than not.
  • Principle: "Make the other person happy about doing the thing you suggest."
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