How to Win Friends and Influence People

Dale Carnegie (1888-1955) was an American writer and lecturer. Following a career as a salesman he developed courses on public speaking and confidence-building which were given across America. The courses evolved into How To Win Friends and Influence People, which became the bestselling non-fiction title of its time. Carnegie’s insight was that the most successful people in any organisation are not those with the most experience or expertise, but who have the best people skills—and these skills can be learned. Tom Butler-Bowdon is editor of the Capstone Classics series and has written introductions to Machiavelli’s The Prince, Marcus Aurelius’ Meditations, Napoleon Hill’s Think and Grow Rich, and Wallace Wattles’ The Science of Getting Rich. A graduate of the London School of Economics, he is also the author of 50 Self-Help Classics, 50 Success Classics, and 50 Psychology Classics.

• Introduction by Tom Butler-Bowdon xiHow to Win Friends and Influence People xxxiiiIntroduction: “A Short-Cut to Distinction,” by Lowell Thomas xxxvPreface: “How This Book Was Written—And Why,” by Dale Carnegie liiiPart One Fundamental Techniques In Handling People 1Chapter 1 “If You Want to Gather Honey, Don’t Kick Over the Beehive” 3Chapter 2 The Big Secret of Dealing With People 19Chapter 3 “He Who Can Do This Has the Whole World With Him—He Who Cannot Walks A Lonely Way” 35Nine Suggestions on How to Get the Most Out of this Book 57Part Two Six Ways To Make People Like You 65Chapter 1 Do This And You’ll Be Welcome Anywhere 67Chapter 2 A Simple Way to Make A Good First Impression 83Chapter 3 If You Don’t Do This, You are Headed for Trouble 93Chapter 4 An Easy Way to Become A Good Conversationalist 105Chapter 5 How to Interest People 119Chapter 6 How to Make People Like You Instantly 125In A Nutshell 143Part Three TWELVE WAYS TO WIN PEOPLE To Your Way of Thinking 145Chapter 1 You Can’t Win An Argument 147Chapter 2 A Sure Way of Making Enemies— and How to Avoid it 157Chapter 3 If You’re Wrong, Admit it 173Chapter 4 The High Road to A Man’s Reason 183Chapter 5 The Secret of Socrates 197Chapter 6 The Safety Valve in Handling Complaints 205Chapter 7 How to Get Co- Operation 213Chapter 8 A Formula that Will Work Wonders For You 223Chapter 9 What Everybody Wants 229Chapter 10 An Appeal that Everybody Likes 239Chapter 11 The Movies Do it. Radio Does it. Why Don’t You Do it? 247Chapter 12 When Nothing Else Works, Try This 253In A Nutshell 257Part Four Nine WAYS TO CHANGE PEOPLE Without Giving Offence Or Arousing Resentment 259Chapter 1 If You Must Find Fault, this is the Way to Begin 261Chapter 2 How to Criticize— and Not Be Hated For it 269Chapter 3 Talk About Your Own Mistakes First 273Chapter 4 No One Likes to Take Orders 279Chapter 5 Let The Other Man Save His Face 281Chapter 6 How to Spur Men on to Success 285Chapter 7 Give The Dog A Good Name 291Chapter 8 Make The Fault Seem Easy to Correct 295Chapter 9 Making People Glad to Do What You Want 299In A Nutshell 305Part Five Letters That Produced Miraculous Results 307Part Six Seven Rules For Making Your Home Life Happier 321Chapter 1 How to Dig Your Marital Grave in The Quickest Possible Way 323Chapter 2 Love and Let Live 333Chapter 3 Do This and You’ll Be Looking Up The Time- Tables to Reno 337Chapter 4 A Quick Way to Make Everybody Happy 343Chapter 5 They Mean So Much to A Woman 347Chapter 6 If You Want to Be Happy, Don’t Neglect This One 351Chapter 7 Don’t Be A “Marriage Illiterate” 357In A Nutshell 363