How to WIN Friends and Influence People

Chapter 7 Don’t you have much more faith in ideas that you discover for yourself than in ideas that are handed to you on a silver platter? If so, isn’t it bad judgement to try to ram your opinions down the throats of other people? Isn’t it wiser to make suggestions––and let the other person […]

Chapter 6 Most people trying to win others to their way of thinking do too much talking themselves. Let the other people talk themselves out. They know more about their business and problems than you do. So ask them questions. Let them tell you a few things.If you disagree with them you may be tempted

Chapter 5 In talking with people, don’t begin by discussing the things on which you differ. Begin by emphasising––and keep on emphasising––the things on which you agree. Keep emphasising, if possible, that you are both striving for the same end and that your only difference is one of method and not of purpose.Get the other

Chapter 4 If your temper is aroused and you tell ’em a thing or two, you will have a fine time unloading your feelings. But what about the other person? Will he share your pleasure? Will your belligerent tones, your hostile attitude, make it easy for him to agree with you?“If you come at me

Chapter 3 Within a minute’s walk of my house there was a wild stretch of virgin timber, where the blackberry thickets foamed white in the springtime, where the squirrels nested and reared their young, and the horse weeds grew as tall as a horse’s head. This unspoiled woodland was called Forest Park––and it was a

Chapter 2 When Theodore Roosevelt was in the White House, he confessed that if he could be right 75 percent of the time, he would reach the highest measure of his expectation.If that was the highest rating that one of the most distinguished men of the twentieth century could hope to obtain, what about you

Chapter 1 Shortly after the close of World War I, I learned an invaluable lesson one night in London. I was manager at the time for Sir Ross Smith. During the war, Sir Ross had been the Australian ace out in Palestine; and shortly after peace was declared, he astonished the world by flying halfway

Chapter 6 I was waiting in line to register a letter in the post office at Thirty-third Street and Eighth Avenue in New York. I noticed that the clerk appeared to be bored with the job––weighing envelopes, handing out stamps, making change, issuing receipts––the same monotonous grind year after year. So I said to myself:

Chapter 5 Everyone who was ever a guest of Theodore Roosevelt was astonished at the range and diversity of his knowledge. Whether his visitor was a cowboy or a Rough Rider, a New York politician or a diplomat, Roosevelt knew what to say. And how was it done? The answer was simple. Whenever Roosevelt expected

Chapter 4 Some time ago, I attended a bridge party. I don’t play bridge––and there was a woman there who didn’t play bridge either. She had discovered that I had once been Lowell Thomas’s manager before he went on the radio and that I had travelled in Europe a great deal while helping him prepare

Chapter 3 Back in 1898, a tragic thing happened in Rockland County, New York. A child had died, and on this particular day the neighbours were preparing to go to the funeral. Jim Farley went out to the barn to hitch up his horse. The ground was covered with snow, the air was cold and

Chapter 2 At a dinner party in New York, one of the guests, a woman who had inherited money, was eager to make a pleasing impression on everyone. She had squandered a modest fortune on sables, diamonds and pearls. But she hadn’t done anything whatever about her face. It radiated sourness and selfishness. She didn’t

Chapter 1 Why read this book to find out how to win friends? Why not study the technique of the greatest winner of friends the world has ever known? Who is he? You may meet him tomorrow coming down the street. When you get within ten feet of him, he will begin to wag his

Chapter 3 I often went fishing up in Maine during the summer. Personally I am very fond of strawberries and cream, but I have found that for some strange reason, fish prefer worms. So when I went fishing, I didn’t think about what I wanted. I didn’t bait the hook with strawberries and cream. Rather,

Chapter 2 There Is Only one way under high heaven to get anybody to do anything. Did you ever stop to think of that? Yes, just one way. And that is by making the other person want to do it.Remember, there is no other way.Of course, you can make someone want to give you his