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How to Win Friends and Influence People Mass Market Paperback – 27 April 2010

4.5 out of 5 stars 47,399 ratings

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This grandfather of all people-skills books was first published in 1937. It was an overnight hit, eventually selling 15 million copies. How to Win Friends and Influence People is just as useful today as it was when it was first published, because Dale Carnegie had an understanding of human nature that will never be outdated. Financial success, Carnegie believed, is due 15 percent to professional knowledge and 85 percent to "the ability to express ideas, to assume leadership, and to arouse enthusiasm among people." He teaches these skills through underlying principles of dealing with people so that they feel important and appreciated. He also emphasizes fundamental techniques for handling people without making them feel manipulated. Carnegie says you can make someone want to do what you want them to by seeing the situation from the other person's point of view and "arousing in the other person an eager want." You learn how to make people like you, win people over to your way of thinking, and change people without causing offense or arousing resentment. For instance, "let the other person feel that the idea is his or hers," and "talk about your own mistakes before criticizing the other person." Carnegie illustrates his points with anecdotes of historical figures, leaders of the business world, and everyday folks. --Joan Price --

About the Author

Biography
Dale Breckenridge Carnegie (originally Carnagey until 1922 and possibly somewhat later) (November 24, 1888 ??? November 1, 1955) was an American writer and lecturer and the developer of famous courses in self-improvement, salesmanship, corporate training, public speaking and interpersonal skills. Born in poverty on a farm in Missouri, he was the author of How to Win Friends and Influence People, first published in 1936, a massive bestseller that remains popular today. He also wrote a biography of Abraham Lincoln, titled Lincoln the Unknown, as well as several other books.

Carnegie was an early proponent of what is now called responsibility assumption, although this only appears minutely in his written work.[citation needed] One of the core ideas in his books is that it is possible to change other people's behavior by changing one's reaction to them.

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Product details

  • Publisher : Pocket Books (27 April 2010)
  • Language : English
  • ISBN-10 : 1439199191
  • ISBN-13 : 978-1439199190
  • Item Weight : 136 g
  • Dimensions : 17.2 x 2.3 x 10.7 cm
  • Customer Reviews:
    4.5 out of 5 stars 47,399 ratings

Customer reviews

4.5 out of 5 stars
4.5 out of 5
47,399 global ratings
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Reviewed in India on 23 February 2019
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3.0 out of 5 stars Read this summary and save your money
By Atul Kumar Singh on 23 February 2019
I have mixed feelings about this book, and would want to mention below points to help you
- The book was first publishes in 1936. So, it’s definitely old! Most of the examples of famous men, you won’t be able to relate at all, because you won’t know who they are. However, you will get point the author is trying to convey.
- The book basically tells you to be agreeable to all, find something to honestly like about them and praise them on it, talk about their interests only and, practically, act like a people pleaser all the time. The book gives practical advice, but somehow I feel if you really put this into practice, you might end up becoming a people-pleaser. You would come across as patronizing, trying to flatter people (I know the book tells you to do it by heart) all the time. You might just lose your respect among your peers.
- I’m not sure how much of this advice would help you in dealing with adults and people at workplace. It may work with kids. For example, it tells you not to condemn or criticize anyone. Now, this is difficult to implement in fast paced work environment, and especially in sales domain where you’re dealing with sales executives on a daily basis. People might just take advantage of you, if you’re too nice to everyone.
- I think the advice in this book would work great if everyone around you would implement the same in their life. However, if you’re surrounded by self-centered people, you’ll end up becoming a doormat if you follow this book.
- At some point, you might feel that the book is giving you pointers on how to exploit other’s emotions in order to gain an advantage for your own self.
- I think best way is to figure out which principles work for you, and which don’t, and accordingly act on it. Don’t blindly go out and try to implement every word written in this book.

Below is the summary of what this book teaches:
FUNDAMENTAL TECHNIQUES IN HANDLING PEOPLE
Principle 1 : Don't criticize, condemn or complain
Principle 2 : Give honest and sincere appreciation
Principle 3 : Arouse in the other person an eager want

SIX WAYS TO MAKE PEOPLE LIKE YOU
1. Become genuinely interested in other people
2. Smile
3. Remember that a person's name is to that person the sweetest and most important sound in any language
4. Be a good listener. Encourage others to talk about themselves
5. Talk in terms of the other person's interest
6. Make the other person feel important - and do it sincerely

HOW TO WIN PEOPLE TO YOUR WAY OF THINKING
1. The only way to get the best of an argument is to avoid it.
2. Show respect for the other person's opinions. Never say, 'You're wrong.'
3. If you're wrong, admit it quickly and emphatically.
4. Begin in a friendly way.
5. Get the other person saying 'yes, yes' immediately.
6. Let the other person do a great deal of the talking.
7. Let the other person feel that the idea is his or hers.
8. Try honestly to see things from the other person's point of view.
9. Be sympathetic with the other person's ideas and desires.
10. Appeal to the nobler motives.
11. Dramatise your ideas.
12. Throw down a challenge.

BE A LEADER: HOW TO CHANGE PEOPLE WITHOUT GIVING OFFENCE OR AROUSING RESENTMENT
1. Begin with praise and honest appreciation.
2. Call attention to people's mistakes indirectly.
3. Talk about your own mistakes before criticising the other person.
4. Ask questions instead of giving orders.
5. Let the other person save face.
6. Praise the slightest improvement and praise every improvement. Be 'hearty in your approbation and lavish in your praise.'
7. Give the other person a fine reputation to live up to.
8. Use encouragement. Make the fault seem easy to correct.
9. Make the other person happy about doing the thing you suggest.
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706 people found this helpful
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Reviewed in India on 9 September 2018
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335 people found this helpful
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Reviewed in India on 2 October 2018
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5.0 out of 5 stars 70 rs me lakho ka gyan mil rha hai bhai
By Ayush singh panwar on 2 October 2018
Best book REALLY helpful and some thing we can easily improve by this book and my advice every student read this book
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209 people found this helpful
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Reviewed in India on 16 February 2018
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232 people found this helpful
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Reviewed in India on 23 April 2018
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Reviewed in India on 29 December 2018
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5.0 out of 5 stars NOT ENOUGH STARS
By SAINATH REDDY on 29 December 2018
A book every human should read once in life and apply in our daily conversations. Every part of it or I can say that every lesson of this book will work in every kind of relationship.
The following few are the things which I personally experienced and most of us do are:-
Hearty and Lavish in appreciation
Importance to once own name
Encouraging is far better than condemnation.
This book makes you to think in other people's perspective and how to get done your intended work from other people.
Thanks to Mr.Dale Carnegie for his works on personal communications and publishers of this book to sell in such an affordable price.
I already completed reading it twice and continuing reading to get all of it.
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55 people found this helpful
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Reviewed in India on 18 May 2018
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5.0 out of 5 stars A good to read to understand people's behaviour.
By Nizam Khan on 18 May 2018
A good book to read to understand people and act or behave in a way that we are that makes people be friendly and connected.
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52 people found this helpful
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Reviewed in India on 21 April 2019
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Top reviews from other countries

Chapman
1.0 out of 5 stars Hasn't worked
Reviewed in the United Kingdom on 30 March 2020
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441 people found this helpful
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Chris
5.0 out of 5 stars The only book that succeeded in leading me away from being lost in the social world.
Reviewed in the United Kingdom on 30 January 2017
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115 people found this helpful
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Csilla
4.0 out of 5 stars Handy tips
Reviewed in the United Kingdom on 14 May 2020
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4.0 out of 5 stars Handy tips
Reviewed in the United Kingdom on 14 May 2020
Everyone should read this book, it is very educational however the style in what it was written is a little bit out of date because the book was written in 1936. It gives you really good tips that you can use in your private life and in your work life as well.
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38 people found this helpful
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G Miteva
5.0 out of 5 stars If you only ever read one book - this is it!
Reviewed in the United Kingdom on 12 December 2017
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38 people found this helpful
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Heidi Shepherd
4.0 out of 5 stars Great book and still relevant even after all these years.
Reviewed in the United Kingdom on 1 September 2018
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22 people found this helpful
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