How to Win Friends and Influence People by Dale Carnegie [Book Summary]

Do you find it difficult to be friends with others at times? Or you discuss with other people and cannot be successful in winning them to the manner of consideration? Do you sense as though your intercourse with your coworkers and customers could get better?

Search no more– the precise guideline to defeating these distresses is presented to you.

These chapters have key methods shown with the self-development masterwork of Dale Carnegie.

By making use of these basic, concrete methods, you will turn out a more amiable, convincing, and influential individual, leader, and professional.

Therefore, let’s get into action. Read it to learn the untold facts that have already assisted lots of individuals.

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Chapter 1 – Do not criticize people when you would like others to find you likable.

Bob Hoover, a popular airship test pilot, was going on his way back to San Diego for an air demonstration when suddenly two of the devices stopped working. With some extraordinary hovering, he could put the plane down safely, rescuing those inside the plane. Unluckily, the airship was severely ruined.

The cause for the disturbing failure of the engine was that a second world war prop aircraft had been mistakenly given fuel for jets.

In the airfield, Hoover met the technician who had mistakenly done that. The teenage guy was crying, understanding how angry Hoover might be due to the crash of the high-priced airship and the risk put to the 3 individuals in the airship.

Therefore, did Hoover shout at him? Reprimand? Criticize?

He didn’t. As a matter of fact, he mentioned that to show his trust in the technician having grasped his lesson, Hoover would prefer the exact technician to serve his airship the following day.

The cause for Hoover’s kindness was maybe that he understood a thing that psychology specialist Skinner had found long ago: living beings awarded for the good act will learn very well than living beings that are penalized for wrong actions.

The same applies to humans: finding their faults will not inspire them to alter their actions since they’re not mainly acting with minds, however, with feelings. Therefore, the individual you denounced will not really pay attention to the things you explain. They will only feel as if you are attacking them, and their instinctive reply would be digging in and defending themselves.

Although criticizing might allow you to release what is inside yourself, when you think about the long duration, it only makes other people dislike you more.

A lot of successful people really realized it to be a routine to never publicly criticize others. For example, Benjamin Franklin asserted that the key to his achievement was “speaking bad for no one.”

Abraham Lincoln grasped this too. He was criticizing his rivals publicly until a day his condemnation really offended a person that he wanted a duel with a saber! This was just canceled at the final moment, and from that point onward, he stopped publicly criticizing others. Also, while there was a Civil War, Lincoln renownedly told the people who spoke unpleasant about Southern people, “Do not condemn these people; they’re only what everyone would become when faced with the exact situations.”

Criticizing a person is easy; however, it needs an identity to be considerate and to pardon other people for their errors and mistakes.

Therefore, when you would like other people to love you, ponder on the reason for their actions, acknowledge their flaws, and get used to not reprimanding them publicly.

Chapter 2 – When you would like favors from other people, demonstrate your commendation regularly and let them sense significance.

A powerful driver of human actions is the wish to be recognized by other people; all of us like being praised and seeing that we are doing great work.

Few people even assert that the entire civilization eventually depends on the human wish to be significant. Our desire for confirmation and compliment makes us reach the highest peaks, author books, and establish successful businesses.

Nobody is insusceptible to this yearning for significance and appreciation. Think of George Washington as been incomplete to have  “His Prepotency, the Chairman of the US.”

However, you don’t have to give a person a glittering title to display your commendation. It is okay to make use of simple words such as “Thanks” and “Sorry,” at the same time giving genuine, sincere compliments.

Do not exaggerate with pretentious praise, or they can sense it is fake. Rather, pause for a while and concentrate on the correct facts of the individuals you are talking with.

Furthermore, ensure to let the individual sense significance. In order to have the appropriate mindset, attempt considering similar to Emerson, the person that mentioned that everybody he came across was somehow higher-level than him; therefore, there was usually a thing for learning from other people and something to appreciate as well.

Or consider the Golden Principle: behave as you desire people to behave to you.

Therefore, when next you come across an exhausted, disgusted, undervalued worker somewhere, attempt to make their day feel good with some commendation. For example, the author, one time wished to enliven a tired postal worker, and therefore he told, “I definitely wish I possessed hair like yours.”

With this unforeseen praise, the employee’s face brightened straightaway, and they had a pleasant discussion.

Leave small traces of commendation similar to this behind you and you will be shocked to realize how favorably others behave when their yearning for appreciation is met. You’ll immediately become a person whom people like and love working with. Also, most importantly, you will have a favorable effect on those people that surround you.

Chapter 3 – Smile, if you wish to have a nice initial impression.

One time, William B. Steinhardt, a stockbroker based in New York, chose to attempt a novel thing with the writer’s suggestion. Formerly a notorious grumpy person who barely smiled during his professional or personal life, Steinhardt dedicated himself to just smiling more frequently by having a motivating speech to himself in front of the mirror in the morning the experiment started.

He started every day by saluting his partner with a big smile, after that smiling to the doorkeeper of the building, and smiling to the clerk of the subway counter, then merchants on the merchant floor and coworkers at his workplace.

The outcome?

People started smiling back as well. Around his house, Steinhardt mentioned that they are happier during the initial 2 months of trying this out than the whole year prior to it. Also, he discovered that at his place of work, grievances and complaints were really easy to handle, getting him more pay than before. In a nutshell, he was a wealthier, more delighted person.

As this example reveals, a smile has a lengthy path. 

If a person we’ve only met smiles, we have the tendency to instantly like them. For example, a newborn’s smile lets us sense warmth and coziness inside straightaway, also watching a dog swinging his tail with complete liking when he sees us.

Therefore, if you wish to be immediately likable for someone, reveal to them that you are delighted to have the sight of them with your smile. When they notice you are happy to see them, they cannot avoid being happy as well.

Also, like it was not a really big advantage by itself, psychologists as well have discovered a favorable complication of smiling: smiling looks like the association between positive feelings and smiling has not been a one-sided thing; intentionally smiling can bring about positive feelings, just like how positive feelings may guide to a smile.

Meaning, although a smile doesn’t cost anything, you can make use of a smile to raise your spirit and the spirit of others as well. Win-win!

If you desire smiling more, however, you do not sense it, attempt to force yourself: hum, sing, or whistle a song! Behave like you are cheerful already and you would immediately see yourself getting happier.

Chapter 4 – Someone’s name has been the most pleasant sound they are familiar with.

Jim Farley father’s died when he was 10 years. He was the most elderly guy in his family, he worked at the brickyard in order to assist in paying invoices. In spite of never getting a lot of education, when he reached forty-six, Jim had already been a General Postmaster and the Democratic Committee’s Chairman.

Therefore, the thing that was the key to the achievement?

Farley understood really early that individuals are more attentive to their names than any other name in the whole world. Remembering and making use of someone’s name has been a delicate yet strong method to influence them, and that was a thing Farley was extremely skilled at. At the time the writer questioned if that was correct that he was able to recall the initial names of ten thousand individuals, Farley put him right and said that he was able to mention fifty thousand individuals by their initial names!

Likewise, Roosevelt was famous among his entire personnel since he made it a routine of greeting every one of them with their initial names. Also, he intentionally gave time to pay attention to those people and attempted to recall the things they mentioned so he might go back to that after. He appreciated others by doing that, and he obtained a lot back in response.

Therefore, in order to a person’s favor make sure you recall their initial names and make use of it in discussion all the time. frequently.


The French Emperor, Napoleon III was vain that a method that enabled him to recall the names of all the people he came across:

Make sure you get the names at the time of the initial discussion and tell them to repeat it or even spell it out if required. Repeating it to the individual several times to relate it with that individual you are speaking with. Lastly, when you are on your own, jot it somewhere to push your memory.

Also, you don’t have to quit recalling someone else’s names. The writer made it his routine to know the dates of births of individuals he came across in order for him to send those people a card or telegram for congratulating them. You may think of how admired the receivers must’ve felt, particularly when regularly the writer had been just the only person that recalled!

Chapter 5 – When you wish to be fascinating, you have to become a nice listener and sincerely interested in other people.

One time, the author went for a celebration in NYC where he came across a botanist. The author has never come across a botanist before, the writer paid attention to that botanist for hours, captivated by the explanations of foreign sprouts and investigations. After, the botanist said to the party-giver what a “fascinating orator” the writer had been.

However, the truth was, the writer hardly mentioned anything. He was only a nice, excited listener.

Therefore, as it is, the key to being fascinating is basically being interested in other people.

All of us love nice listeners, particularly when they inspire us to talk about ourselves.

However, what is the reason for this?

The NY Telephone Corporation did research about the most commonly used phrases in telephone discussions. Can you predict the word that was the number one?


People are usually concerned about mentioning themselves and that is the reason we’re constantly delighted to meet a person that is interested in them.

Therefore, if you wish to become likable and fascinating, quit speaking and only listen. Inquire other people regarding themselves and inspire them to talk in detail.

When talking, the majority of the people are really concerned about the things they themselves would like to mention following that these people hardly even hear others in front of them.

Really listening entails having an aware attempt to provide the individual in front of you your complete awareness. In addition, the advantages of this method are huge.

For instance, Sigmund Freud was well-known for his ability to listen. He outshined at displaying people how fascinating he noticed everything they mentioned, and in response, they seemed totally comfortable showing even the most special feelings and lives to him.

Conversely, speaking about your life too much, not listening to other people, and regularly interfering with them would make you immediately disliked since these personalities show that you have been egocentric.

Therefore, attempt listening. Ask the other person questions about their achievements and ask about those people so they could discuss something they like, and you might be astonished at the profound attachments you may make.

Chapter 6 – Consider what other people want and discuss what’s significant to these individuals.

Would you love strawberries? Maybe.

However, assuming you were about to head fishing, do you put them on your hook?

Definitely not, since while fishing the things you like do not matter. What is important is the thing the fish likes.

Likewise, when you would like another person to make a thing, you are better when you consider it with their point of view: What can be the way you could persuade them to perform that?

For instance, the author reserved a hotel hall one time to throw a sequence of 20 classes at the time all of a sudden he was told that the cost of the ballroom would increase up threefold.

Understanding that he needed to consider the things the hotel’s administration desired, he wrote a message to these people, talking about the hotel’s advantages and disadvantages of raising their price. For instance, he mentioned that by increasing the cost, the ballroom would be free of charge for other occasions since the writer could not pay for the rent; however, conversely, they could miss out on the costless marketing campaign they got from the writer’s classes.

Due to that, the hotel rethought and just increased the cost by 50%.

A further important suggestion in getting a person’s approbation has been becoming informed and talking about topics that have been significant to them.

One time, a person called Edward Chalif wanted kindness. A huge rover was about to happen in Europe, but he required the chairman of a big business in the US to compensate for the expenditures of a participant.

Before his meeting with the president, Chalif learned that the chairman of this corporation possessed a framed million-dollar check and was obviously really happy about that. Fortified with this information, he welcomed the man; however, rather than beginning with the demand, Chalif inquired regarding that check: Was that correct? Could he perhaps observe that? He would definitely like to mention to his boy rovers that he had seen an actual million-dollar check!

The chairman of the corporation happily accepted, gladly repeating the tale of that check.

After, when Chalif talked about the issue of the gathering, the chairman agreed instantly to compensate for the expenditures of not just one rover but 5 rovers and to visit Paris individually to show the team around by himself.

As one may understand, humans become really keen on those people who talk about things that mattered to them, like their jobs, interests, or checks of one million dollars.

For another illustration, think of Theodore Roosevelt. Anytime he was meeting someone new, he carefully got ready for that gathering by learning about all the things he can regarding that individual’s concerns. He was aware that the way to anyone’s favor has been discussing the aspects they like the best.

And when you are not certain about what the other person likes, bear in mind that there’s a  subject anyone is concerned about: themselves. Like Disraeli mentioned, “Speak to others about them, and they would pay attention for hours.”

Chapter 7 – Evade every dispute– they could not be earned.

A person known as O’Haire joined the writer’s lectures one time. He had been a seller for White Motors and really susceptible to arguing. Certainly, he enjoyed a good dispute. When a customer mentioned anything aggressive regarding the motors, O’Haire immediately started a fierce discussion, which he regularly earned to his highest fulfillment. However, the issue was that in spite of these “wins” people were not really purchasing his motors.

You understand, wrangling with someone isn’t really reasonable. You lose the argument if you lose. However, when you have victory, others will hate you for hurting their pride; therefore, you would not really win them over.

Also, for 90% of the cases, the debate would just let others be more rooted in their view than they had been prior to that.

So, the only key is to evade such arguments from the beginning.

Therefore, the following moment you face contrariness to your opinions, don’t begin arguing to boost your opinions; however, rather, attempt to acknowledge the dispute as a positive thing that would bring a fresh viewpoint to your caution. Nevertheless, when 2 individuals concur on anything all the time, then an individual from these two is unnecessary.

Also, be certain to suspect the first reply that comes up since it’s typically an intuitively guarding one. In anything you make, manage your anger!

Pay attention to the things your adversary has to tell with no opposition or objection and commit to cautiously observe their feelings. Attempt to see aspects that you agree with that person and think about these aspects while at the same time freely acknowledging when you have errors. This will assist limit your adversary’s guard.

Afterward, appreciate your adversary. In the end, you might just as simply consider them like a peer who deeply cares about the subject in front of you and would like to assist you to get the appropriate outcome.

Lastly, suggest meeting again at some other moment to let both individuals ponder on it during that time. In this time, inquire inside if your adversary might be correct and if your response is truly likely to yield the outcomes you want.

By remembering these points, you can evade pointless arguments.

O’Haire as well learned to evade disputes, and the following moment a client said that he liked other brands of motors, O’Haire basically agreed. Of course, this was difficult for the client to continue arguing, and therefore the discussion could afterward be diverted toward the things that were nice regarding White motors. Due to that, O’Haire was the top seller of this corporation.

Chapter 8 – Do not tell people they are incorrect; they would just hate you.

At times Benjamin Franklin had been a teenager, he had notably been prejudiced and susceptible to oppose the people who didn’t agree with him. On one occasion, a previous peer called him aside and told him that peers were leaving him due to that reason.

In spite of his carelessness in these times, Franklin had been clever enough to pay attention and realized it was a routine never to publicly attack others. Also, he even chose to totally take out some words such as “undoubtedly” and “certainly” from the words he used since he thought these were really rigid and showed a stiff standpoint. Rather, he used words such as “I think up” or “I contemplate.”

Now you see, anytime you tell a person they are incorrect, you are essentially telling them that, “I am more intelligent than you.”

That has been a straight criticism of these people’s self-respect, and they would like to strike back since you’re obviously disrespecting their views.

Therefore, anytime you would like to show your disagreement to a person’s view, choose a paper from Franklin’s novel and evade complete words such as “It is obvious that…”, and “Clearly, the incidence is…”. Those reflect the transmission “I am more intelligent than you,”. Although you actually think you’re clever, you shouldn’t openly show this attitude.

When you would like to make the other party reexamine their thoughts, it is very influential to be modest and receptive. For instance, you might say, “I reasoned in another way; however, I may be mistaken. I’ve been incorrect really often; therefore, let’s consider the information once more with each other”.

When you put your disagreement similar to that, the opposite party is very less possible to attack or hate you prior to the opportunity to talk about your opinions. With a bit of chance, a smoother tactic will immediately change rivals into fellows, letting it likely transform their views.

Think of the tale of the way the writer appointed an internal designer to create certain clothes for his house. After, he was surprised by the amount of the invoice, and at the time he told the cost to a peer, she yelled that it was obviously an overcharged invoice. The author justified his actions since he felt insulted, clarifying that the expensive price was a sign of quality.

However, at the time another peer came by and sprouted compliments for those curtains, the writer could accept that he truly sensed he had been overcharged and got sorry for the payment.

This positive tactic really unguarded him that he easily accept his error.

Chapter 9 – Anytime you’re incorrect yourself, accept it immediately.

One time, the writer was walking Rex, his dog, out in a close forest. Rex loved to run independently and therefore he wasn’t putting on a leash or muzzle. Unluckily, they met a policeman who harshly said to the writer that it was illegal; however, this one time he’d leave them with a notice.

The writer complied with him; however, Rex did not like the mouthpiece; hence very soon they went back to previous habits. Again, that same policeman saw them once more.

At that moment, even prior to the policeman said anything, the writer himself shows how deeply upset he had been, and how intolerable his offense was.

Usually, the policeman would have most likely gotten angry and given him a fine; however, owing to this honest acceptance of culpability, the policeman contrarily did: the policeman started disagreeing that the writer’s dog truly was not harming anyone, acknowledged Carnegie’s excuse and allowed them to go on their path.

The reality is, all of us have faults. And anytime you do that and a person is close to criticize you about that, there is a simple method to knock their grumble: accept your faults.

It assists since the other party was certainly planning to strengthen their self-respect by reprimanding you regarding the error; however, as soon as you accept your fault, the circumstance totally changes. Now, for you to feel significant, they won’t criticize you anymore; however, instead, they would demonstrate bounty by pardoning you. That is precisely why the policeman was really kind in the case of Rex.

Therefore, when next you know that you are faulty, accept it eagerly. That would bring in better outcomes, and you’ll see it’s really much more pleasant than needing to advocate yourself at the time others say your mistake.

Chapter 10 – For you to be persuading, begin with a sincere approach and get other people to tell “yes” as frequently as possible.

Rockefeller Jr. had been a very detested man around Colorado in the year 1915. Coal mine workers from Iron and Fuel Corporation of Colorado that Rockefeller ruled, had been on strive for more than 2 years wanting higher pays. The outcomes were terrible: multitudes were positioned and striker people had been killed.

Therefore, at the time Rockefeller needed to talk to the agents of these striker people, he must have been having damage for the way he might win over the people who just some days before would like to observe him dead.

He used a simple method: friendliness – his address shimmered with that. He stressed how honored and glad he had been to see them and the way it had been a significant moment of his life. Then, talked about them as close peers and that he had a lot of interests.

The outcomes?

The miners continued to the mine with no more word regarding the pay raise they were fighting for really angrily. As this illustration displays, friendliness may make others transform their views really influentially than clamor and rage; therefore, anything you are attempting to accomplish, be certain to begin in a sincere manner.

Another significant persuasion method is making people tell “yes” directly from the beginning.

Start by stressing the entire aspects of which you think in common with the person in front and inquire about things that make them say “yes” severally. See it as constructing momentum with billiard balls – that would be difficult for people to oppose the path following those “yeses.”

Conversely, you should evade making the opposite party say “no,” since they would be really hesitant to withdraw from this declaration as soon as it’s made.

Also, for individuals in sales, several “yeses” can lead to more sales.

Think of Eddie Snow’s tale, who backed the writer’s lectures. Mr. Snow had been fascinated with rental for spring from a hunter’s store; however, the seller said to him this cannot be done. But, then the seller starting receiving some “yeses.”

Seller: “Did you get a bow for rental prior to that?”

Snow: “Yes.”

Seller: “You most likely paid about $30 – $25?”

Snow: “Yes.”

Seller: “We own bow-sets that we sell for $34, therefore you might really purchase a range for only an additional $4.95 that the price of an individual rental, that is the reason we do not give rental anymore. Do you understand?”

Snow: “Yes.”

Snow didn’t just buy the bow; however, he also turned out to be a steady client of the shop.

Therefore, when next feel like saying to a person that they’re wrong, begin in a sincere manner and inquire about a simple inquiry that would make them say “yes.”

Chapter 11 – For you to change other people, begin with commendation and shower these people with more nonstop.

In 1896, at the time McKinley was contesting for president, a speechwriter made a marketing talk which he was aware would bring many critiques. The author clearly assumed that the talk was outstanding.

Therefore, McKinley wanted it to be rewritten; however, he would not like to hurt the person’s emotions or notch his eagerness.

Rather than beginning with a rejection, McKinley started by giving commendation, saying that the talk was superb and that it might be great for a lot of events. However, for this certain event, a different type of talk was required.

The outcome of this gentle beginning had been that the talk author’s eagerness was undimmed; however, he still headed back home and wrote the speech again along with McKinley’s ideas.

This story shows a significant warning: like how a shaver lathers someone’s face prior to shaving to allow the procedure to be easier, it is very easy for people to discern unpleasant aspects after getting commendation. Remember that anytime you want a person to have a transformation.

However, you should not end it at the first commendation. Make certain to stimulate the individual in front of you and commend them for each development they make, regardless of how little. This will encourage these people and let it look simple for these individuals to have the transformation.

Think of Keith Roper’s tale, who managed a printer store. On one occasion, he noticed first-rate material that was made by a fresh worker. The new worker, in this case, had therefore far appeared to behave poorly, and Roper, as a matter of fact, was thinking of ending his employment.

However, currently, Roper might go talk to the worker with genuine commendation. He didn’t only mention that the output was “nice,” he also got into the details about the reason it was first-rate and the thing this signified for his corporation. These types of details make commendation feel more genuine.

The outcome?

The employee’s attitude changed totally into a committed and trustworthy employee.

From this, you may notice, people’s skills weaken under criticism; however, they thrive under encouragement. Therefore, when next you want to transform somebody’s habits, be bountiful with your commendation.

Chapter 12 – While creating awareness of errors, do that indirectly and talk of your mistakes initially.

One day, while Schwab was wandering along with a steel mill, he saw a bunch of employees smoking directly beneath a “No Smoke” marker.

Rather than challenging these employees immediately regarding this violation, he gave everyone a cigarette and told them he preferred if they had cigarettes outside. Since he showed their mistake really tactfully, rather than criticizing them, these employees most likely sensed big respect and love for Schwab.

One can realize, Schwab understood that indirectly creating awareness of errors lets others really be more open to transforming their habits.

For doing this, the littlest transformations in your words can be okay. When next you think of beginning with commendation however afterward tell “…however…” and carrying on with the critique, consider the way you might frame the critique more gently using an “and.”

Like, rather than telling your kid: “Your marks seem good; however, your algebra could not be fixed,” attempt telling your kid “Your marks seem good, and when you continue studying algebra, it will immediately catch up!”

Additionally to that roundabout method, you’ll see individuals be more open when you start by mentioning your own errors.

For example, at the time Zerhusen found out that his son David, who was 15 years old, was smoking, Zerhusen did not ask the boy to quit. Rather, he told the way he had begun smoking earlier and turned out really dependent on nicotine that he could not quit, in spite of his bothersome and continuous cough. The outcome of talking about his own error initially was that his son thought about it again and had never begun smoking.

How to Win Friends and Influence People by Dale Carnegie Book Review

In order to be liked, smile, pay attention and recall the initial names of people. Individuals long for appreciation, therefore, pour them into it and discuss what’s significant to them. Evade arguments and don’t reprimand other people as it will not assist you to have what you would like. When you would like a person to transform, be extravagant and bountiful in your commendation, supporting them for each advancement they realize. Accept your own errors freely and just create awareness of the errors of other people indirectly.

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