Dale Carnegie developed this book out of the public-speaking and human-relations courses he taught to business people in New York. Its central claim is simple: people are driven by emotion and a desire to feel important, so anyone who learns to show genuine interest and appreciation will find cooperation far easier to obtain than by argument or criticism.
The book is organised as a series of short principles grouped into sections on handling people, making people like you, winning others to your way of thinking and leading change without giving offence. Each principle is backed by anecdotes about figures such as Abraham Lincoln and Theodore Roosevelt, along with stories from salesmen, managers and course participants.
Its plain, conversational style made it one of the best-selling nonfiction books of the twentieth century. Critics have called some of its advice manipulative, yet Carnegie repeatedly insists that flattery fails and only sincere interest works. The book remains a staple of sales training, management courses and self-improvement reading lists.
Book details
| Author | Dale Carnegie |
|---|---|
| First published | 1936 |
| Original language | English |
| Genre | Self-help |
| Type | Non-fiction |
| Pages (approx.) | 288 |
Themes
- Communication
- Persuasion
- Empathy
- Social skills
- Leadership
Who should read it
Salespeople, managers and anyone who feels awkward in social situations and wants practical rules for dealing with people.
If you liked this, try
- The 7 Habits of Highly Effective People
- Influence: The Psychology of Persuasion
- Never Split the Difference