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How to Win Friends & Influence People

Written by: Dale Carnegie
Narrated by: Andrew MacMillan
Length: 7 hrs and 15 mins
Categories: Business & Money, Careers
4.5 out of 5 stars (2,191 ratings)

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Publisher's Summary

You can go after the job you want...and get it! You can take the job you have...and improve it! You can take any situation you're in...and make it work for you!

Simon & Schuster Audio is proud to present one of the best-selling books of all time, Dale Carnegie's perennial classic How to Win Friends and Influence People, presented here in its entirety.

For over 60 years the rock-solid, time-tested advice in this audiobook has carried thousands of now-famous people up the ladder of success in their business and personal lives.

With this truly phenomenal audiobook, learn:

  • The six ways to make people like you
  • The twelve ways to win people to your way of thinking
  • The nine ways to change people without arousing resentment

    And much, much more!

    There is room at the top, when you know...How to Win Friends and Influence People.

  • ©1936 Dale Carnegie; 1981 Donna Dale Carnegie and Dorothy Carnegie, all rights reserved; 1964 renewed Donna Dale Carnegie and Dorothy Carnegie (P)1988 Simon & Schuster Inc. All rights reserved. SOUNDIDEAS is an imprint of Simon & Schuster Audio Division, Simon & Schuster, Inc.

    What members say

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    • 4.5 out of 5 stars
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    • Overall
      4 out of 5 stars
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      4 out of 5 stars

    Things you probably need repeated

    If you ever wondered why it makes sense to be a good and positive person, this book will leave you with no doubt. You should be good and positive not only because it's righteous, but also because it leaves people no option except to like you in return.

    I was already on a bit of a forced-empathy tangent when I started listening -- I'm a touch aspy -- but this book has convinced me that it should be required reading prior to entering the workforce. So many lost years, and lost opportunities!

    Plainly performed, and very easy to understand.

    It's like life-improvement broccoli. It's not amazingly delicious, but it's good for you, and you know it, and you know you have to eat it, but you've left it until the end of the meal.

    It's time. Eat your broccoli. Listen to this book.

    14 people found this helpful

    • Overall
      2 out of 5 stars

    surprisingly predictable, far from groundbreaking

    "for there is nothing new under the sun" and this book is an excellent example of this. I was actually more turned off about the overwhelming praise and notoriety this book received after reading it's content, because of what it says about the people who love it. I'll explain. As hard as I had to try to stay awake through the archaic classical music segments between chapters, and the unfortunate yawn inducing quality of the narration, I managed to because I was so eager to understand these illicit secrets to winning friends and influencing people that had been so highly praised and in the words of the abstract; "who's principles stood the test of time". I mean it had to be good for people to still be reading it 50 years later right? Wrong, so wrong. You'll find throughout this book a collection of very basic, rudimentary, common sense, painfully obvious rules that I have a high degree of certainty you already know. Things like, smile, compliment people, don't critisize, be a good listener. All basic, absolutely nothing groundbreaking, and nothing you shouldn't have already known. Additionally, the book is filled with an abundance of exaggerated anecdotal stories (provided as key evidence) of people implementing these rules with drastic results; "I started smiling and I increased productivity in my company by 200% in 1 month" "I asked my sales associates what they wanted and they offered to work twice as hard for twice as long" "I took an interest in someone's stamp collection and got a new best friend and a $90,000 contract!". C'mon! These stories are laced throughout the book in the format of rule, stories, more explanation of the rule, more stories, next rule. It quickly becomes repetitive and cumbersome. The advice of this entire book can be summed up into "treat others as you would like to be treated". And so it is mind boggling and quite disheartening to me that a) there was such an abundance of people who didn't know this basic principle that it made this book into a best seller & b) people still regard this as a life changing read. It's not, skip it. Of course it's still good advice but if you're actually shocked about and haven't used any techniques in this book already, reading is the least of your worries.

    134 people found this helpful

    • Overall
      4 out of 5 stars
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    Great advice

    Great advice worth the Second purchase however the music in between chapters was killing my ears!

    10 people found this helpful

    • Overall
      5 out of 5 stars

    Best book to listen

    Loved IT and it has lots of information to learn. Overall the best book. worth it

    1 person found this helpful

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    Fantastic book

    I liked how I was able to apply every aspect of this book to my everyday life. I believe every individual should read this book to allow themselves to communicate and come off nicer.

    I also like how well the speaker was at emphasizing everything in its appropriate context!

    1 person found this helpful

    • Overall
      4 out of 5 stars
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    All management, still one of the best reads

    Great book, still one if not the best book of its kind. Recommend reading for all supervisors to CEO.

    1 person found this helpful

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    • BK
    • 2019-07-10

    Helped with my anxiety disorder

    I've always been an anxious person. Concerned with everything I said or did. This book helped me realize that people didn't focus on things I said or did but were more worried about themselves and what they wanted. So, I learned that if I take about them and their needs, wants and desires that they were happy with our conversations. I now don't have to worry about what people think about me because they are most happy when I focus on them.

    1 person found this helpful

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      5 out of 5 stars
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    Book absolutely lives up to the reputation.

    Book absolutely lives up to its reputation. The narration was perfect for the style of content. If there is one book you get on audible, this should be it.

    5 people found this helpful

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      3 out of 5 stars
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    Good, I would have liked more specifics though.

    A compilation of stories about successful people and some of the techniques they used. I liked it but I’d like like it more if it went more specifically into sales and how to influence gate keepers, supply chain managers and perhaps engineers. I’ll keep searching for a book like that! :-)

    3 people found this helpful

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      5 out of 5 stars
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    Great book for perfecting your people skills

    This book gives very clear and actionable suggestions on how to improve your social skills and in turn, improve your career! I like how each set of skills is summarized at the end of the section. Definitely a book I will refer to throughout my life! The narrator is soothing and enjoyable to listen to!

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      5 out of 5 stars
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    • Ralph
    • 2011-10-21

    This is well worth listening too! Main points are.

    Here are the main points of the book.

    Fundamental Techniques in Handling People
    1. Don't criticize.
    2. Give honest and sincere appreciation.
    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 a person's name.
    4. Be a good listener. Encourage others to talk about themselves.
    5. Talk in terms of the other person's interests.
    6. Make the other person feel important - and do it sincerely.

    ✦ 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 are 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. Dramatize your ideas.
    12. Throw down a challenge.

    ✦ Be a Leader
    1. Begin with praise and honest appreciation.
    2. Call attention to people's mistakes indirectly.
    3. Talk about your own mistakes before criticizing the other person.
    4. Ask questions instead of giving direct orders.
    5. Let the other person save face.
    6. Praise the slightest improvement and praise every improvement.
    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.

    Thanks Ralph

    4,063 people found this helpful

    • Overall
      5 out of 5 stars
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    • Michael
    • 2017-12-20

    Oldy but a Goody

    I read a lot of self help books and find most of them silly, formulaic, and/or unrealistic. This is perhaps the best self help book I have read, and was one of the first of the modern era. The tone is very straightforward and practical with enough detail to be useful but not at all boring. The suggestions seem trivial, yet, as the author points out repeatedly, they are actually unnatural to the vast majority and seldom practiced successful without attention and effort.

    This books is dated (referring to contemporary characters that are no longer contemporary and may not be recognized by younger readers) but this does not distract very much from the core message of the book. See Ralph's review for an excellent outline of the suggestions in this book.

    This book had leaped to the top of my favorite self help books, which also include Critical Conversations and Stumbling on Happiness. Most other self help books are either intrinsically worthless or subsumed by one of the above.

    The narration was just about perfect with a very clear delivery and excellent positive tone without any sappiness.
    I highly recommend this book to anyone, particularly young adult readers.

    Fundamental Techniques in Handling People
    1. Don't criticize.
    2. Give honest and sincere appreciation.
    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 a person's name.
    4. Be a good listener. Encourage others to talk about themselves.
    5. Talk in terms of the other person's interests.
    6. Make the other person feel important - and do it sincerely.

    ✦ 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 are 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. Dramatize your ideas.
    12. Throw down a challenge.

    ✦ Be a Leader
    1. Begin with praise and honest appreciation.
    2. Call attention to people's mistakes indirectly.
    3. Talk about your own mistakes before criticizing the other person.
    4. Ask questions instead of giving direct orders.
    5. Let the other person save face.
    6. Praise the slightest improvement and praise every improvement.
    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.

    160 people found this helpful

    • Overall
      5 out of 5 stars
    • Jim
    • 2004-09-21

    The Reference Manual of Human Relations

    The fact that this book was published in 1936 and is still a top seller today says a lot more than I can manage to convey in this review.

    The book is filled with sound practical advice. It is probably the best book ever written on human relations. Anyone and everyone should find it to be a valuable guide, whether in personal, family, or business relationships. Despite the title, which some may consider overly aggressive by todays'standards, the practices discussed in the book are in no way manipulative. To the contrary, this book helps you learn the art and skill of conversation and persuasion through attentiveness to, and consideration of others.

    This is not a story that you listen to once and get rid of it. It is a reference manual that you will be able to use and refer to for years to come. I own it in hardback, as well as on cassette (remember those?) so I was excited to see a digital version made available from Audible. I bought it immediately and now look forward to being able to enjoy it again and again on my MP3 player.

    614 people found this helpful

    • Overall
      5 out of 5 stars
    • Anon
    • 2004-10-03

    Don't judge by the title

    The title doesn't do it justice. I was half expecting some slimeball manual of how to fake being a sympathetic person. On the contrary, this is a classic. Its message is that if you want to do well with people, you'd better become interested and considerate and pleasant to be around. The book tells you how, over and over, with principles and examples and anecdotes.

    The book was written in 1936 and listening to the audio version is rather like watching an old black and white movie. It's a little corny nowadays, but in an extremely charming way. I found myself enjoying the politeness of a byegone age and looking forward to the next installment.

    After listening once and becoming inspired, I requested a job upgrade, and my boss was smiling as he agreed. Wow! I was so shocked that I think I instantly forgot everything I learned. You bet I'll be coming back to study this one.

    308 people found this helpful

    • Overall
      5 out of 5 stars
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    • aaron gilbert
    • 2014-04-18

    Manipulation

    What made the experience of listening to How to Win Friends & Influence People the most enjoyable?

    The stories throughout the book used as examples are quite entertaining.

    Who was your favorite character and why?

    The author is the main character and following him in the book makes him automatically my favorite.

    What about Andrew MacMillan’s performance did you like?

    Mr. MacMillan did a really good job. It seemed to me to be that perfect blend of performance and staying out of the way of the content.

    What did you learn from How to Win Friends & Influence People that you would use in your daily life?

    Absolutely. This book is chocked full of useful information designed to make life easier,better, and more fulfilling.

    Any additional comments?

    Mr. Carnegie is really good at what he does. Looking back I noticed that while the book does offer what is promised in the title it is not in my opinion the main punch of the lesson. The content is really more about teaching how to be better to our fellow man. I now see there is a wonderful level of manipulation in just about every aspect of this one. In other words he even manipulated me to pick up this book.

    11 people found this helpful

    • Overall
      5 out of 5 stars
    • Steve
    • 2005-11-24

    Living Proof of its Sucess

    I was given a copy of this book when I was 17 years old, by my friend "Mad Harry". In it he wrote "Call me when you are Famous". Well I am not famous, but did get to be a director of a large company in my mid 30's, and I have to say, without this book, I doubt if I would have made it. I am known for getting things done with minimum conflict. Listen to this, it is very polite and old fashioned now, but the principles of how to deal with people are every bit as valid as when this wonderful book was written.

    So.............

    Call me when you are famous!

    S

    163 people found this helpful

    • Overall
      5 out of 5 stars
    • Christopher
    • 2004-10-25

    Simply wonderful

    Sometimes the classics just can't be beat. I took the Dale Carnegie course, and this book was required reading. It completely changed the way I deal with people, and the overall effect is astonishing. After reading the book, you'll be astonished as to how common-sensical the teachings are, but boy do they work.
    I've had at least ten occasions over the past year where I had to deal with very difficult people who were bent on starting a fight or argument. When we were finished, in each case the other person heartily apologized for their behavior and thanked me for keeping a cool head about things. Most importantly though, is that I approached each of these encounters with the utmost confidence that I could handle this person, and this situation. I didn't feel even the slightest bit nervous or afraid. To encounter these types of situations feeling calm and confident is a rare gift that I now have. There is no way to put a price tag on that.
    I plan to listen to, and read this book many times over my life. The lessons are invaluable. Don't wait another day before learning the secrets contained in this book.

    133 people found this helpful

    • Overall
      3 out of 5 stars
    • Patrick
    • 2005-07-02

    Unabridged mabe not

    Made some good points and good advice but I felt that I should have bought the abridged version the unabridged make its point then makes it again and again

    6 people found this helpful

    • Overall
      5 out of 5 stars
    • George Walford
    • 2005-01-04

    I should have read this years ago!

    If you don't need this book, then chances are you don't talk to people. You do talk to people right? This book is well worth your time, if you don't learn anything from it then you probably have people skills to rival those of Charles Schwab or Abe Lincon.

    I had heard about this book for years in various circles, in fact, I was even amused when it was referenced in the game "Baldurs Gate". I knew about it, yet I never took the time to read it. Well, I have now listened to it twice, and it will certanly get a third listening. I can't believe that I got this far in life and was unaware of some of the simple people skills presented in this work. Fortunately, I have done some of them naturally, and some have developed over time as I have grown up - still, had I had this book 20 years ago my life would have been a whole lot easier.

    This book is not filled with "tricks" to get people to like you, rather, it is how to develop your own character so that people like you naturally, and you like them naturally as well. No "tricks" involved, but it certanly gives you better insight into the nature of people, and I can testify that it works incredibly well.

    103 people found this helpful

    • Overall
      5 out of 5 stars
    • Tonny
    • 2010-02-01

    Highly Recommended

    A nice selection of social skills to improve the quality of your life.

    5 people found this helpful

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      1 out of 5 stars
    • Amel
    • 2016-03-22

    livre audio incomplet

    le livre est interessant mais cette version ne contient pas tout les chapitres sencés y être... très deçue

    21 people found this helpful

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    • Iliase
    • 2020-04-30

    Très bon livre

    Livre bien construit et agréable à suivre. Les principes sont bien amenés grâce à des anecdotes qui apportent du contexte. Le tout est résumé à la fin de chaque chapitre de façon concise sous forme de maximes intemporelles.

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    • Utilisateur anonyme
    • 2020-04-08

    Extremely great!

    This audio was a pure delight! This is a book every human being should know. We find so many great principles. Do not hesitate to purchase this Book.

    • Overall
      5 out of 5 stars
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    • Maxime Lanoy
    • 2019-10-08

    Best business book for open-mindedness

    You can find some common sense or not, this is just one of the most insightful books I've ever read. Not only it's clear the way principles are explained but each of them is supported by a real life example.

    • Overall
      5 out of 5 stars
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    • Canon
    • 2019-01-26

    Great book

    Great book, you can apply every lesson directly to your business or daily life. I recommend it to everyone.

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    • Utilisateur anonyme
    • 2018-09-06

    A revelation

    Great narration and great content. A truly enjoyable and interesting experience, I'll recommend it without hesitation.