How to Win Friends and Influence People

Criticizing others does not get desired results; it only fosters resentment and makes others feel humiliated. Instead, learn to get what you want by framing your approach around the needs of others. Demonstrate genuine compassion for the other person and structure your requests around satisfying the other person’s needs. Listen more and talk less, letting the other person dominate the conversation. Gain the influence of others by genuinely putting them first.

At one point in his salesman career, Dale Carnegie earned up to $500 weekly ($11,800 today). Yet, Carnegie walked away from sales in pursuit of a career in public speaking, becoming a renowned lecturer delivering talks to packed houses (including once at Carnegie Hall). The highlight of his career was the publication of his lecture content into what would become the bestseller How to Win Friends and Influence People. At the time of his death in 1955, this career-defining work had sold five million copies and was available in 31 languages.