This document summarizes Dale Carnegie's book "How to Win Friends & Influence People" which provides principles for effective communication and influencing others. It outlines techniques for handling people without criticism, giving appreciation, arousing interest, making people feel important, avoiding arguments, understanding others' perspectives, appealing to noble motives, and praising improvement. The overall message is that positive engagement, empathy, sincerity and making others feel good will help one develop relationships and achieve their objectives.

1. How to Win Friends & Influence
People by Dale Carnegie
A LESSON IN
COMMUNICATION
BookLeverageBlog.com
LEVERAGE:

2. “the ability to deal with people is as purchasable
a commodity as sugar or coffee. And I will pay
more for that ability than for any under the
sun.”
-John D. Rockefeller

3. Part One -
Fundamental Techniques in
Handling People

4. Section 1
• “If You Want to Gather Honey, Don’t Kick Over
the Beehive”
Principle 1: Don’t criticize, condemn or
complain.
Take-Away: Today’s enemy can be tomorrow’s
ally; treat accordingly

5. Section 2
• “The Big Secret of Dealing with People”
Principle 2: Give honest and sincere
appreciation.
Take-Away: They might not remember
everything, but they will remember
how you made them feel

6. Section 3
• “He Who Can Do This Has the Whole World
with Him. He Who Cannot Walks a Lonely
Way”
Principle 3: Arouse in the other person an eager
want.
Take-Away: Help others get what they want and
you will get what you want

7. Part Two –
Six Ways to Make People Like You

8. Section 1
• “Do This and You’ll Be Welcome Anywhere”
Principle 1: Become genuinely interested in
other people.
Take-Away: You are only as interesting as the
interest you show in others

9. Section 2
• “A Simple Way to Make a Good First
Impression”
Principle 2: Smile.
Take-Away: You are only as happy as you want to
be. Show others how happy you are

10. Section 3
• “If You Don’t Do This, You Are Headed for
Trouble”
Principle 3: Remember that a person’s name is
to that person the sweetest and
most important sound in any
language.
Take-Away: How did you feel the last time
someone remembered your name
unexpectedly

11. Section 4
• “An Easy Way to Become a Good
Conversationalist”
Principle 4: Be a good listener. Encourage others
to talk about themselves.
Take-Away: Everybody has something to say, be
different and be the person that
listens

12. Section 5
• “How to Interest People”
Principle 5: Talk in terms of the other person’s
interests.
Take-Away: You may not be an expert in their
field of interest, but you can always
be interested

13. Section 6
• “How to Make People Like You Instantly”
Principle 6: Make the other person feel
important – and do it sincerely.
Take-Away: You know who you are; find out
about the other person and take the
time to find out who they are

14. Part Three –
How to Win People to Your Way of
Thinking

15. Section 1
• “You Can’t Win an Argument”
Principle 1: The only way to get the best of an
argument is to avoid it.
Take-Away: “Winning” an argument does not
make you a winner

16. Section 2
• “A Sure Way of Making Enemies – And How to
Avoid It”
Principle 2: Show respect for the other person’s
opinions. Never say, “You’re
wrong.”
Take-Away: People’s opinions are like their
children so treat them accordingly

17. Section 3
• “If You’re Wrong, Admit It”
Principle 3: If you are wrong, admit it quickly
and emphatically.
Take-Away: Don’t hide from your mistakes, they
will find you

18. Section 4
• “A Drop of Honey”
Principle 4: Begin in a friendly way.
Take-Away: Regardless of where you are going,
set the mood in a positive way to
start

19. Section 5
• “The Secret of Socrates”
Principle 5: Get the other person saying “yes,
yes” immediately.
Take-Away: A path of yesses will always lead to
success

20. Section 6
• “The Safety Valve in Handling Complaints”
Principle 6: Let the other person do a great deal
of the talking.
Take-Away: We have one mouth and two ears

21. Section 7
• “How to Get Cooperation”
Principle 7: Let the other person feel that the
idea is his or hers.
Take-Away: Do you want the credit or to get
things done

22. Section 8
• “A Formula That Will Work Wonders for You”
Principle 8: Try honestly to see things from the
other person’s point of view.
Take-Away: Forget walking a mile in their shoes,
just imagine for a second how things
might look to the person across
from you

23. Section 9
• “What Everybody Wants”
Principle 9: Be sympathetic with the other
person’s ideas and desires.
Take-Away: Remember when someone
mistreated your ideas and
desires…how did that feel

24. Section 10
• “An Appeal That Everybody Likes”
Principle 10: Appeal to the nobler motives.
Take-Away: We all know what fair play is

25. Section 11
• “The Movies Do It. TV Does It. Why Don’t You
Do It?”
Principle 11: Dramatize your ideas.
Take-Away: We all love a good story…do you tell
good stories

26. Section 12
• “When Nothing Else Works, Try This”
Principle 12: Throw down a challenge.
Take-Away: What did you do the last time
somebody told you it couldn’t be
done

27. Part Four –
Be a Leader: How to Change
People Without Giving Offense or
Arousing Resentment

28. Section 1
• “If You Must Find Fault, This Is the Way to
Begin”
Principle 1: Begin with praise and honest
appreciation.
Take-Away: Giving thanks always sets the right
tone

29. Section 2
• “How to Criticize – And Not Be Hated for It”
Principle 2: Call attention to people’s mistakes
indirectly.
Take-Away: People know when they have erred,
how you respond to it is the
teachable moment

30. Section 3
• “Talk About Your Own Mistakes First”
Principle 3: Talk about your own mistakes before
criticizing the other person.
Take-Away: Making yourself human in another
person’s eyes only adds to your
powers of persuasion

31. Section 4
• “No One Likes to Take Orders”
Principle 4: Ask questions instead of giving direct
orders.
Take-Away: The Socratic Method has many uses
(and many benefits)

32. Section 5
• “Let the Other Person Save Face”
Principle 5: Let the other person save face.
Take-Away: Letting a person keep their dignity is
a great gift that we should always be
looking to give

33. Section 6
• “How to Spur People On to Success”
Principle 6: Praise the slightest improvement
and praise every improvement. Be
“hearty in your approbation and
lavish in your praise.”
Take-Away: Positive feedback leads to positive
results

34. Section 7
• “Give a Dog a Good Name”
Principle 7: Give the other person a fine
reputation to live up to.
Take-Away: People will meet the expectations
we set for them

35. Section 8
• “Make the Fault Seem Easy to Correct”
Principle 8: Use encouragement. Make the fault
seem easy to correct.
Take-Away: The mindset you instill in another
will determine what they
accomplish

36. Section 9
• “Making People Glad to Do What You Want”
Principle 9: Make the other person happy about
doing the thing you suggest.
Take-Away: Show others what is in it for them
and you will leave a trail of satisfied
people