Dale Carnegie This grandfather of all
people-skills book was
first published in 1937. It
was an overnight hit, eventually
selling 15 million
copies. How to Win Friends and Influence People is just as useful
today as it was when
it was first published, because Dale Carnegie had an understanding of
human nature that will never be outdated. Financial success, Carnegie
believed, is due 15 percent to professional knowledge and 85 percent to
"the ability to express ideas, to assume leadership, and to arouse
enthusiasm among people." He teaches these skills through underlying
principles of dealing with people so that they feel important and
appreciated. He also emphasizes fundamental techniques for handling
people without making them feel manipulated. Carnegie says you can make
someone want to do what you want them to by seeing the situation from
the other person’s point of view and "arousing in the other person an
eager want." You learn how to make people like you, win people over to
your way of thinking, and change people without causing offense or
arousing resentment. For instance, "let the other person feel that the
idea is his or hers," and "talk about your own mistakes before
criticizing the other person." Carnegie illustrates his points with
anecdotes of historical figures, leaders of the business world, and
everyday folks
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