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How To Win Friends And Influence People By Dale Carnegie (Audiobook) – Transcript
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- Dale Carnegie notes that about 85 percent of financial success in engineering is due to skill in human engineering, personality, and leadership ability.
- The first fundamental technique in handling people is not to criticize, condemn, or complain.
- Dale Carnegie outlines twelve principles for changing people without giving offense or arousing resentment.
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Simon and Schuster audio presents How to Win Friends and Influence People by Dale Carnegie read by Andrew McMillan how this book was written and why during the first 35 years of the 20th century the publishing houses of America printed more than a fifth of a million
different books most of them were deadly dull and many were Financial failures many did I say the president of one of the largest publishing houses in the world confessed to me that his company after 75 years of publishing experience still lost money on seven out of every eight books it published why then did I have the temerity to write another book and after I had
written it why should you bother to read it fair questions both and I'll try to answer them I have since 1912 been conducting educational courses for business and professional men and women in New York at first I conducted courses in public speaking only courses designed to train adults by actual experience to think on their feet and express their ideas with more clarity more Effectiveness and more
Poise both in business interviews and before groups but gradually as the seasons passed I realized that as sorely as these adults needed training and effective speaking they needed still more training in the Fine Art of getting along with people in everyday business and social contacts I also gradually realized that I was sorely in need of such training myself
as I look back across the years I'm appalled at my own frequent lack of finesse and understanding how I wish a book such as this had been placed in my hands 20 years ago what a Priceless Boon it would have been dealing with people is probably the biggest problem you face especially if you're in business yes and that is also true if you are a housewife architect or engineer
research done a few years ago under the auspices of the Carnegie foundation for the advancement of teaching uncovered a most important and significant fact a fact later confirmed by additional studies made at the Carnegie Institute of Technology these investigations revealed that even in such technical lines as engineering about 15 percent of one's financial success is due to one's
technical knowledge and about 85 percent is due to scale in human engineering to personality and the ability to lead people for many years I conducted courses each season at the Engineers Club of Philadelphia and also courses for the New York chapter of the American Institute of electrical engineers a total of probably more than 1500 Engineers have passed through my classes
they came to me because they had finally realized after years of observation and experience that the highest paid Personnel in engineering are frequently not those who know the most about engineering one can for example hire mere technical ability in engineering accountancy architecture or any other profession at nominal salaries but the person who has technical knowledge plus
the ability to express ideas to assume leadership and to arouse enthusiasm among people that person is headed for higher earning power in the Heyday of his activity John D Rockefeller said that the ability to deal with people is as purchasable a commodity as sugar or coffee and I will pay more for that ability said John D than for any other Under the Sun wouldn't you suppose that every
College in the land would conduct courses to develop the highest priced ability under the sun but if there is just one practical Common Sense course of that kind given for adults and even one college in the land it has escaped my attention up to the present writing the University of Chicago and the United YMCA schools conducted the survey to determine what adults want to study that survey cost
twenty five thousand dollars and took two years the last part of the survey was made in Meriden Connecticut it had been chosen as a typical American town every adult in Meriden was interviewed and requested to answer 156 questions questions such as what is your business or profession your education how do you spend your spare time what is your income your
hobbies your Ambitions your problems what subjects are you most interested in studying and so on that survey revealed that health is the prime interest of adults and that their second interest is people how to understand and get along with people how to make people like you and how to win others to your way of thinking so the committee conducting this survey resolved to conduct such a course for
adults in Maryland they search diligently for a practical textbook on the subject and found not one finally they approached one of the world's outstanding authorities on adult education and asked him if he knew of any book that met the needs of this group no he replied I know what those adults want but the book they need has never been written I knew from experience that this statement was true for I myself had
been searching for years to discover a practical working handbook on human relations since no such book existed I have tried to write one for use in my own courses and here it is I hope you like it in preparation for this book I've read everything that I could find on the subject everything from newspaper columns magazine articles records of the family courts the writings of the old
philosophers and the new psychologists in addition I hired a trained researcher to spend one and a half years in various libraries reading everything I had missed plowing through erudite tomes on psychology pouring over hundreds of magazine articles searching through countless biographies trying to ascertain how the great leaders of all ages had dealt with people we read their biographies we read the
life stories of all great leaders from Julius Caesar to Thomas Edison I recall that we read over 100 biographies of Theodore Roosevelt alone we were determined to spare no time no expense to discover every practical idea that anyone had ever used throughout the ages for winning friends and influencing people I personally interviewed scores of successful people some of them world
famous inventors like Marconi and Edison political leaders like Franklin D Roosevelt and James Farley Business Leaders like Owen D young movie stars like Clark Gable and Mary Pickford and explorers like Martin Johnson and tried to discover the techniques they used in human relations from all this material I prepared a short talk I called it How to Win Friends and Influence People
I say short it was short in the beginning but it soon expanded to a lecture that consumed an hour and 30 minutes for years I gave this talk each season to the adults in the Carnegie Institute courses in New York I gave the talk and urged the listeners to go out and test it in their business and social contacts and then come back to class and speak about their experiences and the results they'd achieved what an interesting
assignment these men and women hungry for self-improvement were fascinated by the idea of working in a new kind of laboratory the first and only laboratory of Human Relationships for adults that had ever existed this book wasn't written in the usual sense of the word it grew as a child grows it grew and developed out of that laboratory out of the experiences of
thousands of adults years ago we started with a set of rules printed on a card no larger than a postcard the next season we printed a larger card than a leaflet then a series of booklets each one expanding in size and scope after 15 years of experiment and research came this book the rules we have set down here are Not Mere theories or guesswork they work
like magic incredible as it sounds I have seen the application of these principles literally revolutionized the lives of many people to illustrate a man with 314 employees joined one of these courses for years he had driven and criticized and condemned his employees without stint or discretion kindness words of appreciation and encouragement were
alien to his lips after studying the principles discussed in this book this employer sharply altered his philosophy of life his organization is now inspired with a new loyalty a new enthusiasm a new spirit of teamwork 314 enemies have been turned into 314 friends as he proudly said in the speech before the class when I used to walk through my
establishment no one greeted me my employees actually looked the other way when they saw me approaching but now they are all my friends and even the janitor calls me by my first name this employer gained more profit more Leisure and what is infinitely more important he found far more happiness in his business and in his home countless numbers of salespeople have sharply increased their sales by the use
of these principles many have opened up new accounts accounts that they had formally solicited in vain Executives have been given increased Authority increased pay one executive reported a large increase in salary because he applied these truths another an executive in the Philadelphia Gas Works company was slated for demotion when he was 65 because of his
belligerence because of his inability to lead people skillfully this training not only saved him from the demotion but brought him a promotion with increased pay on innumerable occasions spouses attending the banquet given at the end of the course have told me that their homes have been much happier since their husbands or wives started this training people are frequently astonished at the new results they achieve it all seems
like magic in some cases in their enthusiasm they have telephone me at my home on Sundays because they couldn't wait 48 hours to report their achievements at the regular session of the course one man was so stirred by a talk on these principles that he sat far into the night discussing them with other members of the class at three o'clock in the morning the others went home but he was so shaken by
a realization of his own mistakes so inspired by the Vista of a new and richer World opening before him that he was unable to sleep he didn't sleep that night or the next day or the next night who was he a naive untrained individual ready to gush over any new theory that came along no far from it he was a sophisticated blase dealer in art very
much the man about town who spoke three languages fluently and was a graduate of two European universities while writing this chapter I received a letter from a German of the old school an aristocrat whose forebears had served for Generations as professional army officers under the hohens his letter written from a transatlantic steamer telling about the application of these principles Rose almost to a religious
fervor another man an old New Yorker a Harvard graduate a wealthy man the owner of a large carpet Factory declared he had learned more in 14 weeks through this system of training about the Fine Art of influencing people that he had learned about the same subject during his four years in college absurd laughable fantastic of course you are privileged to dismiss this statement with whatever adjective
you wish I am merely reporting without comment a declaration made by a conservative and eminently successful Harvard graduate in a public address to approximately 600 people at the Yale Club in New York on the evening of Thursday February 23 1933 compared to what we ought to be said the famous Professor William James of Harvard compared to what we ought to be