How to Win Friends and Influence People

First published in 1936, Dale Carnegie’s book How to Win Friends and Influence People launched the American self-help industry, sold over 30 million copies, and became a template for the thousands of self-improvement books that followed. It asserts that success with others depends on listening, showing appreciation, and empathizing with them. The book was revised in 1981; the 2020 eBook re-issue of that edition is the basis for this study guide.

The book is divided into four parts; in each, the author describes principles that lead to successful interactions with others. He cites the stories of people, both famous and ordinary, who practiced these principles and reaped great benefits. The chapters are short and pithy; each focuses on a specific technique and how to apply it when interacting with other people.

Part 1, “Fundamental Techniques in Handling People,” introduces the reader to three basic ideas for success with others: Don’t criticize them; show them honest appreciation; and find ways to give them what they want. 

Part 2, “Ways to Make People Like You,” contains six chapters that delve in detail into the mechanics of popularity. The first chapter recommends becoming genuinely interested in others.