{"@context":"https://schema.org","@type":"Book","@id":"https://readstacks.com/books/how-to-win-friends-and-influence-people/","url":"https://readstacks.com/books/how-to-win-friends-and-influence-people/","name":"How to Win Friends and Influence People","shortTitle":"How to Win Friends and Influence People","author":{"@type":"Person","name":"Dale Carnegie"},"isbn":"9780671027032","numberOfPages":34,"wordCount":13601,"timeRequired":"PT54.5M","datePublished":"2025-12-17T09:58:41Z","dateModified":"2025-12-17T13:14:16Z","publisher":{"@id":"https://readstacks.com/#organization","@type":"Organization","name":"Read Stacks"},"workExample":[{"@type":"Chapter","@id":"https://readstacks.com/books/how-to-win-friends-and-influence-people/chapter-1-if-you-want-to-gather-honey-dont-kick-over-the-beehive/","url":"https://readstacks.com/books/how-to-win-friends-and-influence-people/chapter-1-if-you-want-to-gather-honey-dont-kick-over-the-beehive/","name":"‘If You Want to Gather Honey, Don’t Kick Over the Beehive’","position":1,"wordCount":425,"timeRequired":"PT1.5M","abstract":"The first and most foundational principle of human relations is also the hardest to live by: don't criticize, condemn, or complain. Criticism is futile, Carnegie argued, because it puts a person on the defensive and usually makes them strain to justify themselves.","datePublished":"2025-12-17T10:00:23Z","dateModified":"2026-06-04T12:30:00"},{"@type":"Chapter","@id":"https://readstacks.com/books/how-to-win-friends-and-influence-people/chapter-2-the-big-secret-of-dealing-with-people/","url":"https://readstacks.com/books/how-to-win-friends-and-influence-people/chapter-2-the-big-secret-of-dealing-with-people/","name":"The Big Secret of Dealing with People","position":2,"wordCount":502,"timeRequired":"PT2M","abstract":"There is only one way to get anybody to do anything, Carnegie wrote: by making them want to do it. And the way to make a person want to do something is to satisfy the deepest urge in human nature — the craving to be appreciated, to feel important.","datePublished":"2025-12-17T10:00:23Z","dateModified":"2026-06-04T12:30:00"},{"@type":"Chapter","@id":"https://readstacks.com/books/how-to-win-friends-and-influence-people/chapter-3-he-who-can-do-this-has-the-whole-world-with-him-he-who-cannot-walks-a-lonely-way/","url":"https://readstacks.com/books/how-to-win-friends-and-influence-people/chapter-3-he-who-can-do-this-has-the-whole-world-with-him-he-who-cannot-walks-a-lonely-way/","name":"‘He Who Can Do This Has the Whole World with Him. He Who Cannot Walks a Lonely Way’","position":3,"wordCount":465,"timeRequired":"PT2M","abstract":"The third fundamental principle answers the question of how to actually move people: arouse in the other person an eager want. He who can do this has the whole world with him; he who cannot walks a lonely way.","datePublished":"2025-12-17T10:00:23Z","dateModified":"2026-06-04T12:30:00"},{"@type":"Chapter","@id":"https://readstacks.com/books/how-to-win-friends-and-influence-people/chapter-4-do-this-and-youll-be-welcome-anywhere/","url":"https://readstacks.com/books/how-to-win-friends-and-influence-people/chapter-4-do-this-and-youll-be-welcome-anywhere/","name":"Do This and You’ll Be Welcome Anywhere","position":4,"wordCount":412,"timeRequired":"PT1.5M","abstract":"The way to make friends and win people, Carnegie taught, is to become genuinely interested in other people. You can win more friends in two months by becoming interested in other people than you can in two years by trying to get other people interested in you.","datePublished":"2025-12-17T10:00:23Z","dateModified":"2026-06-04T12:30:00"},{"@type":"Chapter","@id":"https://readstacks.com/books/how-to-win-friends-and-influence-people/chapter-5-a-simple-way-to-make-a-good-first-impression/","url":"https://readstacks.com/books/how-to-win-friends-and-influence-people/chapter-5-a-simple-way-to-make-a-good-first-impression/","name":"A Simple Way to Make a Good First Impression","position":5,"wordCount":431,"timeRequired":"PT1.5M","abstract":"The fifth principle is disarmingly small and enormously powerful: smile. Actions speak louder than words, and a smile says, \"I like you. You make me happy. I am glad to see you.\" It costs nothing but creates much; it enriches those who receive it without…","datePublished":"2025-12-17T10:00:23Z","dateModified":"2026-06-04T12:30:00"},{"@type":"Chapter","@id":"https://readstacks.com/books/how-to-win-friends-and-influence-people/chapter-6-if-you-dont-do-this-you-are-headed-for-trouble/","url":"https://readstacks.com/books/how-to-win-friends-and-influence-people/chapter-6-if-you-dont-do-this-you-are-headed-for-trouble/","name":"If You Don’t Do This, You Are Headed for Trouble","position":6,"wordCount":502,"timeRequired":"PT2M","abstract":"The third way to make people like you is to remember and use their name. A person's name, Carnegie wrote, is to that person the sweetest and most important sound in any language. We are so proud of our own name that we strive to…","datePublished":"2025-12-17T10:00:23Z","dateModified":"2026-06-04T13:00:00"},{"@type":"Chapter","@id":"https://readstacks.com/books/how-to-win-friends-and-influence-people/chapter-7-an-easy-way-to-become-a-good-conversationalist/","url":"https://readstacks.com/books/how-to-win-friends-and-influence-people/chapter-7-an-easy-way-to-become-a-good-conversationalist/","name":"An Easy Way to Become a Good Conversationalist","position":7,"wordCount":467,"timeRequired":"PT2M","abstract":"The fourth way to make people like you is to be a good listener and encourage others to talk about themselves. The easy way to become a good conversationalist, Carnegie argued, is paradoxically to say very little — to ask questions that the other person…","datePublished":"2025-12-17T10:00:23Z","dateModified":"2026-06-04T13:00:00"},{"@type":"Chapter","@id":"https://readstacks.com/books/how-to-win-friends-and-influence-people/chapter-8-how-to-interest-people/","url":"https://readstacks.com/books/how-to-win-friends-and-influence-people/chapter-8-how-to-interest-people/","name":"How to Interest People","position":8,"wordCount":441,"timeRequired":"PT2M","abstract":"The fifth way to make people like you is to talk in terms of the other person's interests. The royal road to a person's heart, Carnegie taught, is to talk about the things they treasure most.","datePublished":"2025-12-17T10:00:23Z","dateModified":"2026-06-04T13:00:00"},{"@type":"Chapter","@id":"https://readstacks.com/books/how-to-win-friends-and-influence-people/chapter-9-how-to-make-people-like-you-instantly/","url":"https://readstacks.com/books/how-to-win-friends-and-influence-people/chapter-9-how-to-make-people-like-you-instantly/","name":"How to Make People Like You Instantly","position":9,"wordCount":459,"timeRequired":"PT2M","abstract":"The sixth and final way to make people like you is the one Carnegie called the most important law of human conduct: make the other person feel important — and do it sincerely. Almost everyone you meet feels superior to you in some way, and…","datePublished":"2025-12-17T10:00:23Z","dateModified":"2026-06-04T13:00:00"},{"@type":"Chapter","@id":"https://readstacks.com/books/how-to-win-friends-and-influence-people/chapter-10-you-cant-win-an-argument/","url":"https://readstacks.com/books/how-to-win-friends-and-influence-people/chapter-10-you-cant-win-an-argument/","name":"You Can’t Win an Argument","position":10,"wordCount":512,"timeRequired":"PT2M","abstract":"Part Three of the book — winning people to your way of thinking — opens with a principle that sounds like a paradox: the only way to get the best of an argument is to avoid it.","datePublished":"2025-12-17T10:00:23Z","dateModified":"2026-06-04T13:00:00"},{"@type":"Chapter","@id":"https://readstacks.com/books/how-to-win-friends-and-influence-people/chapter-11-a-sure-way-of-making-enemies-and-how-to-avoid-it/","url":"https://readstacks.com/books/how-to-win-friends-and-influence-people/chapter-11-a-sure-way-of-making-enemies-and-how-to-avoid-it/","name":"A Sure Way of Making Enemies – and How to Avoid It","position":11,"wordCount":430,"timeRequired":"PT1.5M","abstract":"The second principle of winning people to your way of thinking is to show respect for the other person's opinions and never say, \"You're wrong.\" Telling someone flatly that they are wrong, Carnegie warned, is a sure way of making an enemy — it strikes…","datePublished":"2025-12-17T10:00:23Z","dateModified":"2026-06-04T13:30:00"},{"@type":"Chapter","@id":"https://readstacks.com/books/how-to-win-friends-and-influence-people/chapter-12-if-youre-wrong-admit-it/","url":"https://readstacks.com/books/how-to-win-friends-and-influence-people/chapter-12-if-youre-wrong-admit-it/","name":"If You’re Wrong, Admit It","position":12,"wordCount":429,"timeRequired":"PT1.5M","abstract":"The third principle is the bracing complement to the second: if you are wrong, admit it quickly and emphatically. There is a certain degree of satisfaction in having the courage to admit one's errors. It not only clears the air of guilt and defensiveness, but…","datePublished":"2025-12-17T10:00:23Z","dateModified":"2026-06-04T13:30:00"},{"@type":"Chapter","@id":"https://readstacks.com/books/how-to-win-friends-and-influence-people/chapter-13-a-drop-of-honey/","url":"https://readstacks.com/books/how-to-win-friends-and-influence-people/chapter-13-a-drop-of-honey/","name":"A Drop of Honey","position":13,"wordCount":420,"timeRequired":"PT1.5M","abstract":"The fourth principle of persuasion is to begin in a friendly way. \"A drop of honey,\" Lincoln said, \"catches more flies than a gallon of gall.\" If you would win someone to your cause, first convince them that you are their sincere friend; that is…","datePublished":"2025-12-17T10:00:23Z","dateModified":"2026-06-04T13:30:00"},{"@type":"Chapter","@id":"https://readstacks.com/books/how-to-win-friends-and-influence-people/chapter-14-the-secret-of-socrates/","url":"https://readstacks.com/books/how-to-win-friends-and-influence-people/chapter-14-the-secret-of-socrates/","name":"The Secret of Socrates","position":14,"wordCount":422,"timeRequired":"PT1.5M","abstract":"The fifth principle is what Carnegie called the secret of Socrates: get the other person saying \"yes, yes\" immediately. When you begin a conversation, don't start by discussing the things on which you differ; begin by emphasizing — and keep emphasizing — the things on which you agree.","datePublished":"2025-12-17T10:00:23Z","dateModified":"2026-06-04T13:30:00"},{"@type":"Chapter","@id":"https://readstacks.com/books/how-to-win-friends-and-influence-people/chapter-15-the-safety-valve-in-handling-complaints/","url":"https://readstacks.com/books/how-to-win-friends-and-influence-people/chapter-15-the-safety-valve-in-handling-complaints/","name":"The Safety Valve in Handling Complaints","position":15,"wordCount":406,"timeRequired":"PT1.5M","abstract":"The sixth principle is to let the other person do a great deal of the talking. Most people, when trying to win others to their way of thinking, do too much talking themselves. Let the other person talk themselves out, Carnegie advised — they know…","datePublished":"2025-12-17T10:00:23Z","dateModified":"2026-06-04T13:30:00"},{"@type":"Chapter","@id":"https://readstacks.com/books/how-to-win-friends-and-influence-people/chapter-16-how-to-get-cooperation/","url":"https://readstacks.com/books/how-to-win-friends-and-influence-people/chapter-16-how-to-get-cooperation/","name":"How to Get Cooperation","position":16,"wordCount":475,"timeRequired":"PT2M","abstract":"The seventh principle of persuasion is to let the other person feel that the idea is theirs. People have far more faith in ideas they discover for themselves than in ideas handed to them on a silver platter, Carnegie observed.","datePublished":"2025-12-17T10:00:23Z","dateModified":"2026-06-04T14:00:00"},{"@type":"Chapter","@id":"https://readstacks.com/books/how-to-win-friends-and-influence-people/chapter-17-a-formula-that-will-work-wonders-for-you/","url":"https://readstacks.com/books/how-to-win-friends-and-influence-people/chapter-17-a-formula-that-will-work-wonders-for-you/","name":"A Formula That Will Work Wonders for You","position":17,"wordCount":404,"timeRequired":"PT1.5M","abstract":"The eighth principle is to try honestly to see things from the other person's point of view. Remember, Carnegie urged, that the other person may be totally wrong — but they don't think so. Don't condemn them; any fool can do that.","datePublished":"2025-12-17T10:00:23Z","dateModified":"2026-06-04T14:00:00"},{"@type":"Chapter","@id":"https://readstacks.com/books/how-to-win-friends-and-influence-people/chapter-18-what-everybody-wants/","url":"https://readstacks.com/books/how-to-win-friends-and-influence-people/chapter-18-what-everybody-wants/","name":"What Everybody Wants","position":18,"wordCount":426,"timeRequired":"PT1.5M","abstract":"The ninth principle is a magic phrase that stops arguments, eliminates ill feeling, creates goodwill, and makes the other person listen attentively: \"I don't blame you one iota for feeling as you do. If I were you, I would undoubtedly feel just the same way.\"…","datePublished":"2025-12-17T10:00:23Z","dateModified":"2026-06-04T14:00:00"},{"@type":"Chapter","@id":"https://readstacks.com/books/how-to-win-friends-and-influence-people/chapter-19-an-appeal-that-everybody-likes/","url":"https://readstacks.com/books/how-to-win-friends-and-influence-people/chapter-19-an-appeal-that-everybody-likes/","name":"An Appeal That Everybody Likes","position":19,"wordCount":424,"timeRequired":"PT1.5M","abstract":"The tenth principle is to appeal to the nobler motives. People, Carnegie observed, usually have two reasons for doing a thing: a reason that sounds good, and the real reason. The individual themselves will think of the real reason — you don't need to emphasize that.","datePublished":"2025-12-17T10:00:23Z","dateModified":"2026-06-04T14:00:00"},{"@type":"Chapter","@id":"https://readstacks.com/books/how-to-win-friends-and-influence-people/chapter-20-the-movies-do-it-tv-does-it-why-dont-you-do-it/","url":"https://readstacks.com/books/how-to-win-friends-and-influence-people/chapter-20-the-movies-do-it-tv-does-it-why-dont-you-do-it/","name":"The Movies Do It. TV Does It. Why Don’t You Do It?","position":20,"wordCount":413,"timeRequired":"PT1.5M","abstract":"The eleventh principle is to dramatize your ideas. Merely stating a truth isn't enough, Carnegie argued. The truth has to be made vivid, interesting, dramatic. The movies do it; television does it; advertising does it.","datePublished":"2025-12-17T10:00:23Z","dateModified":"2026-06-04T14:00:00"},{"@type":"Chapter","@id":"https://readstacks.com/books/how-to-win-friends-and-influence-people/chapter-21-when-nothing-else-works-try-this/","url":"https://readstacks.com/books/how-to-win-friends-and-influence-people/chapter-21-when-nothing-else-works-try-this/","name":"When Nothing Else Works, Try This","position":21,"wordCount":423,"timeRequired":"PT1.5M","abstract":"The twelfth and final principle for winning people to your way of thinking is the one to reach for when nothing else works: throw down a challenge. The way to get things done, Carnegie argued, is to stimulate competition — not in a sordid, money-grubbing…","datePublished":"2025-12-17T10:00:23Z","dateModified":"2026-06-04T14:30:00"},{"@type":"Chapter","@id":"https://readstacks.com/books/how-to-win-friends-and-influence-people/chapter-22-if-you-must-find-fault-this-is-the-way-to-begin/","url":"https://readstacks.com/books/how-to-win-friends-and-influence-people/chapter-22-if-you-must-find-fault-this-is-the-way-to-begin/","name":"If You Must Find Fault, This Is the Way to Begin","position":22,"wordCount":422,"timeRequired":"PT1.5M","abstract":"Part Four of the book turns to leadership — changing people without giving offense or arousing resentment — and its first principle is the gentle opener: begin with praise and honest appreciation. If you must find fault, Carnegie taught, this is the way to begin:…","datePublished":"2025-12-17T10:00:23Z","dateModified":"2026-06-04T14:30:00"},{"@type":"Chapter","@id":"https://readstacks.com/books/how-to-win-friends-and-influence-people/chapter-23-how-to-criticize-and-not-be-hated-for-it/","url":"https://readstacks.com/books/how-to-win-friends-and-influence-people/chapter-23-how-to-criticize-and-not-be-hated-for-it/","name":"How to Criticize – and Not Be Hated for It","position":23,"wordCount":416,"timeRequired":"PT1.5M","abstract":"The second leadership principle is to call attention to people's mistakes indirectly. Many people, Carnegie noted, begin their criticism with sincere praise followed by the word \"but\" and a critical statement — and that single word can undo all the goodwill the praise created.","datePublished":"2025-12-17T10:00:23Z","dateModified":"2026-06-04T14:30:00"},{"@type":"Chapter","@id":"https://readstacks.com/books/how-to-win-friends-and-influence-people/chapter-24-talk-about-your-own-mistakes-first/","url":"https://readstacks.com/books/how-to-win-friends-and-influence-people/chapter-24-talk-about-your-own-mistakes-first/","name":"Talk About Your Own Mistakes First","position":24,"wordCount":430,"timeRequired":"PT1.5M","abstract":"The third leadership principle is to talk about your own mistakes before criticizing the other person. It is not nearly so difficult, Carnegie observed, to listen to a recital of your faults if the person criticizing begins by humbly admitting that they too are far from impeccable.","datePublished":"2025-12-17T10:00:23Z","dateModified":"2026-06-04T14:30:00"},{"@type":"Chapter","@id":"https://readstacks.com/books/how-to-win-friends-and-influence-people/chapter-25-no-one-likes-to-take-orders/","url":"https://readstacks.com/books/how-to-win-friends-and-influence-people/chapter-25-no-one-likes-to-take-orders/","name":"No One Likes to Take Orders","position":25,"wordCount":426,"timeRequired":"PT1.5M","abstract":"The fourth leadership principle rests on a simple fact of human nature: no one likes to take orders. People will resent a blunt command even when they would happily do the very same thing if it were framed as a suggestion or a question.","datePublished":"2025-12-17T10:00:23Z","dateModified":"2026-06-04T14:30:00"},{"@type":"Chapter","@id":"https://readstacks.com/books/how-to-win-friends-and-influence-people/chapter-26-let-the-other-person-save-face/","url":"https://readstacks.com/books/how-to-win-friends-and-influence-people/chapter-26-let-the-other-person-save-face/","name":"Let the Other Person Save Face","position":26,"wordCount":409,"timeRequired":"PT1.5M","abstract":"Few things wound a person more deeply than public embarrassment, and few mistakes cost a leader more loyalty. Carnegie argued that even when you are completely right and the other person is completely wrong, humiliating them destroys something far more valuable than the point you win.","datePublished":"2025-12-17T10:00:23Z","dateModified":"2026-06-04T12:00:00"},{"@type":"Chapter","@id":"https://readstacks.com/books/how-to-win-friends-and-influence-people/chapter-27-how-to-spur-people-on-to-success/","url":"https://readstacks.com/books/how-to-win-friends-and-influence-people/chapter-27-how-to-spur-people-on-to-success/","name":"How to Spur People On to Success","position":27,"wordCount":411,"timeRequired":"PT1.5M","abstract":"Carnegie's principle here is one of the most powerful and most neglected tools in human relations: praise the slightest improvement and praise every improvement. He called it being \"hearty in your approbation and lavish in your praise.\" Where criticism makes people defensive and resentful, sincere…","datePublished":"2025-12-17T10:00:23Z","dateModified":"2026-06-04T12:00:00"},{"@type":"Chapter","@id":"https://readstacks.com/books/how-to-win-friends-and-influence-people/chapter-28-give-a-dog-a-good-name/","url":"https://readstacks.com/books/how-to-win-friends-and-influence-people/chapter-28-give-a-dog-a-good-name/","name":"Give a Dog a Good Name","position":28,"wordCount":427,"timeRequired":"PT1.5M","abstract":"Carnegie's twenty-eighth lesson is captured in an old English saying: give a dog a good name. The principle is that if you want to improve a person in a certain respect, act as though that particular trait were already one of their outstanding characteristics.","datePublished":"2025-12-17T10:00:23Z","dateModified":"2026-06-04T12:00:00"},{"@type":"Chapter","@id":"https://readstacks.com/books/how-to-win-friends-and-influence-people/chapter-29-make-the-fault-seem-easy-to-correct/","url":"https://readstacks.com/books/how-to-win-friends-and-influence-people/chapter-29-make-the-fault-seem-easy-to-correct/","name":"Make the Fault Seem Easy to Correct","position":29,"wordCount":459,"timeRequired":"PT2M","abstract":"When you want to change someone's behavior, Carnegie taught, use encouragement and make the fault seem easy to correct. Tell a child or a spouse or an employee that they are stupid or untalented at something, that they have no gift for it and are…","datePublished":"2025-12-17T10:00:23Z","dateModified":"2026-06-04T12:00:00"},{"@type":"Chapter","@id":"https://readstacks.com/books/how-to-win-friends-and-influence-people/chapter-30-making-people-glad-to-do-what-you-want/","url":"https://readstacks.com/books/how-to-win-friends-and-influence-people/chapter-30-making-people-glad-to-do-what-you-want/","name":"Making People Glad to Do What You Want","position":30,"wordCount":419,"timeRequired":"PT1.5M","abstract":"The final principle of leadership in Carnegie's system is to make the other person happy about doing the thing you suggest. A leader who can do this gets willing cooperation rather than grudging obedience, and willing cooperation lasts.","datePublished":"2025-12-17T10:00:23Z","dateModified":"2026-06-04T12:00:00"},{"@type":"Chapter","@id":"https://readstacks.com/books/how-to-win-friends-and-influence-people/a-shortcut-to-distinction/","url":"https://readstacks.com/books/how-to-win-friends-and-influence-people/a-shortcut-to-distinction/","name":"A SHORTCUT TO DISTINCTION","wordCount":121,"timeRequired":"PT1M","abstract":"Talent helps, and knowledge helps, but neither guarantees influence. Two people can carry the same facts; the one who handles people well gets listened to, trusted, promoted, and followed. Human relations isn’t “soft.” It decides whether your ideas land or bounce.","datePublished":"2025-12-17T10:00:23Z","dateModified":"2025-12-17T10:00:23Z"},{"@type":"Chapter","@id":"https://readstacks.com/books/how-to-win-friends-and-influence-people/how-this-book-was-written-and-why/","url":"https://readstacks.com/books/how-to-win-friends-and-influence-people/how-this-book-was-written-and-why/","name":"AND WHY","wordCount":122,"timeRequired":"PT1M","abstract":"The raw material here comes from repeated human problems: the same conflicts appearing in different offices, homes, and friendships, with different names and costumes. People don’t usually fail because they lack intelligence. They fail because they trigger defensiveness—then double down.","datePublished":"2025-12-17T10:00:23Z","dateModified":"2025-12-17T10:00:23Z"},{"@type":"Chapter","@id":"https://readstacks.com/books/how-to-win-friends-and-influence-people/nine-suggestions-on-how-to-get-the-most-out-of-this-book/","url":"https://readstacks.com/books/how-to-win-friends-and-influence-people/nine-suggestions-on-how-to-get-the-most-out-of-this-book/","name":"NINE SUGGESTIONS ON HOW TO GET THE MOST OUT OF THIS BOOK","wordCount":134,"timeRequired":"PT1M","abstract":"Read with a specific person in mind. Don’t search for flaws in the ideas; search for places you can test them this week. Go slowly. Reread the sections that irritate you, because irritation often points to the habit you protect.","datePublished":"2025-12-17T10:00:23Z","dateModified":"2025-12-17T10:00:23Z"},{"@type":"Chapter","@id":"https://readstacks.com/books/how-to-win-friends-and-influence-people/preface-to-revised-edition/","url":"https://readstacks.com/books/how-to-win-friends-and-influence-people/preface-to-revised-edition/","name":"PREFACE TO REVISED EDITION","wordCount":117,"timeRequired":"PT1M","abstract":"You’re not struggling with “people” as an abstract idea. You’re dealing with pride, fear, status, and the hunger to feel important—your own, and everyone else’s. When those pressures rise, most conversations turn into contests. Someone must be right.","datePublished":"2025-12-17T10:00:23Z","dateModified":"2025-12-17T10:00:23Z"}]}