Dale Carnegie's "How to Win Friends and Influence People," published in 1936, remains one of the most influential self-help books ever written. These 30 principles for effective communication, relationship building, and leadership have helped millions improve their personal and professional lives.
This comprehensive guide breaks down each principle into practical, actionable advice you can apply immediately.
Master these three foundational principles before moving on to the rest. They form the bedrock of all effective human interaction.
| # | Principle | Article |
|---|---|---|
| 1 | Don't criticise, condemn, or complain | How to Handle People Without Criticising, Condemning, or Complaining |
| 2 | Give honest and sincere appreciation | How to Give Honest and Sincere Appreciation |
| 3 | Arouse in the other person an eager want | How to Arouse in the Other Person an Eager Want |
These principles help you build genuine connections and become the kind of person others enjoy being around.
| # | Principle | Article |
|---|---|---|
| 1 | Become genuinely interested in other people | How to Become Genuinely Interested in Other People |
| 2 | Smile | How to Make a Good First Impression with a Smile |
| 3 | Remember that a person's name is the sweetest sound | How to Remember That a Person's Name Is the Sweetest Sound |
| 4 | Be a good listener | How to Be a Good Listener and Encourage Others to Talk About Themselves |
| 5 | Talk in terms of the other person's interests | How to Talk in Terms of the Other Person's Interests |
| 6 | Make the other person feel important—and do it sincerely | How to Make the Other Person Feel Important—And Do It Sincerely |
These twelve principles help you influence others without creating resistance or resentment.
| # | Principle | Article |
|---|---|---|
| 1 | The only way to get the best of an argument is to avoid it | How to Avoid Arguments and Why You Can't Win Them |
| 2 | Show respect for the other person's opinions | How to Show Respect for the Other Person's Opinions |
| 3 | If you are wrong, admit it quickly and emphatically | How to Admit When You Are Wrong—Quickly and Emphatically |
| 4 | Begin in a friendly way | How to Begin in a Friendly Way |
| 5 | Get the other person saying "yes" immediately | How to Get the Other Person Saying 'Yes, Yes' Immediately |
| 6 | Let the other person do a great deal of the talking | How to Let the Other Person Do a Great Deal of the Talking |
| 7 | Let the other person feel the idea is theirs | How to Let the Other Person Feel That the Idea Is Theirs |
| 8 | Try honestly to see things from the other person's point of view | How to Honestly See Things from the Other Person's Point of View |
| 9 | Be sympathetic with the other person's ideas and desires | How to Be Sympathetic with the Other Person's Ideas and Desires |
| 10 | Appeal to the nobler motives | How to Appeal to the Nobler Motives |
| 11 | Dramatize your ideas | How to Dramatize Your Ideas |
| 12 | Throw down a challenge | How to Throw Down a Challenge |
These nine principles help you give feedback, correct mistakes, and lead others while maintaining their dignity and goodwill.
| # | Principle | Article |
|---|---|---|
| 1 | Begin with praise and honest appreciation | How to Begin with Praise and Honest Appreciation |
| 2 | Call attention to people's mistakes indirectly | How to Call Attention to People's Mistakes Indirectly |
| 3 | Talk about your own mistakes before criticising the other person | How to Talk About Your Own Mistakes Before Criticizing the Other Person |
| 4 | Ask questions instead of giving direct orders | How to Ask Questions Instead of Giving Direct Orders |
| 5 | Let the other person save face | How to Let the Other Person Save Face |
| 6 | Praise the slightest improvement and praise every improvement | How to Praise the Slightest Improvement and Praise Every Improvement |
| 7 | Give the other person a fine reputation to live up to | How to Give the Other Person a Fine Reputation to Live Up To |
| 8 | Make the fault seem easy to correct | How to Make the Fault Seem Easy to Correct |
| 9 | Make the other person happy about doing what you suggest | How to Make the Other Person Happy About Doing What You Suggest |
Carnegie's principles work because they address fundamental human psychology:
The principles are simple to understand but require consistent practice to master. Give yourself time, and you'll see remarkable changes in how people respond to you.
To deepen your understanding and practice: