How to Win Friends and Influence People

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<H1 id="firstHeading" class="firstHeading" lang="en"><I>How to Win Friends and Influence People</I></H1>			<DIV id="bodyContent" class="mw-body-content">
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				<DIV id="mw-content-text" lang="en" dir="ltr" class="mw-content-ltr"><DIV class="mw-parser-output"><DIV role="note" class="hatnote navigation-not-searchable">For the Terrorvision album, see <A href="/wiki/How_to_Make_Friends_and_Influence_People" title="How to Make Friends and Influence People">How to Make Friends and Influence People</A>.</DIV>
<TABLE class="infobox vcard" style="width:22em">
<CAPTION style="font-style:italic;padding-bottom:0.2em;">How to Win Friends and Influence People</CAPTION>
<TBODY><TR>
<TD colspan="2" style="text-align:center"><A href="/wiki/File:How-to-win-friends-and-influence-people.jpg" class="image"><IMG alt="How-to-win-friends-and-influence-people.jpg" src="//upload.wikimedia.org/wikipedia/en/thumb/3/33/How-to-win-friends-and-influence-people.jpg/220px-How-to-win-friends-and-influence-people.jpg" width="220" height="311" srcset="//upload.wikimedia.org/wikipedia/en/3/33/How-to-win-friends-and-influence-people.jpg 1.5x" data-file-width="265" data-file-height="375" /></A>
<DIV>First edition, 11th printing (February 1937)</DIV>
</TD>
</TR>
<TR>
<TH scope="row">Author</TH>
<TD><A href="/wiki/Dale_Carnegie" title="Dale Carnegie">Dale Carnegie</A></TD>
</TR>
<TR>
<TH scope="row">Country</TH>
<TD>United States</TD>
</TR>
<TR>
<TH scope="row">Language</TH>
<TD>English</TD>
</TR>
<TR>
<TH scope="row">Subject</TH>
<TD><A href="/wiki/Self-help" title="Self-help">Self-help</A></TD>
</TR>
<TR>
<TH scope="row">Genre</TH>
<TD>Non-fiction</TD>
</TR>
<TR>
<TH scope="row">Publisher</TH>
<TD><A href="/wiki/Simon_and_Schuster" class="mw-redirect" title="Simon and Schuster">Simon and Schuster</A> (1936)</TD>
</TR>
<TR>
<TH scope="row">
<DIV style="padding:0.1em 0;line-height:1.2em;">Publication date</DIV>
</TH>
<TD>October 1936</TD>
</TR>
<TR>
<TH scope="row">Media type</TH>
<TD>Print (<A href="/wiki/Hardcover" title="Hardcover">hardcover</A> / <A href="/wiki/Paperback" title="Paperback">paperback</A>)</TD>
</TR>
<TR>
<TH scope="row">Pages</TH>
<TD>291 pp</TD>
</TR>
<TR>
<TH scope="row"><A href="/wiki/International_Standard_Book_Number" title="International Standard Book Number">ISBN</A></TH>
<TD><A href="/wiki/Special:BookSources/1-4391-6734-6" title="Special:BookSources/1-4391-6734-6">1-4391-6734-6</A></TD>
</TR>
<TR>
<TH scope="row"><A href="/wiki/OCLC#Identifiers_and_linked_data" title="OCLC"><ABBR title="Online Computer Library Center number">OCLC</ABBR></A></TH>
<TD><A rel="nofollow" class="external text" href="https://www.worldcat.org/oclc/40137494">40137494</A></TD>
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<P><I><B>How to Win Friends and Influence People</B></I> is a <A href="/wiki/Self-help" title="Self-help">self-help</A> book written by <A href="/wiki/Dale_Carnegie" title="Dale Carnegie">Dale Carnegie</A>, published in 1936. Over 30 million copies have been sold world-wide, making it one of <A href="/wiki/List_of_best-selling_books" title="List of best-selling books">the best-selling books of all time</A>. In 2011, it was number 19 on <I>Time Magazine'</I>s list of the 100 most influential books.<SUP id="cite_ref-:0_1-0" class="reference"><A href="#cite_note-:0-1">[1]</A></SUP></P>
<P>In 1934, <A href="/wiki/Leon_Shimkin" title="Leon Shimkin">Leon Shimkin</A> of the publishing firm <A href="/wiki/Simon_%26_Schuster" title="Simon & Schuster">Simon & Schuster</A> took one of Carnegie's 14-week courses; afterward, Shimkin persuaded Carnegie to let a <A href="/wiki/Stenographer" class="mw-redirect" title="Stenographer">stenographer</A> take notes from the course to be revised for publication. The original book contained colorful anecdotes and insightful wisdom, and gave instruction in handling people, "winning" friends, bringing people to your way of thinking, being a great leader, and successfully navigating home life. Carnegie combined age-old truisms with the emerging field of psychology to present a handbook in human relations which was interesting and accessible. Emphasizing using others' egotistical tendencies to one's advantage, Carnegie maintained that success could be found by charm, appreciation, and personality. The book sold exceptionally well from the start, going through 17 editions in its first year alone.</P>
<P>In 1981, a revised edition containing updated language and anecdotes was released.<SUP id="cite_ref-NYT1982_2-0" class="reference"><A href="#cite_note-NYT1982-2">[2]</A></SUP> The revised edition reduced the number of sections from six to four, eliminating sections on effective <A href="/wiki/Business_letter" title="Business letter">business letters</A> and improving marital satisfaction.</P>
<P>In 2011, a third edition was released, <I>How to Win Friends and Influence People in the Digital Age</I>. Written by Dale Carnegie & Associates, it applies Carnegie's prescription for relationship and business success to the <A href="/wiki/Information_Age" title="Information Age">digital age</A>.<SUP id="cite_ref-:0_1-1" class="reference"><A href="#cite_note-:0-1">[1]</A></SUP></P>
<P></P>
<DIV id="toc" class="toc">
<DIV class="toctitle" lang="en" dir="ltr" xml:lang="en">
<H2>Contents</H2>
<SPAN class="toctoggle"> [<A role="button" tabindex="0" class="togglelink">hide</A>] </SPAN></DIV>
<UL>
<LI class="toclevel-1 tocsection-1"><A href="#Major_sections_and_points"><SPAN class="tocnumber">1</SPAN> <SPAN class="toctext">Major sections and points</SPAN></A>
<UL>
<LI class="toclevel-2 tocsection-2"><A href="#Twelve_Things_This_Book_Will_Do_For_You"><SPAN class="tocnumber">1.1</SPAN> <SPAN class="toctext">Twelve Things This Book Will Do For You</SPAN></A></LI>
<LI class="toclevel-2 tocsection-3"><A href="#Fundamental_Techniques_in_Handling_People"><SPAN class="tocnumber">1.2</SPAN> <SPAN class="toctext">Fundamental Techniques in Handling People</SPAN></A></LI>
<LI class="toclevel-2 tocsection-4"><A href="#Six_Ways_to_Make_People_Like_You"><SPAN class="tocnumber">1.3</SPAN> <SPAN class="toctext">Six Ways to Make People Like You</SPAN></A></LI>
<LI class="toclevel-2 tocsection-5"><A href="#Twelve_Ways_to_Win_People_to_Your_Way_of_Thinking"><SPAN class="tocnumber">1.4</SPAN> <SPAN class="toctext">Twelve Ways to Win People to Your Way of Thinking</SPAN></A></LI>
<LI class="toclevel-2 tocsection-6"><A href="#Be_a_Leader:_How_to_Change_People_Without_Giving_Offense_or_Arousing_Resentment"><SPAN class="tocnumber">1.5</SPAN> <SPAN class="toctext">Be a Leader: How to Change People Without Giving Offense or Arousing Resentment</SPAN></A></LI>
<LI class="toclevel-2 tocsection-7"><A href="#Letters_That_Produced_Miraculous_Results"><SPAN class="tocnumber">1.6</SPAN> <SPAN class="toctext">Letters That Produced Miraculous Results</SPAN></A></LI>
<LI class="toclevel-2 tocsection-8"><A href="#Seven_Rules_For_Making_Your_Home_Life_Happier"><SPAN class="tocnumber">1.7</SPAN> <SPAN class="toctext">Seven Rules For Making Your Home Life Happier</SPAN></A></LI>
</UL>
</LI>
<LI class="toclevel-1 tocsection-9"><A href="#Origins"><SPAN class="tocnumber">2</SPAN> <SPAN class="toctext">Origins</SPAN></A></LI>
<LI class="toclevel-1 tocsection-10"><A href="#Reception"><SPAN class="tocnumber">3</SPAN> <SPAN class="toctext">Reception</SPAN></A></LI>
<LI class="toclevel-1 tocsection-11"><A href="#In_popular_culture"><SPAN class="tocnumber">4</SPAN> <SPAN class="toctext">In popular culture</SPAN></A></LI>
<LI class="toclevel-1 tocsection-12"><A href="#References"><SPAN class="tocnumber">5</SPAN> <SPAN class="toctext">References</SPAN></A></LI>
<LI class="toclevel-1 tocsection-13"><A href="#External_links"><SPAN class="tocnumber">6</SPAN> <SPAN class="toctext">External links</SPAN></A></LI>
</UL>
</DIV>
<P></P>
<H2><SPAN class="mw-headline" id="Major_sections_and_points">Major sections and points</SPAN><SPAN class="mw-editsection"><SPAN class="mw-editsection-bracket">[</SPAN><A href="/w/index.php?title=How_to_Win_Friends_and_Influence_People&action=edit&section=1" title="Edit section: Major sections and points">edit</A><SPAN class="mw-editsection-bracket">]</SPAN></SPAN></H2>
<H3><SPAN class="mw-headline" id="Twelve_Things_This_Book_Will_Do_For_You">Twelve Things This Book Will Do For You</SPAN><SPAN class="mw-editsection"><SPAN class="mw-editsection-bracket">[</SPAN><A href="/w/index.php?title=How_to_Win_Friends_and_Influence_People&action=edit&section=2" title="Edit section: Twelve Things This Book Will Do For You">edit</A><SPAN class="mw-editsection-bracket">]</SPAN></SPAN></H3>
<DIV role="note" class="hatnote navigation-not-searchable">This section was included in the original 1936 edition as a single page list, which preceded the main content of the book, showing a prospective reader what to expect from it. The 1981 edition omits points 6 to 8, and 11.</DIV>
<OL>
<LI>Get you out of a mental rut, give you new thoughts, new visions, new ambitions.</LI>
<LI>Enable you to make friends quickly and easily.</LI>
<LI>Increase your popularity.</LI>
<LI>Help you to win people to your way of thinking.</LI>
<LI>Increase your influence, your prestige, your ability to get things done.</LI>
<LI>Enable you to win new clients, new customers.</LI>
<LI>Increase your earning power.</LI>
<LI>Make you a better salesman, a better executive.</LI>
<LI>Help you to handle complaints, avoid arguments, keep your human contacts smooth and pleasant.</LI>
<LI>Make you a better speaker, a more entertaining conversationalist.</LI>
<LI>Make the principles of psychology easy for you to apply in your daily contacts.</LI>
<LI>Help you to arouse enthusiasm among your associates.</LI>
</OL>
<P>The book has six major sections. The core principles of each section are explained and quoted from below.<SUP id="cite_ref-3" class="reference"><A href="#cite_note-3">[3]</A></SUP></P>
<H3><SPAN class="mw-headline" id="Fundamental_Techniques_in_Handling_People">Fundamental Techniques in Handling People</SPAN><SPAN class="mw-editsection"><SPAN class="mw-editsection-bracket">[</SPAN><A href="/w/index.php?title=How_to_Win_Friends_and_Influence_People&action=edit&section=3" title="Edit section: Fundamental Techniques in Handling People">edit</A><SPAN class="mw-editsection-bracket">]</SPAN></SPAN></H3>
<OL>
<LI><B>Don't criticize, condemn, or complain.</B> Human nature does not like to admit fault. When people are criticized or humiliated, they rarely respond well and will often become defensive and resent their critic. To handle people well, we must never criticize, condemn or complain because it will never result in the behavior we desire.</LI>
<LI><B>Give honest and sincere appreciation.</B> Appreciation is one of the most powerful tools in the world. People will rarely work at their maximum potential under criticism, but honest appreciation brings out their best. Appreciation, though, is not simple flattery, it must be sincere, meaningful and with love.</LI>
<LI><B>Arouse in the other person an eager want.</B> To get what we want from another person, we must forget our own perspective and begin to see things from the point of view of others. When we can combine our desires with their wants, they become eager to work with us and we can mutually achieve our objectives.</LI>
</OL>
<H3><SPAN class="mw-headline" id="Six_Ways_to_Make_People_Like_You">Six Ways to Make People Like You</SPAN><SPAN class="mw-editsection"><SPAN class="mw-editsection-bracket">[</SPAN><A href="/w/index.php?title=How_to_Win_Friends_and_Influence_People&action=edit&section=4" title="Edit section: Six Ways to Make People Like You">edit</A><SPAN class="mw-editsection-bracket">]</SPAN></SPAN></H3>
<OL>
<LI><B>Become genuinely interested in other people.</B> "You can make more friends in two months by being interested in them, than in two years by making them interested in you."<SUP id="cite_ref-4" class="reference"><A href="#cite_note-4">[4]</A></SUP> The only way to make quality, lasting friendships is to learn to be genuinely interested in them and their interests.</LI>
<LI><B>Smile.</B> Happiness does not depend on outside circumstances, but rather on inward attitudes. Smiles are free to give and have an amazing ability to make others feel wonderful. Smile in everything that you do.</LI>
<LI><B>Remember that a person's name is, to that person, the sweetest and most important sound in any language.</B> "The average person is more interested in their own name than in all the other names in the world put together."<SUP id="cite_ref-5" class="reference"><A href="#cite_note-5">[5]</A></SUP> People love their names so much that they will often donate large amounts of money just to have a building named after themselves. We can make people feel extremely valued and important by remembering their name.</LI>
<LI><B>Be a good listener. Encourage others to talk about themselves.</B> The easiest way to become a good conversationalist is to become a good listener. To be a good listener, we must actually care about what people have to say. Many times people don't want an entertaining conversation partner; they just want someone who will listen to them.</LI>
<LI><B>Talk in terms of the other person's interest.</B> The royal road to a person's heart is to talk about the things he or she treasures most. If we talk to people about what they are interested in, they will feel valued and value us in return.</LI>
<LI><B>Make the other person feel important – and do it sincerely.</B> The golden rule is to treat other people how we would like to be treated. We love to feel important and so does everyone else. People will talk to us for hours if we allow them to talk about themselves. If we can make people feel important in a sincere and appreciative way, then we will win all the friends we could ever dream of.</LI>
</OL>
<H3><SPAN class="mw-headline" id="Twelve_Ways_to_Win_People_to_Your_Way_of_Thinking">Twelve Ways to Win People to Your Way of Thinking</SPAN><SPAN class="mw-editsection"><SPAN class="mw-editsection-bracket">[</SPAN><A href="/w/index.php?title=How_to_Win_Friends_and_Influence_People&action=edit&section=5" title="Edit section: Twelve Ways to Win People to Your Way of Thinking">edit</A><SPAN class="mw-editsection-bracket">]</SPAN></SPAN></H3>
<OL>
<LI><B>The only way to get the best of an argument is to avoid it.</B> Whenever we argue with someone, no matter if we win or lose the argument, we still lose. The other person will either feel humiliated or strengthened and will only seek to bolster their own position. We must try to avoid arguments whenever we can.</LI>
<LI><B>Show respect for the other person's opinions. Never say "You're wrong."</B> We must never tell people flat out that they are wrong. It will only serve to offend them and insult their pride. No one likes to be humiliated, we must not be so blunt.</LI>
<LI><B>If you're wrong, admit it quickly and emphatically.</B> Whenever we are wrong we should admit it immediately. When we fight we never get enough, but by yielding we often get more than we expected. When we admit that we are wrong people trust us and begin to sympathize with our way of thinking.</LI>
<LI><B>Begin in a friendly way.</B> "A drop of honey can catch more flies than a gallon of gall."<SUP id="cite_ref-6" class="reference"><A href="#cite_note-6">[6]</A></SUP> If we begin our interactions with others in a friendly way, people will be more receptive. Even if we are greatly upset, we must be friendly to influence people to our way of thinking.</LI>
<LI><B>Start with questions to which the other person will answer yes.</B> Do not begin by emphasizing the aspects in which we and the other person differ. Begin by emphasizing and continue emphasizing the things on which we agree. People must be started in the affirmative direction and they will often follow readily. Never tell someone they are wrong, but rather lead them where we would like them to go with questions that they will answer "yes" to.</LI>
<LI><B>Let the other person do a great deal of the talking.</B> People do not like listening to us boast, they enjoy doing the talking themselves. Let them rationalize and talk about the idea, because it will taste much sweeter to them in their own mouth.</LI>
<LI><B>Let the other person feel the idea is his or hers.</B> People inherently like ideas they come to on their own better than those that are handed to them on a platter. Ideas can best be carried out by allowing others to think they arrived at it themselves.</LI>
<LI><B>Try honestly to see things from the other person's point of view.</B> Other people may often be wrong, but we cannot condemn them. We must seek to understand them. Success in dealing with people requires a sympathetic grasp of the other person's viewpoint.</LI>
<LI><B>Be sympathetic with the other person's ideas and desires.</B> People are hungering for sympathy. They want us to recognize all that they desire and feel. If we can sympathize with others, they will appreciate our side as well and will often come around to our way of thinking.</LI>
<LI><B>Appeal to the nobler motives.</B> Everyone likes to be glorious in their own eyes. People believe that they do things for noble and morally upright reasons. If we can appeal to others' noble motives we can successfully convince them to follow our ideas.</LI>
<LI><B>Dramatize your ideas.</B> In this fast paced world, simply stating a truth isn't enough. The truth must be made vivid, interesting, and dramatic. Television has been doing it for years. Sometimes ideas are not enough and we must dramatize them.</LI>
<LI><B>Throw down a challenge.</B> The thing that most motivates people is the game. Everyone desires to excel and prove their worth. If we want someone to do something, we must give them a challenge and they will often rise to meet it.</LI>
</OL>
<H3><SPAN class="mw-headline" id="Be_a_Leader:_How_to_Change_People_Without_Giving_Offense_or_Arousing_Resentment">Be a Leader: How to Change People Without Giving Offense or Arousing Resentment</SPAN><SPAN class="mw-editsection"><SPAN class="mw-editsection-bracket">[</SPAN><A href="/w/index.php?title=How_to_Win_Friends_and_Influence_People&action=edit&section=6" title="Edit section: Be a Leader: How to Change People Without Giving Offense or Arousing Resentment">edit</A><SPAN class="mw-editsection-bracket">]</SPAN></SPAN></H3>
<OL>
<LI><B>Begin with praise and honest appreciation.</B> People will do things begrudgingly for criticism and an iron-fisted leader, but they will work wonders when they are praised and appreciated.</LI>
<LI><B>Call attention to people's mistakes indirectly.</B> No one likes to make mistakes, especially in front of others. Scolding and blaming only serves to humiliate. If we subtly and indirectly show people mistakes, they will appreciate us and be more likely to improve.</LI>
<LI><B>Talk about your own mistakes before criticizing the other person.</B> When something goes wrong, taking responsibility can help win others to your side. People do not like to shoulder all the blame and taking credit for mistakes helps to remove the sting from our critiques of others.</LI>
<LI><B>Ask questions instead of giving direct orders.</B> No one likes to take orders. If we offer suggestions, rather than orders, it will boost others confidence and allow them to learn quickly from their mistakes.</LI>
<LI><B>Let the other person save face.</B> Nothing diminishes the dignity of a man quite like an insult to his pride. If we don't condemn our employees in front of others and allow them to save face, they will be motivated to do better in the future and confident that they can.</LI>
<LI><B>Praise every improvement.</B> People love to receive praise and admiration. If we truly want someone to improve at something, we must praise their every advance. "Abilities wither under criticism, they blossom under encouragement."<SUP id="cite_ref-7" class="reference"><A href="#cite_note-7">[7]</A></SUP></LI>
<LI><B>Give the other person a fine reputation to live up to.</B> If we give people a great reputation to live up to, they will desire to embody the characteristics with which we have described them. People will work with vigor and confidence if they believe they can be better.</LI>
<LI><B>Use encouragement. Make the fault seem easy to correct.</B> If a desired outcome seems like a momentous task, people will give up and lose heart. But if a fault seems easy to correct, they will readily jump at the opportunity to improve. If we frame objectives as small and easy improvements, we will see dramatic increases in desire and success in our employees.</LI>
<LI><B>Make the other person happy about doing what you suggest.</B> People will most often respond well when they desire to do the behavior put forth. If we want to influence people and become effective leaders, we must learn to frame our desires in terms of others' desires.</LI>
</OL>
<H3><SPAN class="mw-headline" id="Letters_That_Produced_Miraculous_Results">Letters That Produced Miraculous Results</SPAN><SPAN class="mw-editsection"><SPAN class="mw-editsection-bracket">[</SPAN><A href="/w/index.php?title=How_to_Win_Friends_and_Influence_People&action=edit&section=7" title="Edit section: Letters That Produced Miraculous Results">edit</A><SPAN class="mw-editsection-bracket">]</SPAN></SPAN></H3>
<DIV role="note" class="hatnote navigation-not-searchable">This section was included in the original 1936 edition but omitted from the revised 1981 edition.</DIV>
<DL>
<DD>In this chapter, the shortest in the book, Carnegie analyzes two letters and describes how to appeal to someone with the term "do me a favor" as opposed to directly asking for something which does not offer the same feeling of importance to the recipient of the request.</DD>
</DL>
<H3><SPAN class="mw-headline" id="Seven_Rules_For_Making_Your_Home_Life_Happier">Seven Rules For Making Your Home Life Happier</SPAN><SPAN class="mw-editsection"><SPAN class="mw-editsection-bracket">[</SPAN><A href="/w/index.php?title=How_to_Win_Friends_and_Influence_People&action=edit&section=8" title="Edit section: Seven Rules For Making Your Home Life Happier">edit</A><SPAN class="mw-editsection-bracket">]</SPAN></SPAN></H3>
<DIV role="note" class="hatnote navigation-not-searchable">This section was included in the original 1936 edition but omitted from the revised 1981 edition.</DIV>
<OL>
<LI>Don't nag.</LI>
<LI>Don't try to make your partner over.</LI>
<LI>Don't criticize.</LI>
<LI>Give honest appreciation.</LI>
<LI>Pay little attentions.</LI>
<LI>Be courteous.</LI>
<LI>Read a good book on the sexual side of marriage.</LI>
</OL>
<H2><SPAN class="mw-headline" id="Origins">Origins</SPAN><SPAN class="mw-editsection"><SPAN class="mw-editsection-bracket">[</SPAN><A href="/w/index.php?title=How_to_Win_Friends_and_Influence_People&action=edit&section=9" title="Edit section: Origins">edit</A><SPAN class="mw-editsection-bracket">]</SPAN></SPAN></H2>
<P>Before <I>How to Win Friends and Influence People</I> was released, the genre of self-help books had an ample heritage. Authors such as <A href="/wiki/Napoleon_Hill" title="Napoleon Hill">Napoleon Hill</A>, <A href="/wiki/Orison_Swett_Marden" title="Orison Swett Marden">Orison Swett Marden</A>, and <A href="/wiki/Samuel_Smiles" title="Samuel Smiles">Samuel Smiles</A> had enormous success with their self-help books in the late 19th and early 20th centuries. Dale Carnegie began his career not as a writer, but as a teacher of public speaking. He started out teaching night classes at a <A href="/wiki/YMCA" title="YMCA">YMCA</A> in New York and his classes became wildly popular and highly attended. The success of the classes in New York prompted YMCAs in Philadelphia and Baltimore to begin hosting the course as well.<SUP id="cite_ref-8" class="reference"><A href="#cite_note-8">[8]</A></SUP> After even greater success, Carnegie decided to begin teaching the courses on his own at hotels in London, Paris, New York, Boston, Philadelphia, and Baltimore. Because he could not find any satisfactory handbook already in publication, Carnegie originally began writing small booklets to go along with his courses.<SUP id="cite_ref-9" class="reference"><A href="#cite_note-9">[9]</A></SUP> After one of his 14-week courses, he was approached by publisher <A href="/wiki/Leon_Shimkin" title="Leon Shimkin">Leon Shimkin</A> of the publishing house <A href="/wiki/Simon_%26_Schuster" title="Simon & Schuster">Simon & Schuster</A>.<SUP id="cite_ref-10" class="reference"><A href="#cite_note-10">[10]</A></SUP> Shimkin urged Carnegie to write a book, but he was not initially persuaded. Shimken then hired a <A href="/wiki/Shorthand" title="Shorthand">stenographer</A> to type up what he heard in one of Carnegie's long lectures and presented the transcript to Carnegie.<SUP id="cite_ref-11" class="reference"><A href="#cite_note-11">[11]</A></SUP> Dale Carnegie liked the transcript so much he decided to edit and revise it into a final form.<SUP id="cite_ref-12" class="reference"><A href="#cite_note-12">[12]</A></SUP> He wanted it to be extremely practical and interesting to read. To market the book, Shimkin decided to send 500 copies of the book to former graduates of the Dale Carnegie Course, with a note that pointed out the utility of the book for refreshing students with the advice they had learned.<SUP id="cite_ref-giles141_13-0" class="reference"><A href="#cite_note-giles141-13">[13]</A></SUP> The 500 mailed copies brought orders for over 5,000 more copies of the book and Simon & Schuster had to increase the original print order of 1,200 quickly.<SUP id="cite_ref-14" class="reference"><A href="#cite_note-14">[14]</A></SUP> Shimkin also ran a full page ad in the <I>New York Times</I> complete with quotes by <A href="/wiki/Andrew_Carnegie" title="Andrew Carnegie">Andrew Carnegie</A> and <A href="/wiki/John_D._Rockefeller" title="John D. Rockefeller">John D. Rockefeller</A> on the importance of human relations.<SUP id="cite_ref-auto_15-0" class="reference"><A href="#cite_note-auto-15">[15]</A></SUP> Originally published in November 1936, the book reached <A href="/wiki/The_New_York_Times_Best_Seller_list" title="The New York Times Best Seller list">the <I>New York Times</I> best-seller list</A> by the end of the year, and did not fall off for the next two years.<SUP id="cite_ref-giles141_13-1" class="reference"><A href="#cite_note-giles141-13">[13]</A></SUP> Simon & Schuster continued to advertise the book relying heavily on testimonials as well as the testable approach the book offered.<SUP id="cite_ref-auto_15-1" class="reference"><A href="#cite_note-auto-15">[15]</A></SUP> Carnegie had created a new kind of book, one that was not read with passive interest, but rather a manual of active participation.</P>
<H2><SPAN class="mw-headline" id="Reception">Reception</SPAN><SPAN class="mw-editsection"><SPAN class="mw-editsection-bracket">[</SPAN><A href="/w/index.php?title=How_to_Win_Friends_and_Influence_People&action=edit&section=10" title="Edit section: Reception">edit</A><SPAN class="mw-editsection-bracket">]</SPAN></SPAN></H2>
<P><I>How to Win Friends and Influence People</I> became one of the most successful books in American history. It went through 17 print editions in its first year of publishing and sold 250,000 copies in the first three months. The book has sold over 30 million copies worldwide since and annually sells in excess of 100,000 copies. A recent <A href="/wiki/Library_of_Congress" title="Library of Congress">Library of Congress</A> survey ranked Carnegie's volume as the seventh most influential book in American history. <SUP id="cite_ref-16" class="reference"><A href="#cite_note-16">[16]</A></SUP></P>
<P>The book met widespread popularity, but also stark criticism in many cases. Despite many of the negative comments from his critics, Carnegie's book established a new genre. Carnegie described his book as an "action-book" but the category he created has since become known as the self-help genre. Almost every self-help book since has borrowed some type of style or form from Carnegie's "path-breaking best seller."<SUP id="cite_ref-17" class="reference"><A href="#cite_note-17">[17]</A></SUP></P>
<P>Although <I>How to Win Friends and Influence People</I> ascended quickly on best-seller lists, the <I><A href="/wiki/The_New_York_Times" title="The New York Times">New York Times</A></I> did not review it until February 1937. They offered a balanced critique arguing that Carnegie indeed offered insightful advice in dealing with people, but that his wisdom was extremely simple and should not overrule the foundation of actual knowledge.<SUP id="cite_ref-18" class="reference"><A href="#cite_note-18">[18]</A></SUP></P>
<P>The satirical writer <A href="/wiki/Sinclair_Lewis" title="Sinclair Lewis">Sinclair Lewis</A> waited a year to offer his scathing critique. He described Carnegie's method as teaching people to "smile and bob and pretend to be interested in other people's hobbies precisely so that you may screw things out of them."<SUP id="cite_ref-19" class="reference"><A href="#cite_note-19">[19]</A></SUP><SUP id="cite_ref-20" class="reference"><A href="#cite_note-20">[20]</A></SUP> However, despite the criticism, sales continued to soar and the book was talked about and reviewed as it rapidly became mainstream.</P>
<P>Scholarly critique however, was little and oscillated over time. Due to the book's lay appeal, it was not significantly discussed in academic journals. In the early stages of the book's life, the few scholarly reviews that were written explained the contents of the book and attempted to describe what made the book popular.<SUP id="cite_ref-21" class="reference"><A href="#cite_note-21">[21]</A></SUP> As time passed however, scholarly reviews became more critical, chiding Carnegie for being insincere and manipulative.<SUP id="cite_ref-22" class="reference"><A href="#cite_note-22">[22]</A></SUP></P>
<P>Despite the lack of attention in academic circles, <I>How to Win Friends and Influence People</I> was written for a popular audience and Carnegie successfully captured the attention of his target. The book experienced mass consumption and appeared in many popular periodicals, including garnering 10 pages in the January 1937 edition of <I><A href="/wiki/Reader%27s_Digest" title="Reader's Digest">Reader's Digest</A></I>.<SUP id="cite_ref-23" class="reference"><A href="#cite_note-23">[23]</A></SUP></P>
<P>The book continued to remain at the top of best-seller lists and was even noted in the New York Times to have been extremely successful in <A href="/wiki/Nazi_Germany" title="Nazi Germany">Nazi Germany</A>, much to the writer's bewilderment. He wrote that Carnegie would rate "butter higher than guns as a means of winning friends" something "diametrically opposite to the official German view."<SUP id="cite_ref-24" class="reference"><A href="#cite_note-24">[24]</A></SUP></P>
<P><I>How to Win Friends and Influence People</I> continues to have success even into the 21st century. The book ranks as the 11th highest selling non-fiction book on <A href="/wiki/Amazon_(company)" title="Amazon (company)">Amazon</A> of all time and shows no signs of slowing down.<SUP id="cite_ref-25" class="reference"><A href="#cite_note-25">[25]</A></SUP></P>
<H2><SPAN class="mw-headline" id="In_popular_culture">In popular culture</SPAN><SPAN class="mw-editsection"><SPAN class="mw-editsection-bracket">[</SPAN><A href="/w/index.php?title=How_to_Win_Friends_and_Influence_People&action=edit&section=11" title="Edit section: In popular culture">edit</A><SPAN class="mw-editsection-bracket">]</SPAN></SPAN></H2>
<UL>
<LI><A href="/wiki/Warren_Buffett" title="Warren Buffett">Warren Buffett</A> took the Dale Carnegie course "How to Win Friends and Influence People" when he was 20 years old, and to this day has the diploma in his office.<SUP id="cite_ref-26" class="reference"><A href="#cite_note-26">[26]</A></SUP></LI>
<LI><A href="/wiki/Charles_Manson" title="Charles Manson">Charles Manson</A> used what he learned from the book in prison to manipulate women into killing on his behalf.<SUP id="cite_ref-27" class="reference"><A href="#cite_note-27">[27]</A></SUP></LI>
<LI>The title of <A href="/wiki/Lenny_Bruce" title="Lenny Bruce">Lenny Bruce's</A> autobiography, <I><A href="/wiki/How_to_Talk_Dirty_and_Influence_People" title="How to Talk Dirty and Influence People">How to Talk Dirty and Influence People</A></I> is a parody of the title of this book.</LI>
<LI>English rock band <A href="/wiki/Terrorvision" title="Terrorvision">Terrorvision</A> titled their second album <I><A href="/wiki/How_to_Make_Friends_and_Influence_People" title="How to Make Friends and Influence People">How to Make Friends and Influence People</A></I> in reference to the book.</LI>
<LI>In August 2015, the book was featured on Showtime's <I><A href="/wiki/Masters_of_Sex" title="Masters of Sex">Masters of Sex</A></I>, with portions recited in a voiceover as a main character studies the text.</LI>
<LI>The title of <A href="/wiki/Toby_Young" title="Toby Young">Toby Young's</A> memoir <I><A href="/wiki/How_to_Lose_Friends_%26_Alienate_People_(memoir)" title="How to Lose Friends & Alienate People (memoir)">How to Lose Friends & Alienate People</A></I> is a parody of the title of this book. The memoir was also adapted into a <A href="/wiki/How_to_Lose_Friends_%26_Alienate_People_(film)" title="How to Lose Friends & Alienate People (film)">2008 film of the same name</A> starring <A href="/wiki/Simon_Pegg" title="Simon Pegg">Simon Pegg</A>.</LI>
<LI>An episode from <A href="/wiki/Cheers_(season_7)" title="Cheers (season 7)">season 7</A> of <I><A href="/wiki/Cheers" title="Cheers">Cheers</A></I> is called "How to Win Friends and Electrocute People" as a play on the title of the book.</LI>
<LI>Season 7 episode 9 of <I><A href="/wiki/Supernatural_(U.S._TV_series)" title="Supernatural (U.S. TV series)">Supernatural</A></I> is titled "How to Win Friends and Influence Monsters", in reference to the title of the book.</LI>
<LI>Season 2 episode 3 of Marvel's <I><A href="/wiki/Agents_of_S.H.I.E.L.D." title="Agents of S.H.I.E.L.D.">Agents of S.H.I.E.L.D.</A></I> is titled "Making Friends and Influencing People", in reference to this book. It aired October 7th, 2014.</LI>
<LI>The book is referenced in the 2016 film <I><A href="/wiki/Imperium_(2016_film)" title="Imperium (2016 film)">Imperium</A></I>, in which an undercover <A href="/wiki/FBI" class="mw-redirect" title="FBI">FBI</A> agent uses principles from the book to infiltrate an extremist group.</LI>
<LI>In the November 2, 2017 episode of <I><A href="/wiki/Young_Sheldon" title="Young Sheldon">Young Sheldon</A></I>, "Rockets, Communists, and the Dewey Decimal System", Sheldon reads the book and attempts to apply its advice.</LI>
<LI>The book is said to have greatly influenced the life of television and film actress <A href="/wiki/Donna_Reed" title="Donna Reed">Donna Reed</A>. It was given to her by her high school chemistry teacher Edward Tompkins to read as a sophomore at Denison (Iowa) High School in 1936. Upon reading it she won the lead in the school play, was voted Campus Queen and was in the top 10 of the 1938 graduating class.<SUP id="cite_ref-28" class="reference"><A href="#cite_note-28">[28]</A></SUP></LI>
</UL>
<H2><SPAN class="mw-headline" id="References">References</SPAN><SPAN class="mw-editsection"><SPAN class="mw-editsection-bracket">[</SPAN><A href="/w/index.php?title=How_to_Win_Friends_and_Influence_People&action=edit&section=12" title="Edit section: References">edit</A><SPAN class="mw-editsection-bracket">]</SPAN></SPAN></H2>
<DIV class="reflist columns references-column-width" style="-moz-column-width: 30em; -webkit-column-width: 30em; column-width: 30em; list-style-type: decimal;">
<OL class="references">
<LI id="cite_note-:0-1"><SPAN class="mw-cite-backlink">^ <A href="#cite_ref-:0_1-0"><SPAN class="cite-accessibility-label">Jump up to: </SPAN><SUP><I><B>a</B></I></SUP></A> <A href="#cite_ref-:0_1-1"><SUP><I><B>b</B></I></SUP></A></SPAN> <SPAN class="reference-text"><CITE class="citation web"><A rel="nofollow" class="external text" href="http://www.dalecarnegie.com/how-to-win-friends-and-influence-people-in-the-digital-age">"How to Win Friends and Influence People in the Digital Age"</A>. <I>Dalecarnegie.com</I>. 2011<SPAN class="reference-accessdate">. Retrieved <SPAN class="nowrap">March 28,</SPAN> 2016</SPAN>.</CITE><SPAN title="ctx_ver=Z39.88-2004&rft_val_fmt=info%3Aofi%2Ffmt%3Akev%3Amtx%3Ajournal&rft.genre=unknown&rft.jtitle=Dalecarnegie.com&rft.atitle=How+to+Win+Friends+and+Influence+People+in+the+Digital+Age&rft.date=2011&rft_id=http%3A%2F%2Fwww.dalecarnegie.com%2Fhow-to-win-friends-and-influence-people-in-the-digital-age&rfr_id=info%3Asid%2Fen.wikipedia.org%3AHow+to+Win+Friends+and+Influence+People" class="Z3988"><SPAN style="display:none;"> </SPAN></SPAN></SPAN></LI>
<LI id="cite_note-NYT1982-2"><SPAN class="mw-cite-backlink"><B><A href="#cite_ref-NYT1982_2-0"><SPAN class="cite-accessibility-label">Jump up </SPAN>^</A></B></SPAN> <SPAN class="reference-text"><CITE class="citation news">Walters, Ray (September 5, 1982). <A rel="nofollow" class="external text" href="https://query.nytimes.com/gst/fullpage.html?res=9804E5D91738F936A3575AC0A964948260&sec=&spon=&pagewanted=all">"Paperback Talk"</A>. New York Times<SPAN class="reference-accessdate">. Retrieved <SPAN class="nowrap">April 7,</SPAN> 2008</SPAN>.</CITE><SPAN title="ctx_ver=Z39.88-2004&rft_val_fmt=info%3Aofi%2Ffmt%3Akev%3Amtx%3Ajournal&rft.genre=article&rft.atitle=Paperback+Talk&rft.date=1982-09-05&rft.aulast=Walters&rft.aufirst=Ray&rft_id=https%3A%2F%2Fquery.nytimes.com%2Fgst%2Ffullpage.html%3Fres%3D9804E5D91738F936A3575AC0A964948260%26sec%3D%26spon%3D%26pagewanted%3Dall&rfr_id=info%3Asid%2Fen.wikipedia.org%3AHow+to+Win+Friends+and+Influence+People" class="Z3988"><SPAN style="display:none;"> </SPAN></SPAN></SPAN></LI>
<LI id="cite_note-3"><SPAN class="mw-cite-backlink"><B><A href="#cite_ref-3"><SPAN class="cite-accessibility-label">Jump up </SPAN>^</A></B></SPAN> <SPAN class="reference-text">Each section is a paraphrase of the main ideas written and developed by Dale Carnegie. Dale Carnegie, <I>How to Win Friends and Influence People</I> (Gallery: New York, 1998).</SPAN></LI>
<LI id="cite_note-4"><SPAN class="mw-cite-backlink"><B><A href="#cite_ref-4"><SPAN class="cite-accessibility-label">Jump up </SPAN>^</A></B></SPAN> <SPAN class="reference-text">Dale Carnegie, <I>How to Win Friends and Influence People</I> (Gallery: New York, 1998) 52.</SPAN></LI>
<LI id="cite_note-5"><SPAN class="mw-cite-backlink"><B><A href="#cite_ref-5"><SPAN class="cite-accessibility-label">Jump up </SPAN>^</A></B></SPAN> <SPAN class="reference-text">Dale Carnegie. <I>How to Win Friends and Influence People</I> (New York: Gallery, 1998) 73.</SPAN></LI>
<LI id="cite_note-6"><SPAN class="mw-cite-backlink"><B><A href="#cite_ref-6"><SPAN class="cite-accessibility-label">Jump up </SPAN>^</A></B></SPAN> <SPAN class="reference-text">Dale Carnegie. <I>How to Win Friends and Influence People</I> (New York: Gallery, 1998) 143.</SPAN></LI>
<LI id="cite_note-7"><SPAN class="mw-cite-backlink"><B><A href="#cite_ref-7"><SPAN class="cite-accessibility-label">Jump up </SPAN>^</A></B></SPAN> <SPAN class="reference-text">Dale Carnegie, <I>How to Win Friends and Influence People</I> New York: Gallery, 1998. 220.</SPAN></LI>
<LI id="cite_note-8"><SPAN class="mw-cite-backlink"><B><A href="#cite_ref-8"><SPAN class="cite-accessibility-label">Jump up </SPAN>^</A></B></SPAN> <SPAN class="reference-text">Lowell Thomas, <I>Shortcut to Distinction</I> Introduction to <I>How to Win Friends and Influence People</I>. (New York: Gallery, 1998) 103.</SPAN></LI>
<LI id="cite_note-9"><SPAN class="mw-cite-backlink"><B><A href="#cite_ref-9"><SPAN class="cite-accessibility-label">Jump up </SPAN>^</A></B></SPAN> <SPAN class="reference-text">Steven Watts, <I>Self-Help Messiah</I> (New York: Other, 2013)</SPAN></LI>
<LI id="cite_note-10"><SPAN class="mw-cite-backlink"><B><A href="#cite_ref-10"><SPAN class="cite-accessibility-label">Jump up </SPAN>^</A></B></SPAN> <SPAN class="reference-text"><CITE class="citation book">Korda, Michael (1999). <I>Another Life: A Memoir of Other People</I>. Random House. p. 149. <A href="/wiki/International_Standard_Book_Number" title="International Standard Book Number">ISBN</A> <A href="/wiki/Special:BookSources/9780679456599" title="Special:BookSources/9780679456599">9780679456599</A>. <Q>It was not for nothing that Shimkin had been the discoverer of Dale Carnegie, whose lectures he had attended with results that changed both Carnigie's life and his own: How to Win Friends and Influence People became the biggest best-seller in S&S's history.</Q></CITE><SPAN title="ctx_ver=Z39.88-2004&rft_val_fmt=info%3Aofi%2Ffmt%3Akev%3Amtx%3Abook&rft.genre=book&rft.btitle=Another+Life%3A+A+Memoir+of+Other+People&rft.pages=149&rft.pub=Random+House&rft.date=1999&rft.isbn=9780679456599&rft.aulast=Korda&rft.aufirst=Michael&rfr_id=info%3Asid%2Fen.wikipedia.org%3AHow+to+Win+Friends+and+Influence+People" class="Z3988"><SPAN style="display:none;"> </SPAN></SPAN></SPAN></LI>
<LI id="cite_note-11"><SPAN class="mw-cite-backlink"><B><A href="#cite_ref-11"><SPAN class="cite-accessibility-label">Jump up </SPAN>^</A></B></SPAN> <SPAN class="reference-text"><CITE class="citation book">Silverman, Al (2008). <I>The Time of Their Lives: The Golden Age of Great American Book Publishers, Their Editors, and Authors</I>. Truman Talley. pp. 252–254. <A href="/wiki/International_Standard_Book_Number" title="International Standard Book Number">ISBN</A> <A href="/wiki/Special:BookSources/978-0312-35003-1" title="Special:BookSources/978-0312-35003-1">978-0312-35003-1</A>.</CITE><SPAN title="ctx_ver=Z39.88-2004&rft_val_fmt=info%3Aofi%2Ffmt%3Akev%3Amtx%3Abook&rft.genre=book&rft.btitle=The+Time+of+Their+Lives%3A+The+Golden+Age+of+Great+American+Book+Publishers%2C+Their+Editors%2C+and+Authors&rft.pages=252-254&rft.pub=Truman+Talley&rft.date=2008&rft.isbn=978-0312-35003-1&rft.aulast=Silverman&rft.aufirst=Al&rfr_id=info%3Asid%2Fen.wikipedia.org%3AHow+to+Win+Friends+and+Influence+People" class="Z3988"><SPAN style="display:none;"> </SPAN></SPAN></SPAN></LI>
<LI id="cite_note-12"><SPAN class="mw-cite-backlink"><B><A href="#cite_ref-12"><SPAN class="cite-accessibility-label">Jump up </SPAN>^</A></B></SPAN> <SPAN class="reference-text">Giles, Kemp. <I>Dale Carnegie</I> (New York: St. Martin's, 1989) 137–141</SPAN></LI>
<LI id="cite_note-giles141-13"><SPAN class="mw-cite-backlink">^ <A href="#cite_ref-giles141_13-0"><SPAN class="cite-accessibility-label">Jump up to: </SPAN><SUP><I><B>a</B></I></SUP></A> <A href="#cite_ref-giles141_13-1"><SUP><I><B>b</B></I></SUP></A></SPAN> <SPAN class="reference-text">Giles, Kemp. <I>Dale Carnegie</I> (New York: St. Martin's, 1989) 141.</SPAN></LI>
<LI id="cite_note-14"><SPAN class="mw-cite-backlink"><B><A href="#cite_ref-14"><SPAN class="cite-accessibility-label">Jump up </SPAN>^</A></B></SPAN> <SPAN class="reference-text">Giles, Kemp. <I>Dale Carnegie</I> (New York: St. Martin's, 1989) 142.</SPAN></LI>
<LI id="cite_note-auto-15"><SPAN class="mw-cite-backlink">^ <A href="#cite_ref-auto_15-0"><SPAN class="cite-accessibility-label">Jump up to: </SPAN><SUP><I><B>a</B></I></SUP></A> <A href="#cite_ref-auto_15-1"><SUP><I><B>b</B></I></SUP></A></SPAN> <SPAN class="reference-text">Display ad 42 – no title. (1936, Dec 07). <I>New York Times</I> (1923–Current File) Retrieved from <A rel="nofollow" class="external free" href="http://search.proquest.com/docview/101624338">http://search.proquest.com/docview/101624338</A></SPAN></LI>
<LI id="cite_note-16"><SPAN class="mw-cite-backlink"><B><A href="#cite_ref-16"><SPAN class="cite-accessibility-label">Jump up </SPAN>^</A></B></SPAN> <SPAN class="reference-text">Steven Watts, <I>Self-Help Messiah</I> (New York: Other, 2013) 2–4</SPAN></LI>
<LI id="cite_note-17"><SPAN class="mw-cite-backlink"><B><A href="#cite_ref-17"><SPAN class="cite-accessibility-label">Jump up </SPAN>^</A></B></SPAN> <SPAN class="reference-text">Giles, Kemp. <I>Dale Carnegie</I>(New York: St. Martin's, 1989) 147.</SPAN></LI>
<LI id="cite_note-18"><SPAN class="mw-cite-backlink"><B><A href="#cite_ref-18"><SPAN class="cite-accessibility-label">Jump up </SPAN>^</A></B></SPAN> <SPAN class="reference-text">"Miscellaneous Brief Reviews." 1937. <I>New York Times</I> (1923–Current File), Feb 14, 104. <A rel="nofollow" class="external free" href="http://search.proquest.com/docview/101971502">http://search.proquest.com/docview/101971502</A></SPAN></LI>
<LI id="cite_note-19"><SPAN class="mw-cite-backlink"><B><A href="#cite_ref-19"><SPAN class="cite-accessibility-label">Jump up </SPAN>^</A></B></SPAN> <SPAN class="reference-text">Sinclair Lewis, quoted in Tom Sant, <I>The Giants of Sales</I>. (New York: AMACOM, 2006) 96.</SPAN></LI>
<LI id="cite_note-20"><SPAN class="mw-cite-backlink"><B><A href="#cite_ref-20"><SPAN class="cite-accessibility-label">Jump up </SPAN>^</A></B></SPAN> <SPAN class="reference-text">Giles, Kemp. <I>Dale Carnegie</I>(New York: St. Martin's, 1989) 152.</SPAN></LI>
<LI id="cite_note-21"><SPAN class="mw-cite-backlink"><B><A href="#cite_ref-21"><SPAN class="cite-accessibility-label">Jump up </SPAN>^</A></B></SPAN> <SPAN class="reference-text">Symons, A. E. 1937. <I>The Australian Quarterly</I>, 9 (3). Australian Institute of Policy and Science: 115–16. <A href="/wiki/Digital_object_identifier" title="Digital object identifier">doi</A>:<A rel="nofollow" class="external text" href="https://doi.org/10.2307%2F20629470">10.2307/20629470</A></SPAN></LI>
<LI id="cite_note-22"><SPAN class="mw-cite-backlink"><B><A href="#cite_ref-22"><SPAN class="cite-accessibility-label">Jump up </SPAN>^</A></B></SPAN> <SPAN class="reference-text">Parker, Gail Thain. 1977. "How to Win Friends and Influence People: Dale Carnegie and the Problem of Sincerity". <I>American Quarterly</I> 29 (5). Johns Hopkins University Press: 506–18. <A href="/wiki/Digital_object_identifier" title="Digital object identifier">doi</A>:<A rel="nofollow" class="external text" href="https://doi.org/10.2307%2F2712571">10.2307/2712571</A></SPAN></LI>
<LI id="cite_note-23"><SPAN class="mw-cite-backlink"><B><A href="#cite_ref-23"><SPAN class="cite-accessibility-label">Jump up </SPAN>^</A></B></SPAN> <SPAN class="reference-text">Display ad 49 – no title. (1937, Jan 25). <I>New York Times</I> (1923–Current File) Retrieved from <A rel="nofollow" class="external free" href="http://search.proquest.com/docview/102017737">http://search.proquest.com/docview/102017737</A></SPAN></LI>
<LI id="cite_note-24"><SPAN class="mw-cite-backlink"><B><A href="#cite_ref-24"><SPAN class="cite-accessibility-label">Jump up </SPAN>^</A></B></SPAN> <SPAN class="reference-text">"Books and Authors." 1940. New York Times (1923–Current File), Dec 29, 1. <A rel="nofollow" class="external free" href="http://search.proquest.com/docview/105230738">http://search.proquest.com/docview/105230738</A></SPAN></LI>
<LI id="cite_note-25"><SPAN class="mw-cite-backlink"><B><A href="#cite_ref-25"><SPAN class="cite-accessibility-label">Jump up </SPAN>^</A></B></SPAN> <SPAN class="reference-text"><CITE class="citation web"><A rel="nofollow" class="external text" href="https://www.amazon.com/b?ie=UTF8&node=11913537011">"Amazon.com: Top 20 Lists in Books: Books"</A>.</CITE><SPAN title="ctx_ver=Z39.88-2004&rft_val_fmt=info%3Aofi%2Ffmt%3Akev%3Amtx%3Abook&rft.genre=unknown&rft.btitle=Amazon.com%3A+Top+20+Lists+in+Books%3A+Books&rft_id=https%3A%2F%2Fwww.amazon.com%2Fb%3Fie%3DUTF8%26node%3D11913537011&rfr_id=info%3Asid%2Fen.wikipedia.org%3AHow+to+Win+Friends+and+Influence+People" class="Z3988"><SPAN style="display:none;"> </SPAN></SPAN></SPAN></LI>
<LI id="cite_note-26"><SPAN class="mw-cite-backlink"><B><A href="#cite_ref-26"><SPAN class="cite-accessibility-label">Jump up </SPAN>^</A></B></SPAN> <SPAN class="reference-text"><CITE class="citation web">Lasson, Sally Ann (February 16, 2009). <A rel="nofollow" class="external text" href="https://www.independent.co.uk/news/business/analysis-and-features/warren-buffet-the-secret-of-the-billionaires-success-1622649.html">"Warren Buffet: The secret of the billionaire's success"</A>. <I><A href="/wiki/The_Independent" title="The Independent">The Independent</A></I><SPAN class="reference-accessdate">. Retrieved <SPAN class="nowrap">April 8,</SPAN> 2013</SPAN>.</CITE><SPAN title="ctx_ver=Z39.88-2004&rft_val_fmt=info%3Aofi%2Ffmt%3Akev%3Amtx%3Ajournal&rft.genre=unknown&rft.jtitle=The+Independent&rft.atitle=Warren+Buffet%3A+The+secret+of+the+billionaire%27s+success&rft.date=2009-02-16&rft.aulast=Lasson&rft.aufirst=Sally+Ann&rft_id=https%3A%2F%2Fwww.independent.co.uk%2Fnews%2Fbusiness%2Fanalysis-and-features%2Fwarren-buffet-the-secret-of-the-billionaires-success-1622649.html&rfr_id=info%3Asid%2Fen.wikipedia.org%3AHow+to+Win+Friends+and+Influence+People" class="Z3988"><SPAN style="display:none;"> </SPAN></SPAN></SPAN></LI>
<LI id="cite_note-27"><SPAN class="mw-cite-backlink"><B><A href="#cite_ref-27"><SPAN class="cite-accessibility-label">Jump up </SPAN>^</A></B></SPAN> <SPAN class="reference-text"><CITE class="citation news">Brady, Diane (July 22, 2013). <A rel="nofollow" class="external text" href="http://www.businessweek.com/articles/2013-07-22/charles-mansons-turning-point-dale-carnegie-classes">"Charles Manson's turning point: Dale Carnegie classes"</A>. <I><A href="/wiki/Business_Week" class="mw-redirect" title="Business Week">Business Week</A></I><SPAN class="reference-accessdate">. Retrieved <SPAN class="nowrap">October 23,</SPAN> 2013</SPAN>.</CITE><SPAN title="ctx_ver=Z39.88-2004&rft_val_fmt=info%3Aofi%2Ffmt%3Akev%3Amtx%3Ajournal&rft.genre=article&rft.jtitle=Business+Week&rft.atitle=Charles+Manson%27s+turning+point%3A+Dale+Carnegie+classes&rft.date=2013-07-22&rft.aulast=Brady&rft.aufirst=Diane&rft_id=http%3A%2F%2Fwww.businessweek.com%2Farticles%2F2013-07-22%2Fcharles-mansons-turning-point-dale-carnegie-classes&rfr_id=info%3Asid%2Fen.wikipedia.org%3AHow+to+Win+Friends+and+Influence+People" class="Z3988"><SPAN style="display:none;"> </SPAN></SPAN></SPAN></LI>
<LI id="cite_note-28"><SPAN class="mw-cite-backlink"><B><A href="#cite_ref-28"><SPAN class="cite-accessibility-label">Jump up </SPAN>^</A></B></SPAN> <SPAN class="reference-text"><CITE class="citation web"><A rel="nofollow" class="external text" href="http://www.dbrnews.com/archive/year-history-of-broadway-elementary-building-celebrated/article_d80b758c-20c8-53e0-b365-02aa5e69b1df.html">"75-year history of Broadway Elementary building celebrated"</A>. <I>Denison Bulletin-Review</I>. March 20, 2012<SPAN class="reference-accessdate">. Retrieved <SPAN class="nowrap">April 9,</SPAN> 2017</SPAN>.</CITE><SPAN title="ctx_ver=Z39.88-2004&rft_val_fmt=info%3Aofi%2Ffmt%3Akev%3Amtx%3Ajournal&rft.genre=unknown&rft.jtitle=Denison+Bulletin-Review&rft.atitle=75-year+history+of+Broadway+Elementary+building+celebrated&rft.date=2012-03-20&rft_id=http%3A%2F%2Fwww.dbrnews.com%2Farchive%2Fyear-history-of-broadway-elementary-building-celebrated%2Farticle_d80b758c-20c8-53e0-b365-02aa5e69b1df.html&rfr_id=info%3Asid%2Fen.wikipedia.org%3AHow+to+Win+Friends+and+Influence+People" class="Z3988"><SPAN style="display:none;"> </SPAN></SPAN></SPAN></LI>
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