How to Win Friends and Influence People

Born in rural Missouri, Dale Carnegie (1888-1955) began his career as a traveling salesman for the International Correspondence Schools, dabbled briefly in acting, and served in the Army during World War I. He later transitioned into public speaking and training, and these overlapping areas of expertise fuel his well-rounded advice on perfecting interpersonal communication. He also developed and taught courses in public speaking and human relations at a time when few resources were available in these areas. By focusing on likability, persuasion, and emotional intelligence, his work was designed to address the practical needs of individuals who wished to succeed in business and social environments during the early 20th century. He later synthesized this expertise in his 1936 book How to Win Friends and Influence People, which galvanized the American self-help industry and still resonates with diverse audiences nearly a century later.

Carnegie’s lasting credibility stems from his empirical and experiential approach to human behavior. All of the lessons in his book are illustrated by pointed anecdotes and firmly based upon real-world observations and numerous case studies, many of which are drawn from the lives of businesspeople, political leaders, and even the students in his own courses. While much of his work remains relevant today, his methods do reflect the gender biases and social hierarchies of his time, and some of his advice champions conformity and advocates for the strategic use of flattery. For this reason, modern critics contend that Carnegie’s work occasionally employs manipulative undertones, suggesting that those who employ his strategies to the letter must necessarily sacrifice authenticity for the sake of effectiveness. This pattern could become problematic in contexts that require people to exhibit deeper emotional or ethical engagement. Yet, despite these concerns, his descriptions of empathy, active listening, and conflict de-escalation remain vital to the dynamics of modern-day professional settings and personal interactions.