Как завоевывать друзей и оказывать влияние на людей

Dale Carnegie





                HOW TO WIN FRIENDS AND INFLOENCE PEOPLE







MODERN FROSE


Подготовка текста, комментарии и словарь Ж. Ф. Коноваленко







ИЗДАТЕЛЬСТВО

Санк^Петербург

2009

   УДК 372.8
   ББК 81.2 Англ-93
          К 24
       Карнеги Д.
   К 24     Как завоевать друзей и оказывать влияние на лю       дей: Книга для чтения на английском языке. — СПб.: КАРО, 2009. — 368 с. — («Modern Prose»)
       ISBN 978-5-9925-0448-4
            Эта книга — самое известное произведение американского психолога Дейла Карнеги, ставшее бестселлером и принесшее автору мировую славу.
            Неадаптированный текст снабжен комментариями, вопросами к каждой главе и словарем.
            Книга предназначена для учащихся старших классов языковых школ, вузов, курсов иностранных языков и самостоятельного чтения.
УДК 372.8
Карнеги Дейл ББК 81.2 Англ-93
         HOW ТО WIN FRIENDS AND INFLUENCE PEOPLE
КАК ЗАВОЕВЫВАТЬ ДРУЗЕЙ И ОКАЗЫВАТЬ ВЛИЯНИЕ НА ЛЮДЕЙ
   Подготовка текста, комментарии и словарь Ж. Ф. Коноваленко
Ответственный редактор О. П. Панайотти Технический редактор Н. А. Степанова Иллюстрация на обложке О. В. Маркиной
Издательство «КАРО», ЛР № 065644
     195027, Санкт-Петербург, Свердловская наб., д. 60, (812) 570-54-97
www.karo.spb.ru
Гигиенический сертификат
№ 78.01.07.953.П.004024.03.07 от 22.03.2007
    Подписано в печать 21.09.2009. Формат 70 х 100 У₃₂. Бумага газетная.
Печать офсетная. Усл. печ. л. 21,93. Тираж 2000 экз. Заказ № 09.03 Отпечатано в типографии КАРО
   ISBN 978-5-9925-0448-4                     © КАРО, 2005

The More You Get out of This Book, the More You’ll Get out of Life!






     In order to get the most out of this book:

   a. Develop a deep, driving desire to master the principles of human relations.
   b. Read each chapter twice before going on to the next one.
   c. As you read, stop frequently to ask yourself how you can apply each suggestion.
   d. Underscore each important idea.
   e. Review this book each month.
   f. Apply these principles at every opportunity. Use this volume as a working handbook to help you solve your daily problems.
   g. Make a lively game out of your learning by offering some friend a dime or a dollar every time he or she catches you violating one of these principles.
   h. Check up each week on the progress you are making. Ask yourself what mistakes you have made, what improvement, what lessons you have learned for the future.
   i. Keep notes in the back of this book showing how and when you have applied these principles.

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Preface to Revised Edition



       How to Win Friends and Influence People was first published in 1937 in an edition of only five thousand copies. Neither Dale Carnegie nor the publishers, Simon and Schuster, anticipated more than this modest sale. To their amazement, the book became an overnight sensation, and edition after edition rolled off the presses to keep up with the increasing public demand. How to Win Friends and Influence People took its place in publishing history as one of the all-time international best-sellers. It touched a nerve and filled a human need that was more than a faddish phenomenon of post-Depression days, as evidenced by its continued and uninterrupted sales into the eighties, almost half a century later.
       Dale Carnegie used to say that it was easier to make a million dollars than to put a phrase into the English language. How to Win Friends and Influence People became such a phrase, quoted, paraphrased, parodied, used in innumerable contexts from political cartoons to novels. The book itself was translated into almost every known written language. Each generation has discovered it anew and has found it relevant.
       Which brings us to the logical question: Why revise a book that has proven and continues to prove its vigorous and universal appeal? Why tamper with success?

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     To answer that, we must realize that Dale Carnegie himself was a tireless reviser of his own work during his lifetime. How to Win Friends and Influence People was written to be used as a textbook for his courses in Effective Speaking and Human Relations and is still used in those courses today. Until his death in 1955 he constantly improved and revised the course itself to make it applicable to the evolving needs of an ever-growing public. No one was more sensitive to the changing currents of present-day life than Dale Carnegie. He constantly improved and refined his methods of teaching; he updated his book on Effective Speaking several times. Had he lived longer, he himself would have revised How to Win Friends and Influence People to better reflect the changes that have taken place in the world since the thirties.
     Many of the names of prominent people in the book, well known at the time of first publication, are no longer recognized by many of today’s readers. Certain examples and phrases seem as quaint and dated in our social climate as those in a Victorian novel. The important message and overall impact of the book is weakened to that extent.
     Our purpose, therefore, in this revision is to clarify and strengthen the book for a modern reader without tampering with the content. We have not “changed” How to Win Friends and Influence People except to make a few excisions and add a few more contemporary examples. The brash, breezy Carnegie style is intact — even the thirties slang is still there. Dale Carnegie wrote as he spoke,

PREFACE TO REVISED EDITION

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DOROTY CARNEGIE

in an intensively exuberant, colloquial, conversational manner.
   So his voice still speaks as forcefully as ever, in the book and in his work. Thousands of people all over the world are being trained in Carnegie courses in increasing numbers each year. And other thousands are reading and studying How to Win Friends and Influence People and being inspired to use its principles to better their lives. To all of them, we offer this revision in the spirit of the honing and polishing of a finely made tool.

                                 Dorothy Carnegie (Mrs. Dale Carnegie)

How This Book Was Written — And Why

    by Dale Carnegie

     During the first thirty-five years of the twentieth century, the publishing houses of America printed more than a fifth of a million different books. Most of them were deadly dull, and many were financial failures. “Many,” did I say? The president of one of the largest publishing houses in the world confessed to me that his company, after seventy-five years of publishing experience, still lost money on seven out of every eight books it published.
     Why, then, did I have the temerity to write another book? And, after I had written it, why should you bother to read it?
     Fair questions, both; and I’ll try to answer them.
     I have, since 1912, been conducting educational courses for business and professional men and women in New York. At first, I conducted courses in public speaking only — courses designed to train adults, by actual experience, to think on their feet and express their ideas with more clarity, more effectiveness and more poise, both in business interviews and before groups.
     But gradually, as the seasons passed, I realized that as sorely as these adults needed training in effective speaking, they needed still more training in the fine art of getting along with people in everyday business and social contacts.


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DALE CARNEGIE

   I also gradually realized that I was sorely in need of such training myself. As I look back across the years, I am appalled at my own frequent lack of finesse and understanding. How I wish a book such as this had been placed in my hands twenty years ago! What a priceless boon it would have been.
        Dealing with people is probably the biggest problem you face, especially if you are in business. Yes, and that is also true if you are a housewife, architect or engineer. Research done a few years ago under the auspices of the Carnegie Foundation for the Advancement of Teaching uncovered a most important and significant fact — a fact later confirmed by additional studies made at the Carnegie Institute of Technology. These investigations revealed that even in such technical lines as engineering, about 15 percent of one’s financial success is due to one’s technical knowledge and about 85 percent is due to skill in human engineering — to personality and the ability to lead people.
        For many years, I conducted courses each season at the Engineers’ Club of Philadelphia, and also courses for the New York Chapter of the American Institute of Electrical Engineers. A total of probably more than fifteen hundred engineers have passed through my classes. They came to me because they had finally realized, after years of observation and experience, that the highest-paid personnel in engineering are frequently not those who know the most about engineering. One can, for example, hire mere technical ability in engineering, accountancy,

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   architecture or any other profession at nominal salaries. But the person who has technical knowledge plus the ability to express ideas, to assume leadership, and to arouse enthusiasm among people — that person is headed for higher earning power.
     In the heyday of his activity, John D. Rockefeller said that “the ability to deal with people is as purchasable a commodity as sugar or coffee. And 1 will pay more for that ability”, said John D., “than for any other under the sun.”
     Wouldn’t you suppose that every college in the land would conduct courses to develop the highest-priced ability under the sun? But if there is just one practical, common-sense course of that kind given for adults in even one college in the land, it has escaped my attention up to the present writing.
     The University of Chicago and the United Y.M.C.A. Schools conducted a survey to determine what adults want to study.
     That survey cost $25,000 and took two years. The last part of the survey was made in Meriden, Connecticut. It had been chosen as a typical American town. Every adult in Meriden was interviewed and requested to answer 156 questions — questions such as “What is your business or profession? Your education? How do you spend your spare time? What is your income? Your hobbies? Your ambitions? Your problems? What subjects are you most interested in studying?” And so on. That survey revealed that health is the prime interest of adults — and that their second interest

HOW THIS BOOK WAS WRITTEN

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DALE CARNEGIE

is people; how to understand and get along with people; how to make people like you; and how to win others to your way of thinking.
   So the committee conducting this survey resolved to conduct such a course for adults in Meriden. They searched diligently for a practical textbook on the subject and found — not one. Finally they approached one of the world’s outstanding authorities on adult education and asked him if he knew of any book that met the needs of this group. “No,” he replied, “I know what those adults want. But the book they need has never been written.”
       I knew from experience that this statement was true, for I myself had been searching for years to discover a practical, working handbook on human relations.
       Since no such book existed, I have tried to write one for use in my own courses. And here it is. I hope you like it.
       In preparation for this book, I read everything that I could find on the subject — everything from newspaper columns, magazine articles, records of the family courts, the writings of the old philosophers and the new psychologists. In addition, I hired a trained researcher to spend one and a half years in various libraries reading everything I had missed, plowing through erudite tomes on psychology, poring over hundreds of magazine articles, searching through countless biographies, trying to ascertain how the great leaders of all ages had dealt with people. We read their biographies. We read the life stories of all great leaders from Julius Caesar to Thomas Edison. I recall that we read over

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