Carnegie was born in poverty on a farm in Missouri, and emerged to write several books, the most famous of which was How to Win Friends and Influence People, first published in 1936. It ended up selling over 15 million copies, propelling him into the national spotlight. (see Dale Carnegie bio on Wikipedia)
Carnegie believed it was possible to change other people's behavior by changing one's reaction to them. Below is an excerpt from How to Win Friends... While it may seem overly simple today, it was breakthrough material at the time and the basic bedrock principles can be found in many business books today (think about these the next time you brief through a networking or personal communications book).
Six Ways to Make People Like You:
- Be genuinely interested in other people.
- Remember and use people's names.
- Encourage others to talk about themselves and listen to them.
- Discuss what the other person is interested in.
- Make the other person feel important.