How to Win Friends and Influence People

Introduction-Part 1

Reading Check

1. Human engineering (Part 1, Introduction)

2. Appreciated and important (Part 1, Chapter 2)

Short Answer

1. Participants saw larger earnings and more success in communicating with others at home and in the workplace. (Part 1, Introduction)

2. He knew it would create problems with Meade rather than solve them. (Part 1, Chapter 1)

3. Don’t criticize; instead point to people’s good attributes. (Part 1, Chapter 1)

4. He advises that people should play into others’ desires to get what they want. (Part 1, Chapter 2)

5. Flattery is insincere and cheap, while appreciation is honest and sincere. (Part 1, Chapter 2)

6. People operate out of their own wants and desires. Empathy validates the desires of others to generate benefits for both parties.

Part 2

Reading Check

1. Dogs (Part 2, Chapter 1)

2. I (Part 2, Chapter 1)

3. One’s own name (Part 2, Chapter 3)

Short Answer

1. Rather than criticizing, he landed the account by asking the firm’s executive to describe the company to him. (Part 1, Chapter 1)

2. Become genuinely interested in other people. (Part 2, Chapter 1)

3. Smiles increase mood, performance, and overall well-being. (Part 2, Chapter 2)

4. When people feel as though they are heard, they feel valued by the listener and are sometimes able to solve problems just by speaking about them aloud. People will also think someone who speaks little about themselves and listens is a good conversationalist. (Part 2, Chapter 4)

5. He learned and researched others’ interests before meeting to speak with them. (Part 2, Chapter 5)

6. Every person wants to feel important. (Part 2, Chapter 6)

Part 3

Reading Check

1. Avoid it (Part 3, Chapter 1)

2. Grant mercy (Part 3, Chapter 3)

3. The Philadelphia Evening Bulletin (Part 3, Chapter 11)

4. “Dramatize your ideas” (Part 3, Chapter 11)

Short Answer

1. He didn’t want to needlessly humiliate the man at the table. (Part 3, Chapter 1)

2. Say, “I may be wrong. I frequently am.” (Part 3, Chapter 2)

3. Show respect for the other person’s viewpoint and never say that they are wrong. (Part 3, Chapter 2)

4. It illustrates the power of gentleness and friendliness over force and fury. (Part 3, Chapter 4)

5. By asking a series of questions that generate “yes” responses, the questioner can influence the other person to respond with a yes to what they want to accomplish. (Part 3, Chapter 5)

6. Bragging can isolate someone from their peers. It can be corrected by listening to peers more often than talking about oneself. (Part 3, Chapter 6)

7. It can diffuse difficult conversations. (Part 3, Chapter 8)

Part 4

Reading Check

1. Lincoln (Part 4, Chapter 1)

2. A cigar (Part 4, Chapter 2)

3. Ask questions (Part 4, Chapter 4)

4. “Use encouragement. Make the fault seem easy to correct.” (Part 4, Chapter 8)

Short Answer

1. They can make their presence known, lead by example, or provide praise before pointing to the appropriate behavior. (Part 4, Chapter 2)

2. Describing your own mistakes helps to put the other person at ease and extends grace to someone who needs correction. (Part 4, Chapter 3)

3. Praise motivates others to perform better than they believe they can. (Part 4, Chapter 6)

4. The author means that people will try to meet the reputation you give them, so describe their work in the best of terms so they will rise to the reputation they have been given. (Part 4, Chapter 7)

5. Others might be more willing to do what you want if you suggest it will make the other person happy if they do it your way. (Part 4, Chapter 9)