how thi book wawrittenand why by dale carnegie during the firt thirtyfive year of the twentiethcentury the publihing houe of america printed more than a fifth of amillion different book. mot of them were deadly dull and many were finanfailure. “many” did i ay? the preident of one of the larget publihinghoue in the world confeed to me that hi pany after eventyfive yearof publihing experience till lot money on even out of every eight book itpublihed. why then did i have the temerity to write anotherbook? and after i had written it why hould you bother to read it? fair quetion both; and i39;ll try to anwer them. i have ince 1912 been conducting educationalcoure for buine and profeional men and women in new york. at firt iconducted coure in public peaking only coure deigned to train adultby actual experience to think on their feet and expre their idea with moreclarity more effectivene and more poie both in buine interview andbefore grou. but gradually a the eaon paed i realizedthat a orely a thee adult needed training in effective peaking theyneeded till more training in the fine art of getting along with people ineveryday buine and o contact. i alo gradually realized that i wa orely in needof uch training myelf. a i look back acro the year i am appalled at myown frequent lack of finee and undertan. how i wih a book uch a thi had been ced in myhand twenty year ago! what a pricele boon it would have been. dealing with people i probably the bigget problemyou face epely if you are in buine. ye and that i alo true if youare a houewife architect or engineer. reearch done a few year ago under theaupice of the carnegie foundation for the advancement of teaching uncovered amot important and ignificant fact a fact later confirmed by additionaltudie made at the carnegie intitute of technology. thee invetigationrevealed that even in uch technical line a engineering about 15 percent ofone39; finan ucce i due to one’ technical knowledge and about 85percent i due to kill in human engineeringto peronality and the ability tolead people. for many year i conducted coure each eaon atthe engineer’ club of philadelphia and alo coure for the new york chapterof the american intitute of electrical engineer. a total of probably morethan fifteen hundred engineer have paed through my clae. they came to mebecaue they had finally realized after year of obervation and experiencethat the highetpaid peronnel in engineering are frequently not thoe whoknow the mot about engineering. one can for example hire mere technicalability in engineering accountancy architecture or any other profeion at nominalalarie. but the peron who ha technical knowledge plu the ability toexpre idea to aume leaderhip and to aroue enthuiam among peoplethatperon i headed for higher earning power. in the heyday of hi activity john d. rockefelleraid that “the ability to deal with people i a purchaable a modity augar or coffee.” “and i will pay more for that ability” aid john d. “thanfor any other under the un.” wouldn’t you upe that every college in the landwould conduct coure to develop the highetpriced ability under the un? butif there i jut one practical monene coure of that kind given foradult in even one college in the land it ha ecaped my attention up to thepreent writing. the univerity of chicago and the united y.m.c.a.chool conducted a urvey to determine what adult want to tudy. that urvey cot 25000 and took two year. thelat part of the urvey wa made in meriden connecticut. it had been choen aa typical american town. every adult in meriden wa interviewed and requetedto anwer 156 quetionquetion uch a “what i your buine or profeion?your education? how do you pend your pare time? what i your ine? yourhobbie? your ambition? your problem? what ubject are you mot interetedin tudying?” and o on. that urvey revealed that health i the prime interetof adult and that their econd interet i people; how to undertand and getalong with people; how to make people like you; and how to win other to your wayof thinking.
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