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![]() In 1934, Leon Shimkin, of the publishing firm Simon & Schuster, took one of Carnegie's 14-week courses on human relations and public speaking, and later persuaded Carnegie to let a stenographer take notes from the course to be revised for publication. Ĭarnegie had been conducting business education courses in New York since 1912. Over 30 million copies have been sold worldwide, making it one of the best-selling books of all time. This could be easily overcome by changing the word “but” to “and.” “We’re really proud of you, Johnnie, for raising your grades this term, and by continuing the same conscientious efforts next term, your algebra grade can be up with all the others.How to Win Friends and Influence People is a 1936 self-help book written by Dale Carnegie. ![]() Credibility would be strained, and we probably would not achieve our objectives of changing Johnnie’s attitude toward his studies. To him, the praise seemed only to be a contrived lead-in to a critical inference of failure. ![]() But if you had worked harder on your algebra, the results would have been better.” In this case, Johnnie might feel encouraged until he heard the word “but.” He might then question the sincerity of the original praise. For example, in trying to change a child’s careless attitude toward studies, we might say, “We’re really proud of you, Johnnie, for raising your grades this term. Many people begin their criticism with sincere praise followed by the word “but” and ending with a critical statement. “Simply changing one three-letter word can often spell the difference between failure and success in changing people without giving offense or arousing resentment.
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