How to win friends and Influence People

by Dale Carnegie

One of the largest automobile manufacturers in the United States was negotiating for a year’s requirements of upholstery fabrics. Three important manufacturers had worked up fabrics in sample bodies. These had all been inspected by the executives of the motor company, and notice had been sent to each manufacturer saying that, on a certain day, a representative from each supplier would be given an opportunity to make a final plea for the contract. G.B.R., a representative of one manufacturer, arrived in town with a severe attack of laryngitis. “When it came my turn to meet the executives in conference,” Mr. R—— said as he related the story before one of my classes, “I had lost my voice. I could hardly whisper. I was ushered into a room and found myself face to face with the textile engineer, the purchasing agent, the director of sales and the president of the company. I stood up and made a valiant effort to speak, but I couldn’t do anything more than squeak. “They were all seated around a table, so I wrote on a pad of paper: ‘Gentlemen, I have lost my voice. I am speechless.’ “‘I’ll do the talking for you,’ the president said. He did. He exhibited my samples and praised their good points. A lively discussion arose about the merits of my goods. And the president, since he was talking for me, took the position I would have had during the discussion. My sole participation consisted of smiles, nods and a few gestures. “As a result of this unique conference, I was awarded the co...