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    How to Win Friends and Influence People

    Dale Carnegie

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    At a dinner party in New York, one of the guests, a woman who had inherited money,
    was eager to make a pleasing impression on everyone. She had squandered a modest
    fortune on sables, diamonds and pearls. But she hadn’t done anything whatever about
    her face. It radiated sourness and selfishness. She didn’t realize what everyone knows:
    namely, that the expression one wears on one’s face is far more important than the
    clothes one wears on one’s back.
    Charles Schwab told me his smile had been worth a million dollars. And he was
    probably understating the truth. For Schwab’s personality, his charm, his ability to
    make people like him, were almost wholly responsible for his extraordinary success;
    and one of the most delightful factors in his personality was his captivating smile.
    Actions speak louder than words, and a smile says, “I like you, you make me happy. I
    am glad to see you.” That is why dogs make such a hit. They are so glad to see us that
    they almost jump out of their skins. So, naturally, we are glad to see them.
    A baby’s smile has the same effect.
    Have you ever been in a doctor’s waiting room and looked around at all the glum faces
    waiting impatiently to be seen? Dr, Stephen K. Sproul, a veterinarian in Raytown,
    Missouri, told of a typical spring day when his waiting room was full of clients waiting
    to have their pets inoculated. No one was talking to anyone else, and all were probably
    thinking of a dozen other things they would rather be doing than “wasting time” sitting
    in that office. He told one of our classes: “There were six or seven clients waiting when
    a young woman came in with a nine-month-old baby and a kitten. As luck would have
    it, she sat down next to a gentleman who was more than a little distraught about the
    long wait for service. The next thing he knew, the baby just looked up at him with that

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