How To Win Friends And Influence People
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">How To Win Friends And Influence People<?xml:namespace prefix = o ns = "urn:schemas-microsoft-com:office:office" /><o:p></o:p></SPAN></P><P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">By<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">Dale Carnegie<o:p></o:p></SPAN></P>
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<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">Copyright - 1936 / 1964 / 1981 (Revised Edition)<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">Library of Congress Catalog Number - 17-19-20-18<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">ISBN - O-671-42517-X<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">Scan Version : v 1.0<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">Format : Text with cover pictures.<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">Date Scanned: Unknown<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">Posted to (Newsgroup): alt.binaries.e-book<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">Scan/Edit Note: I have made minor changes to this work, including a<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">contents page, covers etc. I did not scan this work (I only have the<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">1964 version) but decided to edit it since I am working on Dale's<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">other book "How To Stop Worrying and Start Living" and thought it<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">best to make minor improvements. Parts 5 and 6 were scanned and<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">added to this version by me, they were not included (for some<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">reason) in the version which appeared on alt.binaries.e-book.<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">-Salmun<o:p></o:p></SPAN></P>
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<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">Contents:<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">Eight Things This Book Will Help You Achieve<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">Preface to Revised Edition<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">How This Book Was Written-And Why<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">Nine Suggestions on How to Get the Most Out of This Book<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">A Shortcut to Distinction<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">Part 1 - Fundamental Techniques In Handling People<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">• 1 - "If You Want to Gather Honey, Don't Kick Over the Beehive"<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">• 2 - The Big Secret of Dealing with People<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">• 3 - "He Who Can Do This Has the Whole World with Him. He Who<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">Cannot, Walks a Lonely Way"<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">• Eight Suggestions On How To Get The Most Out Of This Book<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">Part 2 - Six Ways To Make People Like You<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">• 1 - Do This and You'll Be Welcome Anywhere<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">• 2 - A Simple Way to Make a Good Impression<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">• 3 - If You Don't Do This, You Are Headed for Trouble<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">• 4 - An Easy Way to Become a Good Conversationalist<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">• 5 - How to Interest People<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">• 6 - How To Make People Like You Instantly<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">• In A Nutshell<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">Part 3 - Twelve Ways To Win People To Your Way Of Thinking<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">• 1 - You Can't Win an Argument<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">• 2 - A Sure Way of Making Enemies—and How to Avoid It<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">• 3 - If You're Wrong, Admit It<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">• 4 - The High Road to a Man's Reason<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">• 5 - The Secret of Socrates<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">• 6 - The Safety Valve in Handling Complaints<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">• 7 - How to Get Co-operation<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">• 8 - A Formula That Will Work Wonders for You<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">• 9 - What Everybody Wants<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">• 10 - An Appeal That Everybody Likes<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">• 11 - The Movies Do It. Radio Does It. Why Don't You Do It?<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">• 12 - When Nothing Else Works, Try This<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">• In A Nutshell<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">Part 4 - Nine Ways To Change People Without Giving Offence Or<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">Arousing Resentment<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">• 1 - If You Must Find Fault, This Is the Way to Begin<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">• 2 - How to Criticize—and Not Be Hated for It<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">• 3 - Talk About Your Own Mistakes First<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">• 4 - No One Likes to Take Orders<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">• 5 - Let the Other Man Save His Face<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">• 6 - How to Spur Men on to Success<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">• 7 - Give the Dog a Good Name<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">• 8 - Make the Fault Seem Easy to Correct<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">• 9 - Making People Glad to Do What You Want<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">• In A Nutshell<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">Part 5 - Letters That Produced Miraculous Results<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">Part 6 - Seven Rules For Making Your Home Life Happier<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">• 1 - How to Dig Your Marital Grave in the Quickest Possible Way<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">• 2 - Love and Let Live<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">• 3 - Do This and You'll Be Looking Up the Time-Tables to Reno<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">• 4 - A Quick Way to Make Everybody Happy<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">• 5 - They Mean So Much to a Woman<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">• 6 - If you Want to be Happy, Don't Neglect This One<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">• 7 - Don't Be a "Marriage Illiterate"<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">• In A Nutshell<o:p></o:p></SPAN></P> <P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">--------------<?xml:namespace prefix = o ns = "urn:schemas-microsoft-com:office:office" /><o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">Eight Things This Book Will Help You Achieve<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">• 1. Get out of a mental rut, think new thoughts, acquire new<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">visions, discover new ambitions.<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">• 2. Make friends quickly and easily.<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">• 3. Increase your popularity.<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">• 4. Win people to your way of thinking.<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">• 5. Increase your influence, your prestige, your ability to get things<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">done.<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">• 6. Handle complaints, avoid arguments, keep your human contacts<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">smooth and pleasant.<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">• 7. Become a better speaker, a more entertaining conversationalist.<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">• 8. Arouse enthusiasm among your associates.<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">This book has done all these things for more than ten million readers<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">in thirty-six languages.<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">--------------<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">Preface to Revised Edition<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">How to Win Friends and Influence People was first published in 1937<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">in an edition of only five thousand copies. Neither Dale Carnegie nor<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">the publishers, Simon and Schuster, anticipated more than this<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">modest sale. To their amazement, the book became an overnight<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">sensation, and edition after edition rolled off the presses to keep up<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">with the increasing public demand. Now to Win Friends and<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">InfEuence People took its place in publishing history as one of the<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">all-time international best-sellers. It touched a nerve and filled a<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">human need that was more than a faddish phenomenon of post-<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">Depression days, as evidenced by its continued and uninterrupted<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">sales into the eighties, almost half a century later.<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">Dale Carnegie used to say that it was easier to make a million dollars<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">than to put a phrase into the English language. How to Win Friends<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">and Influence People became such a phrase, quoted, paraphrased,<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">parodied, used in innumerable contexts from political cartoon to<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">novels. The book itself was translated into almost every known<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">written language. Each generation has discovered it anew and has<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">found it relevant.<o:p></o:p></SPAN></P>
<P> </P> <P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">Which brings us to the logical question: Why revise a book that has<?xml:namespace prefix = o ns = "urn:schemas-microsoft-com:office:office" /><o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">proven and continues to prove its vigorous and universal appeal?<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">Why tamper with success?<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">To answer that, we must realize that Dale Carnegie himself was a<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">tireless reviser of his own work during his lifetime. How to Win<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">Friends and Influence People was written to be used as a textbook<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">for his courses in Effective Speaking and Human Relations and is still<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">used in those courses today. Until his death in 1955 he constantly<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">improved and revised the course itself to make it applicable to the<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">evolving needs of an every-growing public. No one was more<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">sensitive to the changing currents of present-day life than Dale<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">Carnegie. He constantly improved and refined his methods of<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">teaching; he updated his book on Effective Speaking several times.<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">Had he lived longer, he himself would have revised How to Win<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">Friends and Influence People to better reflect the changes that have<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">taken place in the world since the thirties.<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">Many of the names of prominent people in the book, well known at<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">the time of first publication, are no longer recognized by many of<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">today's readers. Certain examples and phrases seem as quaint and<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">dated in our social climate as those in a Victorian novel. The<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">important message and overall impact of the book is weakened to<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">that extent.<o:p></o:p></SPAN></P> <P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">Our purpose, therefore, in this revision is to clarify and strengthen<?xml:namespace prefix = o ns = "urn:schemas-microsoft-com:office:office" /><o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">the book for a modern reader without tampering with the content.<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">We have not "changed" How to Win Friends and Influence People<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">except to make a few excisions and add a few more contemporary<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">examples. The brash, breezy Carnegie style is intact-even the thirties<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">slang is still there. Dale Carnegie wrote as he spoke, in an intensively<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">exuberant, colloquial, conversational manner.<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">So his voice still speaks as forcefully as ever, in the book and in his<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">work. Thousands of people all over the world are being trained in<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">Carnegie courses in increasing numbers each year. And other<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">thousands are reading and studying How to Win Friends and<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">lnfluence People and being inspired to use its principles to better<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">their lives. To all of them, we offer this revision in the spirit of the<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">honing and polishing of a finely made tool.<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">Dorothy Carnegie (Mrs. Dale Carnegie)<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">--------------------------<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">How This Book Was Written-And Why<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">by<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">Dale Carnegie<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">During the first thirty-five years of the twentieth century, the<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">publishing houses of America printed more than a fifth of a million<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">different books. Most of them were deadly dull, and many were<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">financial failures. "Many," did I say? The president of one of the<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">largest publishing houses in the world confessed to me that his<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">company, after seventy-five years of publishing experience, still lost<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">money on seven out of every eight books it published.<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">Why, then, did I have the temerity to write another book? And, after<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">I had written it, why should you bother to read it?<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">Fair questions, both; and I'll try to answer them.<o:p></o:p></SPAN></P> <P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">I have, since 1912, been conducting educational courses for business<?xml:namespace prefix = o ns = "urn:schemas-microsoft-com:office:office" /><o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">and professional men and women in New York. At first, I conducted<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">courses in public speaking only - courses designed to train adults, by<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">actual experience, to think on their feet and express their ideas with<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">more clarity, more effectiveness and more poise, both in business<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">interviews and before groups.<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">But gradually, as the seasons passed, I realized that as sorely as<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">these adults needed training in effective speaking, they needed still<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">more training in the fine art of getting along with people in everyday<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">business and social contacts.<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">I also gradually realized that I was sorely in need of such training<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">myself. As I look back across the years, I am appalled at my own<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">frequent lack of finesse and understanding. How I wish a book such<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">as this had been placed in my hands twenty years ago! What a<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">priceless boon it would have been.<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">Dealing with people is probably the biggest problem you face,<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">especially if you are in business. Yes, and that is also true if you are<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">a housewife, architect or engineer. Research done a few years ago<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">under the auspices of the Carnegie Foundation for the Advancement<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">of Teaching uncovered a most important and significant fact - a fact<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">later confirmed by additional studies made at the Carnegie Institute<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">of Technology. These investigations revealed that even in such<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">technical lines as engineering, about 15 percent of one's financial<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">success is due to one's technical knowledge and about 85 percent is<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">due to skill in human engineering-to personality and the ability to<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">lead people.<o:p></o:p></SPAN></P> <P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">For many years, I conducted courses each season at the Engineers'<?xml:namespace prefix = o ns = "urn:schemas-microsoft-com:office:office" /><o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">Club of Philadelphia, and also courses for the New York Chapter of<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">the American Institute of Electrical Engineers. A total of probably<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">more than fifteen hundred engineers have passed through my<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">classes. They came to me because they had finally realized, after<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">years of observation and experience, that the highest-paid personnel<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">in engineering are frequently not those who know the most about<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">engineering. One can for example, hire mere technical ability in<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">engineering, accountancy, architecture or any other profession at<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">nominal salaries. But the person who has technical knowledge plus<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">the ability to express ideas, to assume leadership, and to arouse<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">enthusiasm among people-that person is headed for higher earning<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">power.<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">In the heyday of his activity, John D. Rockefeller said that "the ability<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">to deal with people is as purchasable a commodity as sugar or<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">coffee." "And I will pay more for that ability," said John D., "than for<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">any other under the sun."<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">Wouldn't you suppose that every college in the land would conduct<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">courses to develop the highest-priced ability under the sun? But if<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">there is just one practical, common-sense course of that kind given<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">for adults in even one college in the land, it has escaped my<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">attention up to the present writing.<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">The University of Chicago and the United Y.M.C.A. Schools conducted<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">a survey to determine what adults want to study.<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">That survey cost $25,000 and took two years. The last part of the<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">survey was made in Meriden, Connecticut. It had been chosen as a<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">typical American town. Every adult in Meriden was interviewed and<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">requested to answer 156 questions-questions such as "What is your<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">business or profession? Your education? How do you spend your<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">spare time? What is your income? Your hobbies? Your ambitions?<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">Your problems? What subjects are you most interested in studying?"<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">And so on. That survey revealed that health is the prime interest of<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">adults and that their second interest is people; how to understand<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">and get along with people; how to make people like you; and how to<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">win others to your way of thinking.<o:p></o:p></SPAN></P> <P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">So the committee conducting this survey resolved to conduct such a<?xml:namespace prefix = o ns = "urn:schemas-microsoft-com:office:office" /><o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">course for adults in Meriden. They searched diligently for a practical<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">textbook on the subject and found-not one. Finally they approached<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">one of the world's outstanding authorities on adult education and<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">asked him if he knew of any book that met the needs of this group.<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">"No," he replied, "I know what those adults want. But the book they<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">need has never been written."<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">I knew from experience that this statement was true, for I myself<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">had been searching for years to discover a practical, working<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">handbook on human relations.<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">Since no such book existed, I have tried to write one for use in my<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">own courses. And here it is. I hope you like it.<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">In preparation for this book, I read everything that I could find on<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">the subject- everything from newspaper columns, magazine articles,<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">records of the family courts, the writings of the old philosophers and<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">the new psychologists. In addition, I hired a trained researcher to<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">spend one and a half years in various libraries reading everything I<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">had missed, plowing through erudite tomes on psychology, poring<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">over hundreds of magazine articles, searching through countless<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">biographies, trying to ascertain how the great leaders of all ages had<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">dealt with people. We read their biographies, We read the life stories<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">of all great leaders from Julius Caesar to Thomas Edison. I recall that<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">we read over one hundred biographies of Theodore Roosevelt alone.<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">We were determined to spare no time, no expense, to discover every<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">practical idea that anyone had ever used throughout the ages for<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">winning friends and influencing people.<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">I personally interviewed scores of successful people, some of them<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">world-famous-inventors like Marconi and Edison; political leaders like<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">Franklin D. Roosevelt and James Farley; business leaders like Owen<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">D. Young; movie stars like Clark Gable and Mary Pickford; and<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">explorers like Martin Johnson-and tried to discover the techniques<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">they used in human relations.<o:p></o:p></SPAN></P> <P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">From all this material, I prepared a short talk. I called it "How to Win<?xml:namespace prefix = o ns = "urn:schemas-microsoft-com:office:office" /><o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">Friends and Influence People." I say "short." It was short in the<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">beginning, but it soon expanded to a lecture that consumed one<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">hour and thirty minutes. For years, I gave this talk each season to<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">the adults in the Carnegie Institute courses in New York.<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">I gave the talk and urged the listeners to go out and test it in their<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">business and social contacts, and then come back to class and speak<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">about their experiences and the results they had achieved. What an<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">interesting assignment! These men and women, hungry for selfimprovement, were fascinated by the idea of working in a new kind<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">of laboratory - the first and only laboratory of human relationships<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">for adults that had ever existed.<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">This book wasn't written in the usual sense of the word. It grew as a<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">child grows. It grew and developed out of that laboratory, out of the<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">experiences of thousands of adults.<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">Years ago, we started with a set of rules printed on a card no larger<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">than a postcard. The next season we printed a larger card, then a<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">leaflet, then a series of booklets, each one expanding in size and<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">scope. After fifteen years of experiment and research came this<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">book.<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">The rules we have set down here are not mere theories or<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">guesswork. They work like magic. Incredible as it sounds, I have<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">seen the application of these principles literally revolutionize the lives<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">of many people.<o:p></o:p></SPAN></P> <P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">To illustrate: A man with 314 employees joined one of these courses.<?xml:namespace prefix = o ns = "urn:schemas-microsoft-com:office:office" /><o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">For years, he had driven and criticized and condemned his<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">employees without stint or discretion. Kindness, words of<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">appreciation and encouragement were alien to his lips. After studying<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">the principles discussed in this book, this employer sharply altered<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">his philosophy of life. His organization is now inspired with a new<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">loyalty, a new enthusiasm, a new spirit of team-work. Three hundred<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">and fourteen enemies have been turned into 314 friends. As he<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">proudly said in a speech before the class: "When I used to walk<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">through my establishment, no one greeted me. My employees<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">actually looked the other way when they saw me approaching. But<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">now they are all my friends and even the janitor calls me by my first<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">name."<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">This employer gained more profit, more leisure and -what is infinitely<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">more important-he found far more happiness in his business and in<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">his home.<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">Countless numbers of salespeople have sharply increased their sales<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">by the use of these principles. Many have opened up new accounts -<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">accounts that they had formerly solicited in vain. Executives have<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">been given increased authority, increased pay. One executive<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">reported a large increase in salary because he applied these truths.<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">Another, an executive in the Philadelphia Gas Works Company, was<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">slated for demotion when he was sixty-five because of his<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">belligerence, because of his inability to lead people skillfully. This<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">training not only saved him from the demotion but brought him a<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">promotion with increased pay.<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">On innumerable occasions, spouses attending the banquet given at<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">the end of the course have told me that their homes have been<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">much happier since their husbands or wives started this training.<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">People are frequently astonished at the new results they achieve. It<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">all seems like magic. In some cases, in their enthusiasm, they have<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">telephoned me at my home on Sundays because they couldn't wait<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">forty-eight hours to report their achievements at the regular session<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">of the course.<o:p></o:p></SPAN></P> <P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">One man was so stirred by a talk on these principles that he sat far<?xml:namespace prefix = o ns = "urn:schemas-microsoft-com:office:office" /><o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">into the night discussing them with other members of the class. At<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">three o'clock in the morning, the others went home. But he was so<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">shaken by a realization of his own mistakes, so inspired by the vista<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">of a new and richer world opening before him, that he was unable to<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">sleep. He didn't sleep that night or the next day or the next night.<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">Who was he? A naive, untrained individual ready to gush over any<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">new theory that came along? No, Far from it. He was a sophisticated,<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">blasйdealer in art, very much the man about town, who spoke three<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">languages fluently and was a graduate of two European universities.<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">While writing this chapter, I received a letter from a German of the<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">old school, an aristocrat whose forebears had served for generations<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">as professional army officers under the Hohenzollerns. His letter,<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">written from a transatlantic steamer, telling about the application of<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-ALIGN: left; mso-layout-grid-align: none" align=left><SPAN lang=X-NONE style="FONT-SIZE: 12pt; COLOR: black; FONT-FAMILY: Tahoma; mso-font-kerning: 0pt; mso-ansi-language: X-NONE">these principles, rose almost to a religious fervor.<o:p></o:p></SPAN></P>