How to Win Friends & Influence PeopleDale Carnegie

Tim CalnonChair, Leadership Development WorkgroupBuffalo, 2013

Fundamental Techniques

in Handling People• Don’t Criticize, Complain or Condemn

• Generate Importance

• Bait the hook to suit the fish

Six Ways to Make People Like You

• Become Genuinely Interested in Others

• Smile

• The Power of Using a Name

Six Ways to Make People Like You

• Be an Exceptional Listener!

• Talk in Terms of Other People’s Interests

• Make the Other Person Feel Important – and do it Sincerely

Be a Leader: How to Change People Without Giving

Offense or Arousing Resentment• Begin with Praise and Honest Appreciation

• Talk About Your Own Mistakes First

• Ask Questions

• Praise Any and All Improvement

Be a Leader: How to Change People Without

Giving Offense or Arousing Resentment

• Praise Any and All Improvement

• Ask Questions?

The One Thing You Need to KnowMarcus Buckingham

Nancy R. Honeycutt, CAEASDA Executive DirectorNLC Co-chair

Great Managing

Great Leading

Sustained Individual Success

Managing & Leading

What’s the What’s the difference?difference?

Great Managers

The essence of great management is not getting work done through people but getting people done through work.

Great Managers• Turn one person’s talent into

performance• Serve the company by first serving

the employee through coaching

Great Managers

• Select good people

• Define clear expectations

• Recognize excellence & praise it

• Care for their employees

• Discover what’s unique & capitalize on it

Great Managers

Strong teams are built on interdependency

•I need you

•I rely on you

•I value you

You can do things I can’t doYou can do things I can’t do

Great Leaders

•The essence of great leadership is striving to make others see a better future. •Can persuade others to join together to make this future come true

Great Leaders• Have an image of the future clear in

mind• Can rally people to a better future

Great Leaders• Remain focused on the future

• Are optimistic

• Have integrity

• Are dissatisfied with the status quo

• Impatient for progress

• Nothing can undermine their faith that

things will get better

Play both roles

Manage: begins with the person

Lead: picture of where you are headed

There is no “I” in “team”-- an old cliche

There is an “I” in “win”-- Michael Jordan

Individual Success•What don’t you like doing? STOP doing it

• Cut out activities & people that pull you off your path

Individual Success is your ResponsibilityFree to cultivate and refine your

unique areas of strength

Drive: The Surprising Truth About What Motivates UsDaniel Pink

LT Dan Hammer, DC, USN2010-2011 District 11 TrusteePacific, 2011

Our third drive…Harlow and Deci

The Rise and Fall of Motivation 2.0

Carrots and Sticks do Not Work…

Most of the Time

Type X and Type I

Autonomy

Mastery

Purpose

Summary

• Motivation 2.0 is GONE… Motivation 3.0 is HERE

• Three components of Type I– Autonomy– Mastery– Purpose