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
