How to Win Friends &
Influence People
Dale Carnegie

Tim Calnon
Chair, Leadership Development Workgroup
Buffalo, 2013
Fundamental Techniques
in Handling People
• Don’t Criticize, Complain or Condemn
• Generate Importance
• Bait the hook to ...
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 Othe...
Be a Leader: How to Change
People Without Giving Offense or
Arousing Resentment
• Begin with Praise and Honest Appreciatio...
?

Be a Leader: How to Change
People Without Giving Offense or
Arousing Resentment
• Praise Any and All Improvement
• Ask ...
The One Thing You
Need to Know
Marcus Buckingham
Nancy R. Honeycutt, CAE
ASDA Executive Director
NLC Co-chair
Great Managing
Great Leading
Sustained Individual Success
Managing & Leading

What’s the difference?
Great Managers
The essence of great
management is not getting
work done through people but
getting people done through
wor...
Great Managers
• Turn one person’s talent into performance
• Serve the company by first serving the
employee through coach...
Great Managers
• Select good people
• Define clear expectations
• Recognize excellence & praise it
• Care for their employ...
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...
Great Leaders
• The essence of great leadership is
striving to make others see a better
future.
• Can persuade others to j...
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
• Im...
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
Responsibility
Free to cultivate and refine your unique
areas of strength
Drive: The Surprising Truth
About What Motivates Us
Daniel Pink

LT Dan Hammer, DC, USN
2010-2011 District 11 Trustee
Paci...
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
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Leadership

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  • Abrasive title, but the lessons can be sincere when not used with manipulative motivations
  • Leadership

    1. 1. How to Win Friends & Influence People Dale Carnegie Tim Calnon Chair, Leadership Development Workgroup Buffalo, 2013
    2. 2. Fundamental Techniques in Handling People • Don’t Criticize, Complain or Condemn • Generate Importance • Bait the hook to suit the fish
    3. 3. Six Ways to Make People Like You • Become Genuinely Interested in Others • Smile  • The Power of Using a Name
    4. 4. 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
    5. 5. 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
    6. 6. ? Be a Leader: How to Change People Without Giving Offense or Arousing Resentment • Praise Any and All Improvement • Ask Questions
    7. 7. The One Thing You Need to Know Marcus Buckingham Nancy R. Honeycutt, CAE ASDA Executive Director NLC Co-chair
    8. 8. Great Managing Great Leading Sustained Individual Success
    9. 9. Managing & Leading What’s the difference?
    10. 10. Great Managers The essence of great management is not getting work done through people but getting people done through work.
    11. 11. Great Managers • Turn one person’s talent into performance • Serve the company by first serving the employee through coaching
    12. 12. Great Managers • Select good people • Define clear expectations • Recognize excellence & praise it • Care for their employees • Discover what’s unique & capitalize on it
    13. 13. 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 do
    14. 14. 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
    15. 15. Great Leaders • Have an image of the future clear in mind • Can rally people to a better future
    16. 16. 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
    17. 17. Play both roles Manage: begins with the person Lead: picture of where you are headed
    18. 18. There is no “I” in “team” -- an old cliche There is an “I” in “win” -- Michael Jordan
    19. 19. Individual Success • What don’t you like doing? STOP doing it • Cut out activities & people that pull you off your path
    20. 20. Individual Success is your Responsibility Free to cultivate and refine your unique areas of strength
    21. 21. Drive: The Surprising Truth About What Motivates Us Daniel Pink LT Dan Hammer, DC, USN 2010-2011 District 11 Trustee Pacific, 2011
    22. 22. Our third drive… Harlow and Deci
    23. 23. The Rise and Fall of Motivation 2.0
    24. 24. Carrots and Sticks do Not Work… Most of the Time
    25. 25. Type X and Type I
    26. 26. Autonomy
    27. 27. Mastery
    28. 28. Purpose
    29. 29. Summary • Motivation 2.0 is GONE… Motivation 3.0 is HERE • Three components of Type I – Autonomy – Mastery – Purpose

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