How to Win Friends &

Influence People
Dale Carnegie

Tim Calnon
Chair, Leadership Development
Workgroup
Buffalo, 2013

Fundamental
Techniques
in Handling
People
Dont
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
Peoples Interests
Make the Other Person Feel Important
and do it Sincerely

Be a Leader: How to Change

People Without Giving
Offense or Arousing
Begin with Resentment
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 Know
Marcus Buckingham
Nancy R. Honeycutt, CAE
ASDA Executive Director
NLC Co-chair

Great Managing
Great Leading
Sustained Individual Success

Managing & Leading

Whats the
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 persons 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 whats 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 cant 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 dont 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
Daniel
Pink
Motivates
Us
LT Dan Hammer, DC, USN
2010-2011 District 11 Trustee
Pacific, 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