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 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 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

work

.

Great Managers

• Turn one person’s talent into performance • Serve the company by

first

employee through coaching serving the

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 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 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 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