dale_carnegie.ppt

7/28/2019 DALE_CARNEGIE.ppt

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HOW TO WIN FRIENDS AND

INFLUENCE PEOPLEBY: DALE CARNEGIE

PRESENTED BY: LEILA ERTEL


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Overview of PresentationBackground Information

Cultural Influence

Parts I-IV of the book

Connections with Public Policy

My Thoughts

Dale Carnegie Courses


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Background Information

November 24, 1888 - November 1, 1955

Born poor then became a teacher

Moved to sales

Wrote How to Win& 6 more

Began D.C. courses

Died of Hodgkins Disease


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Overview of How to Win

First modern self-help book

NYT best seller list

15 million copies

It provides advice on:-dealing with others

-gaining influence

-becoming successful-motivating others

Seeing relationships as ends themselvesinstead of a means to an end!

Requires sincerity


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Influence on our Culture

Everclear

Screeching Weasel

Terrorvision

The Dwarves

One of Charles Mansons favorite booksFeatured in Roman Polanskis The

Ninth Gate


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Part I: Fundamental

TechniquesIf you want to gather honey dont kick over

the beehive.

-Effects of criticism

- Instead try positive reinforcement-Ex. of pilot

Give others honest & sincere appreciation

-Feeling of Importance

-John Dewey

Arouse in others an eager want

-People are interested in their own wants

-Ex. Charity


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Part II: 6 Ways

Become genuinely interested in otherpeople.

-people are interested in themselves.

-listen

-remember key facts

Smile

-enthusiasm when greeting

-smile when on the phoneRemember names

-favorite word

-use with a few personal details


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Part II: 6 Ways

Be a good listener-different from active listening

-ask more questions

-listen to complaints to ease tensions

Talk in terms of the other persons interests.

-find out about their interests

-ask ?s about their interests

Make the other person feel important &appreciated

-recognize tangible contributions

-avoid flattery


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Part III: How to win people to

your way of thinking Begin in a friendly way

-start the conversation with sincere praise.

-A pleasant tone of voice can make a big difference!

-Ex. Landlord/Eviction

Try to honestlysee things from the other personspoint of view

-Ask yourself, why would he/she want to do what I

ask?-Where do our opinions on the topic differ?

Ex. Boy scouts


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Part III: How to win people to

your way of thinkingGet the other person to say yes, yes ASAP

-Environment saturated with info.

-Emphasize what both parties agree on-momentum of the conversation

Appeal to nobler motives

-People take actions-one or more

-Ex. celebrity photo


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Part IV: How to change

peopleCall attention to peoples mistakes indirectly

-Harsh criticism can discourage others

-Ex. Ask him/her to consider other points-of-view

-Ex. 2- Sales Clerk

Ask questions instead of giving direct orders

-Effect this has

-Ex. Would it make sense to call the clientfirst? What do you think?


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Part IV: How to change people

Let the other person save face

-Help others avoid embarrassment

-Effect embarrassment has

-If you must give criticism, do so in

private!

- Ex. Demotion/title change


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Connection with Public Policy

Sales & Management: Public Policy & Public

Administration

Politics

- Similarities: smile, appear friendly, getothers to say yes & let voters know what isin it for them.

- Difference- sincerity


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Connection with Public Policy

US Foreign Policy

-Soft power-attracting foreign powers with

appeal of political ideals or policies thatconsider the interests of others.Joseph Nye

-Similarity-idea coincides with arouse in

other people an eager want, make others

feel important, do it sincerely, become

genuinely interested,etc.


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Our Textbooks

T&K- The Art of the Game

- Power- The ability to alter or influence a

course of actionCarnegie-Winning people to your way of

thinking

-This can be accomplished through respect,

use of suggestion, arousing in others aneager want and other principles learned inthe book.


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Getting to Yes &

Tool Box Module #1Fisher and Ury (1981) & handout suggest that

a part of principled negotiation is focusing

on the interests that are being met.Carnegie suggests the same thing in Principle

3 of Section 1: Arouse in the other person

an eager want.

Ex- NYC Hotel- Ballroom rental

- Advantages & Disadvantages


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Use in NegotiationCarnegie, The only way to get the best of an

argument is to avoid it1. Welcome disagreements: Separate people

from the problem

2. Stay calm:first recognize emotions,theirs

and yours3. Listen first: Listen actively

4. Identify areas of agreement: look forareas of mutual gain.

5. Admit your errors so they can do thesame: Try to avoid a contest of will.

6. If no resolution, delay action, think more:

one problem is premature judgment.


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My Thoughts

Anecdotes

Applicability to current issuesUpdating

Living by principles in book

My work experience


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D. Carnegie Courses

Typically have 10-30 participants in a 12 wk.course.

Instructors are graduates of the program whohave worked in management positions.

Half of each class is devoted to studentsmaking presentations from personal

experience. The other half is made up oflectures and small grp work.

Public speaking, memory techniques,importance of learning names, and

conversational techniques are learned.


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Criticisms of Courses

Time not well spent

-too much time on student presentationsTechniques are manipulative

Trains people to promote the course itself,

not focused on personal gain

-discuss importance of activities

-invite friends & family


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Questions?

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