How to Win Friends & Influence People

1. How to Win Friends & Influence People Dale Carnegie Tim Calnon Chair, Leadership Development Workgroup Buffalo, 2013

2. Fundamental Techniques in Handling People Don’t Criticize, Complain or Condemn Generate Importance Bait the hook to suit the fish

3. Six Ways to Make People Like You Become Genuinely Interested in Others Smile  The Power of Using a Name

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. 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. Be a Leader: How to Change People Without Giving Offense or Arousing Resentment • ? • Praise Any and All Improvement • Ask Questions

7. The One Thing You Need to Know Marcus Buckingham Nancy R. Honeycutt, CAE ASDA Executive Director NLC Co-chair

8. Great Managing Great Leading Sustained Individual Success

9. Managing & Leading What’s the difference?

10. Great Managers The essence of great management is not getting work done through people but getting people done through work.

11. Great Managers • Turn one person’s talent into performance • Serve the company by first serving the employee through coaching

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. 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. 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. Great Leaders • Have an image of the future clear in mind • Can rally people to a better future

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. Play both roles Manage: begins with the person Lead: picture of where you are headed

18. There is no “I” in “team” -- an old cliche There is an “I” in “win” -- Michael Jordan

19. Individual Success What don’t you like doing? STOP doing it Cut out activities & people that pull you off your path

20. Individual Success is your Responsibility Free to cultivate and refine your unique areas of strength

21. Drive: The Surprising Truth About What Motivates Us Daniel Pink LT Dan Hammer, DC, USN 2010-2011 District 11 Trustee Pacific, 2011

22. Our third drive…Harlow and Deci

23. The Rise and Fall of Motivation 2.0

24. Carrots and Sticks do Not Work…Most of the Time

25. Type X and Type I

26. Autonomy

27. Mastery

28. Purpose

29. Summary • Motivation 2.0 is GONE… Motivation 3.0 is HERE • Three components of Type I • Autonomy • Mastery • Purpose