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