The Dale Carnegie Course®

The Dale Carnegie Course®
Effective Communications and Human Relations ISO-404-PD-EV-0705-V6.1

Build a Foundation for Success
Learning Objectives Learn methods to connect with others Familiarize ourselves with the Five Drivers of Success Expand our capacity to achieve our vision by committing to breakthroughs “A vision is not just a picture of what could be; it is an appeal to our better selves, a call to become something more.” — Rosabeth Moss Kanter

Break the Ice in Business Relationships

Stating Your Name with Impact
“My Name is …” Pause (“First Name”) Part (“Last Name”) Punch

Cycle of Performance Improvement
Feedback Accountability Support Need Want Can Will Skill Attitude Practice Know How Fundamental Concepts & Principles Practice with Coaching Knowledge Trap

Memory Linking Technique
1 The mind has the ability to think in terms of pictures. The more exaggerated the picture, the easier it is to remember. 2 3 Linking pictures maximizes retention.

Communication Fundamentals for Building Trust
1 Stop Be a good listener Look Listen

2 Use conversation “links”
Communication Fundamentals for Building Trust 2 Name Home & Family Use conversation “links” Work Travel Hobbies Ideas

Communication Fundamentals for Building Trust
3 Who What Show genuine interest Where When Why How

Program Objectives Build Greater Self-Confidence
Strengthen People Skills Enhance Communication Skills Develop Leadership Skills Reduce Stress and Improve our Attitude “Giving people self-confidence is by far the most important thing that I can do. Because then they will act.” —Jack Welch

Reduce Stress and Improve Attitude
Five Drivers for Success Self-Confidence Human Relations Communication Leadership Reduce Stress and Improve Attitude

“I am…” Create a Vision (3-6 months from now…) Powerful Language
Present Tense Positive Images

1B Recall and Use Names Learning Objectives
Focus on people as individuals Create positive first impressions Use methods for remembering names “Remembering names is only an offshoot of the desire to remember the people behind the names. Otherwise remembering names becomes a kind of gimmick, merely to prove our prowess…” — Dale Carnegie

Name Remembering Formula
Look and Listen I Impression R Repetition A Association

Name Remembering Tools (1)
P Person A Action C Color E Exaggeration

Name Remembering Tools (2)
Business R Rhyme A Appearance M Meaning M Mind Picture S Similar Name

and Enhance Relationships
Build on Memory Skills and Enhance Relationships 2A Learning Objectives Apply a process for memory improvement Become familiar with the principles for improving human relations Identify opportunities for improving business relationships “Kind words can be short and easy to speak, but their echoes are truly endless.” — Mother Teresa

Peg Words 1-9 One Two Three Four Five Six Seven Eight Nine Run Zoo
Tree Door Hive Sick Heaven Gate Wine

Permanent Peg Memory System
Memory Constants • PPN ACME Glue Concept • PPW • PPP

Enhance Relationships Principles (1)
Don’t criticize, condemn, or complain. 2 Give honest, sincere appreciation. Arouse in the other person an eager want. 3 Become genuinely interested in other people. 4 5 Smile.

Remember that a person’s name is to that person the sweetest and most important sound in any language. 6 Be a good listener. Encourage others to talk about themselves. 7 Talk in terms of the other person’s interests. 8 Make the other person feel important – and do it sincerely. 9

Enhance Relationships
Be a Leader Desired Result Opposite Effect Rapport Influence Lead Resentment Compliance Indifference Gain Cooperation Focus Enhance Relationships

Me My Relationship Map I Report to Business Community Customers
Peers My Suppliers Me Family Community People who report to me

Commit to Enhance Relationships
Person at work with whom I want a stronger relationship How this relationship is important to my goals The breakthrough I desire Principles that will help What I will do differently Impact on my vision

Increase Self-Confidence
2B Learning Objectives Use our experiences to communicate more confidently Communicate with clarity and conciseness Discover how past experiences influence behavior “Your purpose is to make your audience see what you saw, hear what you heard, feel what you felt.” — Dale Carnegie

3A Put Enthusiasm to Work Learning Objectives
Plan and prepare to reach breakthrough enthusiasm goals Demonstrate how changing our attitudes can alter behaviors Understand how enthusiasm helps us achieve our visions “Action seems to follow feeling, but really action and feeling go together.” — William James

Enthusiasm The Little Recognized Secret of Success
Set and Accomplish Goals Practice Better Human Relations Control Stress Feel Better– More Confident Become More Results-Oriented Develop Leadership Ability Accomplish More Each Day

Recognize Achievements
3B Learning Objectives Improve attitudes by acknowledging our successes Focus on our strengths and the strengths of others Enhance our professional communication skills “If we all did the things we are capable of doing, we would literally astound ourselves.” — Thomas Edison

Exhibit Guidelines Pick up your exhibit only when you are ready to use it. Hold your exhibit high enough so all can see it. Hold your exhibit so it does not hide your face. Talk to the audience, not the exhibit. When you are finished with your exhibit, put it aside.

Fundamentals of Communication
Earned the right E ...through study and experience E Excited ...with positive feeling about your subject Eager E ...to project the value to your listener

The Magic Formula Incident Action Benefit 1 minute, 50 seconds
Time: 2 minutes Incident 1 minute, 50 seconds Action 5 seconds Benefit

Put Stress in Perspective
4A Learning Objectives Recognize the impact negative stress has on our results and effectiveness Commit to using concepts and principles to better handle stress Discover more effective ways for business professionals to prepare for and address challenges “Those who do not know how to fight worry die young.” — Dr. Alexis Carrel

Managing Stress Principles
Discussion: Which principles will work best in my environment (work/home/school)? Which do you believe will provide the “best return on investment” when properly applied? How can applying these principles help us deal with stress levels more effectively?

Fundamental Principles for Overcoming Worry
1 Live in “day-tight compartments.” 2 How to face trouble: Ask yourself, “What is the worst that can possibly happen?” Prepare to accept the worst. Try to improve on the worst. Remind yourself of the exorbitant price you can pay for worry in terms of your health. 3

Basic Techniques in Analyzing Worry
1 Get all the facts. 2 Weigh all the facts—then come to a decision. 3 Once a decision is reached, act! 4 Write out and answer the following questions: What is the problem? What are the causes of the problem? What are the possible solutions? What is the best possible solution?

Break the Worry Habit Before It Breaks You
1 Keep busy. 2 Don’t fuss about trifles. Use the law of averages to outlaw your worries. 3 4 Cooperate with the inevitable. Decide just how much anxiety a thing may be worth and refuse to give it more. 5 6 Don’t worry about the past.

Cultivate a Mental Attitude that Will Bring You Peace and Happiness
1 Fill your mind with thoughts of peace, courage, health and hope. 2 Never try to get even with your enemies. 3 Expect ingratitude. 4 Count your blessings—not your troubles. 5 Do not imitate others. 6 Try to profit from your losses. 7 Create happiness for others.

1 2 3 Manage Stress Don’t Worry About Criticism
The Perfect Way to Conquer Worry—Pray Don’t Worry About Criticism 1 Remember that unjust criticism is often a disguised compliment. 2 Do the very best you can. 3 Analyze your own mistakes and criticize yourself.

1 2 3 Prevent Fatigue and Worry and
Keep Your Energy and Spirits High (1) 1 Rest before you get tired. 2 Learn to relax at your work. Protect your health and appearance by relaxing at home. 3

4 5 6 Prevent Fatigue and Worry and
Keep Your Energy and Spirits High (2) 4 Apply these four good working habits: Clear your desk of all papers except those relating to the immediate problem at hand. Do things in the order of their importance. When you face a problem, solve it then and there if you have the facts necessary to make a decision. Learn to organize, deputize and supervise. 5 Put enthusiasm into your work. 6 Don’t worry about insomnia.

Motivate Others and Enhance Relationships
4B Learning Objectives Persuasively communicate in a clear and concise way so people are moved to action See how consistent application of the Human Relations Principles improves results Discover how relationships help us advance toward our goals “Excitement radiates through your eyes, your face, your voice, your soul, and your whole personality.” — Dale Carnegie

Enhance Relationships
Be a Leader Desired Result Opposite Effect Rapport Influence Lead Resentment Compliance Indifference Gain Cooperation Focus Enhance Relationships

Fundamentals of Communication
Earned the right E ...through study and experience E Excited ...with positive feeling about your subject Eager E ...to project the value to your listener

The Magic Formula Incident Action Benefit 1 minute, 50 seconds
Time: 2 minutes Incident 1 minute, 50 seconds Action 5 seconds Benefit

Motivates you to continue to practice the principles
Human Relations Award Demonstrates by preparation, content and delivery, the effective application for the assigned HR Principles (1-9); Reports on results of a commitment made during the training (Session 2); Motivates you to continue to practice the principles

Don’t criticize, condemn, or complain. 2 Give honest, sincere appreciation. Arouse in the other person an eager want. 3 Become genuinely interested in other people. 4 5 Smile.

Remember that a person’s name is to that person the sweetest and most important sound in any language. 6 Be a good listener. Encourage others to talk about themselves. 7 Talk in terms of the other person’s interests. 8 Make the other person feel important – and do it sincerely. 9

Gain Willing Cooperation
Be a Leader Desired Result Focus Opposite Effect Rapport Influence Lead Resentment Compliance Indifference Gain Cooperation Enhance Relationships

Gain Willing Cooperation (1)
10 The only way to get the best of an argument is to avoid it. Show respect for the other person’s opinion. Never say, “You’re wrong.” 11 If you’re wrong, admit it quickly and emphatically. 12 13 Begin in a friendly way.

14 Get the other person saying “yes, yes” immediately. Let the other person do a great deal of the talking. 15 Let the other person feel the idea is his or hers. 16 Try honestly to see things from the other person’s point of view. 17

18 Be sympathetic with the other person’s ideas and desires. 19 Appeal to nobler motives. 20 Dramatize your ideas. 21 Throw down a challenge.

Peg Words 10-21 Ten Eleven Twelve Thirteen Fourteen Fifteen Sixteen
Seventeen Eighteen Nineteen Twenty Twenty-one Den Football Eleven Shelf Hurting Sorting Lifting Licking Movie Screen Waiting Shining Horn of Plenty Dueling Gun

I Know People ... I know people in a rut,
who are going to stay in a rut. Why? I’ll tell you why! Simply because they don’t use their abilities to get things done!

I Know People ... I know people in this world,
who are going to rise in this world. Why? I’ll tell you why! Simply because they use their abilities to get things done!

I Know People ... I know people in my organization,
who are going to rise in the organization. Why? I’ll tell you why! Simply because they use their abilities to get things done.

Energize Our Communications
Learning Objectives Recognize that including action in our communications releases nervous energy Become more natural when communicating with others Become more animated to energize and engage others “Actions speak louder than words.” — Anonymous

I Know People ... I know people in the ranks,
who are going to rise in the ranks. Why? I’ll tell you why! Simply because they use their abilities to get things done!

L I O N S LIONS Approach Make Our Ideas Clear
Language easily understood I Illustrations to clarify O Organize thoughts N Narrow subject to key points S Summarize key points

Exhibit Guidelines Pick up your exhibit only when you are ready to use it. Hold your exhibit high enough so all can see it. Hold your exhibit so it does not hide your face. Talk to the audience, not the exhibit. When you are finished with your exhibit, put it aside.

Unleash Our Full Potential
5B Learning Objectives Display increased levels of courage, confidence, and conviction Effectively tap our reserve power Develop a greater freedom for self- expression “History has repeatedly been changed by people who had the desire and the ability to transfer their convictions and emotions to their listeners.” — Dale Carnegie

Crashing Through Award
Demonstrates courage, flexibility and risk-taking

6A Make Our Ideas Clear Learning Objectives
Demonstrate clarity when giving directions Learn to present information in a logical sequence Reinforce the value of demonstrations when explaining information “If you are going to reinvent your organization, then in order to succeed, you must reinvent yourself.” — Tracy Gross

L I O N S LIONS Approach Make Our Ideas Clear
Language easily understood I Illustrations to clarify O Organize thoughts N Narrow subject to key points S Summarize key points

6B Think On Our Feet Learning Objectives
Communicate effectively in impromptu situations Apply methods that assist in communicating with clarity and conviction Recognize the value of presenting our ideas with confidence “The more such practice (impromptu speaking) a person gets the better he will be qualified to meet the real situations that may arise when he has to speak “for keeps” in his business and social life.” — Dale Carnegie

Impromptu Speaking Process
Topic Experience Speak

Mid-Point Evaluation Are you making progress toward your vision?
Why or why not? What will you do throughout the rest of the training to continue to work toward your vision?

7A Gain the Willing Cooperation of Others Learning Objectives
Influence people through trust and respect Achieve cooperation versus compliance Discover the power of finding points of agreement “… teamwork begins by building trust. And the only way to do that is to overcome your need for invulnerability.” — Patrick Lencioni

Gain Willing Cooperation
Be a Leader Desired Result Focus Opposite Effect Rapport Influence Lead Resentment Compliance Indifference Gain Cooperation Enhance Relationships

10 The only way to get the best of an argument is to avoid it. Show respect for the other person’s opinion. Never say, “You’re wrong.” 11 If you’re wrong, admit it quickly and emphatically. 12 13 Begin in a friendly way.

14 Get the other person saying “yes, yes” immediately. Let the other person do a great deal of the talking. 15 Let the other person feel the idea is his or hers. 16 Try honestly to see things from the other person’s point of view. 17

18 Be sympathetic with the other person’s ideas and desires. 19 Appeal to nobler motives. 20 Dramatize your ideas. 21 Throw down a challenge.

Commit to Influence Others
7B Learning Objectives Understand the principles to demonstrate leadership Explore methods to minimize resistance Discover how to coach for improved performance “Everyone tries to define this thing called character. It’s not hard. Character is doing what’s right when nobody’s looking.” — J.C. Watts

Demonstrate Leadership
Focus Be a Leader Desired Result Opposite Effect Rapport Influence Lead Resentment Compliance Indifference Gain Cooperation Enhance Relationships

Demonstrate Leadership Principles (1)
22 Begin with praise and honest appreciation. 23 Call attention to people’s mistakes indirectly. Talk about your own mistakes before criticizing the other person. 24 25 Ask questions instead of giving direct orders. 26 Let the other person save face.

27 Praise the slightest improvement and praise every improvement. Be “hearty in your approbation and lavish in your praise. ” 28 Give the other person a fine reputation to live up to. 29 Use encouragement. Make the fault seem easy to correct. 30 Make the other person happy about doing the thing you suggest.

Build Others Through Recognition
8A Learning Objectives Concentrate on the strengths of others Develop skills in giving and receiving positive feedback Discover the value of sincere appreciation “The deepest principle in human nature is the craving to be appreciated.” — William James

T A P E Positive Feedback Use Evidence Some Thing Accomplishment
Personality trait E Use Evidence

Expressing Positive Feedback
Be Sincere not manipulative Be Specific provides meaning Be Brief for clarity Be Quiet allows recipient to accept it

Receiving Positive Feedback
First response should be, “Thank You” Some don’ts Non-verbal body language and facial expressions

Realize the Power of Enthusiasm
8B Learning Objectives Realize that we are responsible for our attitudes Use positive “self-talks” to increase our confidence Discover the benefits of being proactive “One of the chief reasons for success in life is the ability to maintain a daily interest in one’s work, to have a chronic enthusiasm.” — William Lyon Phelps

Enthusiasm The Little Recognized Secret of Success
Set and Accomplish Goals Practice Better Human Relations Control Stress Feel Better– More Confident Become More Results-Oriented Develop Leadership Ability Accomplish More Each Day

Learning Objectives Positively influence the attitudes of others Use positive approaches when coaching people Deal with challenging situations more effectively “Do a little more each day than you think you possibly can.” — Lowell Thomas

Focus Be a Leader Desired Result Opposite Effect Rapport Influence Lead Resentment Compliance Indifference Gain Cooperation Enhance Relationships

22 Begin with praise and honest appreciation. 23 Call attention to people’s mistakes indirectly. Talk about your own mistakes before criticizing the other person. 24 25 Ask questions instead of giving direct orders. 26 Let the other person save face.

27 Praise the slightest improvement and praise every improvement. Be “hearty in your approbation and lavish in your praise. ” 28 Give the other person a fine reputation to live up to. 29 Use encouragement. Make the fault seem easy to correct. 30 Make the other person happy about doing the thing you suggest.

Human Relations Champion
Be a Leader Desired Result Opposite Effect Rapport Influence Lead Resentment Compliance Indifference Gain Cooperation Enhance Relationships

Evidence Doubt D E F E A T S Demonstrations Examples Facts Exhibits
Analogies T Testimonials S Statistics Doubt

Develop More Flexibility
Learning Objectives Implement a wider range of communication skills Understand the power of risk-taking Become more open-minded to change and opportunity “Take a chance! All of life is a chance. The man who goes furthest is generally the one who is willing to do and dare. The “sure thing” boat never gets far from the shore.” — Dale Carnegie

How People View Us What We Do How We Look What We Say How We Say It

10A Disagree Agreeably Learning Objectives
Demonstrate a process to organize our thoughts in impromptu situations Communicate our ideas effectively even when we disagree Strengthen our personal opinions with evidence “One man with convictions will overwhelm a hundred who have only opinions.” — Winston Churchill

Think Speak Responding Effectively in Impromptu Situations
What do I think? 1-4 seconds for “reflection” Why do I think that? What evidence do I have? My example is… The evidence shows me that… Therefore, I believe… Speak

Cushion Cushion Your Response Avoid Using I hear you saying … But …
I understand you said… However … I appreciate your view on … That’s an interesting point of view … Nevertheless …

Evidence Doubt D E F E A T S Demonstrations Examples Facts Exhibits
Analogies T Testimonials S Statistics Doubt

1-4 seconds for “reflection”
Disagree Agreeably Think What do I think? 1-4 seconds for “reflection” Why do I think that? What evidence do I have? Cushion My example is… The evidence shows me that… Therefore, I believe… Speak

Disagree Agreeably—Practice
Opinion Giver (15 seconds) Trainer (State Topic) “Cushion” your response B Disagree Agreeably Cushion, Evidence, Opinion (One Minute) C Coach (Feedback to both)

10B Manage Our Stress Learning Objectives
Increase our ability to control worry and stress Learn from others how to confront our fears Recognize that we can triumph over adversity “Much of the stress in our world is a result of misunderstandings among generally well-intentioned people.” —Peter B. Myers

Be a Human Relations Champion
Learning Objectives Form a habit of applying principles to win friends and influence people Inspire others to achieve similar results through application of the principles Champion human relations to increase productivity and efficiency “Leadership is the capacity and the will to rally men and women to a common purpose and the character which inspires confidence.” —Bernard Montgomery

11B Inspire Others Learning Objectives
Communicate with strong and powerful feelings Connect with others on an emotional level Inspire others to think and act differently “Mix judgment with ambition and season it with energy. It makes a splendid recipe for success.” — Dale Carnegie

Celebrate Achievements
What breakthroughs have I experienced? What am I doing differently as a result of something I learned? What have I done that I am proud of? What progress have I made toward my vision?

Celebrate Achievements Report Structure: First 20 seconds: Recap vision from beginning of course 2 minutes: Communicate major benefits derived from being active in the course (magic formula structure—incident, action benefit) Final 40 seconds: Segue into your vision for the next six months with the words “I am "

Renew Our Vision Powerful Language Present Tense Positive Images

Invite Guests to the Next Session!
Celebrate your personal and professional growth. Be proud of your accomplishments. We are proud of you!

Highest Award for Achievement
Presented to the person who: Demonstrates significant personal and professional development. Exemplifies the principles of Dale Carnegie Training®

Celebrate Achievements
and Renew Our Vision 12 Learning Objectives Recognize breakthroughs resulting from this program Inspire and motivate others by communicating our visions Commit to continuous improvement “Vision without action is merely a dream. Action without vision just passes the time. Vision with action can change the world.” — Joel Arthur Barker

Highest Award for Achievement
Presented to the person who: Demonstrates significant personal and professional development. Exemplifies the principles of Dale Carnegie Training®

Program Objectives Build Greater Self-Confidence
Strengthen People Skills Enhance Communication Skills Develop Leadership Skills Reduce Stress and Improve our Attitude “Giving people self-confidence is by far the most important thing that I can do. Because then they will act.” —Jack Welch

The Dale Carnegie Course®

Similar presentations

Presentation on theme: "The Dale Carnegie Course®"— Presentation transcript:

Similar presentations

About project

Feedback

Log in

Auth with social network:

The Dale Carnegie Course®

Similar presentations

Presentation on theme: "The Dale Carnegie Course®"— Presentation transcript:

Similar presentations

About project

Feedback