ISO-404-PD-EV-0705-V6.1 The Dale Carnegie Course ® Effective Communications and Human Relations
Jan 03, 2016
ISO-404-PD-EV-0705-V6.1
The Dale Carnegie Course®
Effective Communications
and Human Relations
• 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
— Rosabeth Moss Kanter
Build a Foundation for Success 1A
Learning Objectives
“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.”
Break the Ice in Business Relationships
“My Name is …”
“My Name is …”
(“First Name”)(“First
Name”)
(“Last Name”)(“Last
Name”)
Stating Your Name with Impact
Pause
Part
Punch
Cycle of Performance Improvement
Knowledge Trap
NeedWantCanWillAttitude
Know HowPractice
Skill
FeedbackAccountabi
litySupport
Practice with
Coaching
Fundamental
Concepts &
Principles
Memory Linking Technique
The mind has the ability to think in terms of pictures.
The more exaggerated the picture, the easier it is to remember.Linking pictures maximizesretention.
1
2
3
1 Stop
Communication Fundamentals for Building Trust
Be a good listener
Look
Listen
Name
Communication Fundamentals for Building Trust
Use conversation
“links”
Home & Family
Work
Travel
Hobbies
Ideas
2
Who
Communication Fundamentals for Building Trust
Show genuine interest
What
Where
When
Why
How
3
Program Objectives
Build Greater Self-Confidence
Strengthen People Skills
Enhance Communication Skills
Develop Leadership Skills
Reduce Stress and Improve our Attitude
—Jack Welch“Giving people self-confidence is by far the most important thing that I can do. Because then they will act.”
Create a Vision
(3-6 months from now…)
“I am…”
Powerful Language
Present Tense
Positive Images
— Dale Carnegie
Recall and Use Names 1BLearning
Objectives
“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…”
• Focus on people as individuals
• Create positive first impressions
• Use methods for remembering names
Name Remembering Formula
Look and Listen
Impression
Repetition
Association
L
I
R
A
Name Remembering Tools (1)
Person
Action
Color
Exaggeration
P
A
C
E
Name Remembering Tools (2)
BusinessRhyme
Mind PictureSimilar Name
BR
M
S
A
M
AppearanceMeani
ng
ISO-404-PD-EV-0705-V6.1
The Dale Carnegie Course®
Effective Communications
and Human Relations
• Apply a process for memory improvement
• Become familiar with the principles for improving human relations
• Identify opportunities for improving business relationships
— Mother Teresa
Build on Memory Skills and Enhance Relationships 2A
Learning Objectives
“Kind words can be short and easy to speak, but their echoes are truly endless.”
Peg Words 1-9
Run
Zoo
Tree
Door
Hive
Sick
Heaven
Gate
Wine
One
Two
Three
Four
Five
Six
Seven
Eight
Nine
Permanent Peg Memory System
Concept
• PPN• PPW• PPP
Memory Constants
ACME
Glue
Enhance Relationships Principles (1)
Don’t criticize, condemn, or complain.
Give honest, sincere appreciation.
Arouse in the other person an eager want.
Become genuinely interested in other people.
Smile.
1
2
3
4
5
Enhance Relationships Principles (2)Remember that a person’s name is to that person the sweetest and most important sound in any language.
Be a good listener. Encourage others to talk about themselves.
Talk in terms of the other person’s interests.
Make the other person feel important – and do it sincerely.
6
7
8
9
Enhance Relationships
Des
ired
Res
ult O
pposite Eff
ect
Focus
Resen
tmen
t Com
plian
ce
Indiff
erence
Enhance Relationship
sRap
por
t In
fluen
ce
Lead
Gain Cooperatio
n
Be a Leader
My Relationship Map
Me
I Report to
Peers
People who
report to me
My Suppliers
Customers
Community
Business Communi
ty
Family
Commit to Enhance Relationships
Person at work with whom I want a stronger relationship
How this relationship is important to my goalsThe breakthrough I desirePrinciples that will helpWhat I will do differently
Impact on my vision
• Use our experiences to communicate more confidently
• Communicate with clarity and conciseness
• Discover how past experiences influence behavior
— Dale Carnegie
Increase Self-Confidence 2BLearning
Objectives
“Your purpose is to make your audience see what you saw, hear what you heard, feel what you felt.”
ISO-404-PD-EV-0705-V6.1
The Dale Carnegie Course®
Effective Communications
and Human Relations
• Plan and prepare to reach breakthrough enthusiasm goals
• Demonstrate how changing our attitudes can alter behaviors
• Understand how enthusiasm helps us achieve our visions
— William James
Put Enthusiasm to Work 3ALearning
Objectives
“Action seems to follow feeling, but really action and feeling go together.”
Enthusiasm
Set and Accomplish
Goals
The Little Recognized Secret of Success
Practice Better Human
Relations
Control StressFeel Better–
More Confident Become More Results-Oriented
Develop Leadership
Ability Accomplish More Each Day
• Improve attitudes by acknowledging our successes
• Focus on our strengths and the strengths of others
• Enhance our professional communication skills
— Thomas Edison
Recognize Achievements 3BLearning
Objectives
“If we all did the things we are capable of doing, we would literally astound ourselves.”
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 rightE ...through study and
experience
ExcitedE ...with positive
feeling about your subject
EagerE
...to project the value to your listener
The Magic Formula
Time: 2 minutes
Incident1 minute, 50 seconds
Action5 seconds
Benefit5 seconds
ISO-404-PD-EV-0705-V6.1
The Dale Carnegie Course®
Effective Communications
and Human Relations
• 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.”
4ALearning
Objectives
Put Stress in Perspective
— Dr. Alexis Carrel
Managing Stress Principles
Discussion:1. Which principles will work best in
my environment (work/home/school)?
2. Which do you believe will provide the “best return on investment” when properly applied?
3. How can applying these principles help us deal with stress levels more effectively?
Fundamental Principles for Overcoming Worry
Live in “day-tight compartments.”
How to face trouble:
Ask yourself, “What is the worst that can possibly happen?”
Remind yourself of the exorbitant price you can pay for worry in terms of your health.
1
2
3
Prepare to accept the worst.Try to improve on the worst.
Basic Techniques in Analyzing Worry
Get all the facts.
Weigh all the facts—then come to a decision.
Once a decision is reached, act!
1
2
3Write out and answer the following questions:4
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
Keep busy.
Don’t fuss about trifles.
Use the law of averages to outlaw your worries.
1
2
3
Cooperate with the inevitable.4
Decide just how much anxiety a thing may be worth and refuse to give it more.
Don’t worry about the past.
5
6
Cultivate a Mental Attitude that Will Bring You Peace and Happiness
Expect ingratitude.
1
2
3
4
Do not imitate others.
Try to profit from your losses.
5
6
Fill your mind with thoughts of peace, courage, health and hope.
Never try to get even with your enemies.
Count your blessings—not your troubles.
Create happiness for others.7
Manage Stress
The Perfect Way to Conquer Worry—Pray
Remember that unjust criticism is often a disguised compliment.
Don’t Worry About Criticism
1
2
3
Do the very best you can.
Analyze your own mistakes and criticize yourself.
Prevent Fatigue and Worry and Keep Your Energy and Spirits High
(1)
Rest before you get tired.1
2
3
Learn to relax at your work.
Protect your health and appearance by relaxing at home.
Prevent Fatigue and Worry and Keep Your Energy and Spirits High
(2)
Put enthusiasm into your work.5
6 Don’t worry about insomnia.
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.
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.
• 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
Motivate Others and Enhance Relationships 4BLearning
Objectives
— Dale Carnegie
“Excitement radiates through your eyes, your face, your voice, your soul, and your whole personality.”
Enhance Relationships
Des
ired
Res
ult O
pposite Eff
ect
Focus
Resen
tmen
t Com
plian
ce
Indiff
erence
Enhance Relationship
sRap
por
t In
fluen
ce
Lead
Gain Cooperatio
n
Be a Leader
Fundamentals of Communication
Earned the rightE ...through study and
experience
ExcitedE ...with positive
feeling about your subject
EagerE
...to project the value to your listener
The Magic Formula
Time: 2 minutes
Incident1 minute, 50 seconds
Action5 seconds
Benefit5 seconds
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
Enhance Relationships Principles (1)
Don’t criticize, condemn, or complain.
Give honest, sincere appreciation.
Arouse in the other person an eager want.
Become genuinely interested in other people.
Smile.
1
2
3
4
5
Enhance Relationships Principles (2)Remember that a person’s name is to that person the sweetest and most important sound in any language.
Be a good listener. Encourage others to talk about themselves.
Talk in terms of the other person’s interests.
Make the other person feel important – and do it sincerely.
6
7
8
9
Gain Willing Cooperation
Des
ired
Res
ult O
pposite Eff
ect
Resen
tmen
t Com
plian
ce
Indiff
erence
Rap
por
t In
fluen
ce
Lead
Focus
Enhance Relationship
s
Gain Cooperatio
n
Be a Leader
Gain Willing Cooperation (1)
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.”
If you’re wrong, admit it quickly and emphatically.
Begin in a friendly way.
10111213
Gain Willing Cooperation (2)
Get the other person saying “yes, yes” immediately.
Let the other person do a great deal of the talking.
Let the other person feel the idea is his or hers.
Try honestly to see things from the other person’s point of view.
14151617
Gain Willing Cooperation (3)
Be sympathetic with the other person’s ideas and desires.
Appeal to nobler motives.
Dramatize your ideas.
Throw down a challenge.
18192021
Peg Words 10-21TenElevenTwelveThirteenFourteenFifteenSixteenSeventeenEighteenNineteenTwentyTwenty-one
DenFootball ElevenShelfHurtingSortingLiftingLickingMovie ScreenWaitingShiningHorn of PlentyDueling Gun
ISO-404-PD-EV-0705-V6.1
The Dale Carnegie Course®
Effective Communications
and Human Relations
• 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
— Anonymous
Energize Our Communications 5A
Learning Objectives
“Actions speak louder than words.”
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!
Language easily understood
Illustrations to clarify
Organize thoughtsNarrow subject to key points
Make Our Ideas Clear
LIONS Approach
Summarize key points
L
I
O
N
S
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.
• Display increased levels of courage, confidence, and conviction
• Effectively tap our reserve power
• Develop a greater freedom for self-expression
— Dale Carnegie
Unleash Our Full Potential 5BLearning
Objectives
“History has repeatedly been changed by people who had the desire and the ability to transfer their convictions and emotions to their listeners.”
Crashing Through Award
Demonstrates courage, flexibility and risk-taking
ISO-404-PD-EV-0705-V6.1
The Dale Carnegie Course®
Effective Communications
and Human Relations
• Demonstrate clarity when giving directions
• Learn to present information in a logical sequence
• Reinforce the value of demonstrations when explaining information
— Tracy Gross
Make Our Ideas Clear 6ALearning
Objectives
“If you are going to reinvent your organization, then in order to succeed, you must reinvent yourself.”
Language easily understood
Illustrations to clarify
Organize thoughtsNarrow subject to key points
Make Our Ideas Clear
LIONS Approach
Summarize key points
L
I
O
N
S
• Communicate effectively in impromptu situations
• Apply methods that assist in communicating with clarity and conviction
• Recognize the value of presenting our ideas with confidence
Think On Our Feet 6BLearning
Objectives
— Dale Carnegie
“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.”
Topic
Impromptu Speaking Process
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?
ISO-404-PD-EV-0705-V6.1
The Dale Carnegie Course®
Effective Communications
and Human Relations
• Influence people through trust and respect
• Achieve cooperation versus compliance
• Discover the power of finding points of agreement
Gain the Willing Cooperation of Others 7A
Learning Objectives
— Patrick Lencioni
“… teamwork begins by building trust. And the only way to do that is to overcome your need for invulnerability.”
Gain Willing Cooperation
Des
ired
Res
ult O
pposite Eff
ect
Resen
tmen
t Com
plian
ce
Indiff
erence
Rap
por
t In
fluen
ce
Lead
Focus
Enhance Relationship
s
Gain Cooperatio
n
Be a Leader
Gain Willing Cooperation (1)
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.”
If you’re wrong, admit it quickly and emphatically.
Begin in a friendly way.
10111213
Gain Willing Cooperation (2)
Get the other person saying “yes, yes” immediately.
Let the other person do a great deal of the talking.
Let the other person feel the idea is his or hers.
Try honestly to see things from the other person’s point of view.
14151617
Gain Willing Cooperation (3)
Be sympathetic with the other person’s ideas and desires.
Appeal to nobler motives.
Dramatize your ideas.
Throw down a challenge.
18192021
• Understand the principles to demonstrate leadership
• Explore methods to minimize resistance
• Discover how to coach for improved performance
Commit to Influence Others 7BLearning
Objectives
— J.C. Watts“Everyone tries to define this thing called character. It’s not hard. Character is doing what’s right when nobody’s looking.”
Demonstrate Leadership
Des
ired
Res
ult O
pposite Eff
ect
Resen
tmen
t Com
plian
ce
Indiff
erence
Enhance Relationship
sRap
por
t In
fluen
ce
Lead Gain
Cooperation
Focus Be a
Leader
Demonstrate Leadership Principles (1)
Begin with praise and honest appreciation.
Call attention to people’s mistakes indirectly.
Talk about your own mistakes before criticizing the other person.
Ask questions instead of giving direct orders.
2223242526
Let the other person save face.
Demonstrate Leadership Principles (2)
Praise the slightest improvement and praise every improvement. Be “hearty in your approbation and lavish in your praise. ”
Give the other person a fine reputation to live up to.
Use encouragement. Make the fault seem easy to correct.
Make the other person happy about doing the thing you suggest.
27282930
ISO-404-PD-EV-0705-V6.1
The Dale Carnegie Course®
Effective Communications
and Human Relations
• Concentrate on the strengths of others
• Develop skills in giving and receiving positive feedback
• Discover the value of sincere appreciation
Build Others Through Recognition 8A
Learning Objectives
— William James
“The deepest principle in human nature is the craving to be appreciated.”
Positive Feedback
Some ThingT
A Accomplishment
P 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 that we are responsible for our attitudes
• Use positive “self-talks” to increase our confidence
• Discover the benefits of being proactive
Realize the Power of Enthusiasm 8B
Learning Objectives
— William Lyon Phelps
“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.”
Enthusiasm
Set and Accomplish
Goals
The Little Recognized Secret of Success
Practice Better Human
Relations
Control StressFeel Better–
More Confident Become More Results-Oriented
Develop Leadership
Ability Accomplish More Each Day
ISO-404-PD-EV-0705-V6.1
The Dale Carnegie Course®
Effective Communications
and Human Relations
• Positively influence the attitudes of others
• Use positive approaches when coaching people
• Deal with challenging situations more effectively
Demonstrate Leadership 9ALearning
Objectives
— Lowell Thomas
“Do a little more each day than you think you possibly can.”
Demonstrate Leadership
Des
ired
Res
ult O
pposite Eff
ect
Resen
tmen
t Com
plian
ce
Indiff
erence
Enhance Relationship
sRap
por
t In
fluen
ce
Lead Gain
Cooperation
Focus Be a
Leader
Demonstrate Leadership Principles (1)
Begin with praise and honest appreciation.
Call attention to people’s mistakes indirectly.
Talk about your own mistakes before criticizing the other person.
Ask questions instead of giving direct orders.
2223242526
Let the other person save face.
Demonstrate Leadership Principles (2)
Praise the slightest improvement and praise every improvement. Be “hearty in your approbation and lavish in your praise. ”
Give the other person a fine reputation to live up to.
Use encouragement. Make the fault seem easy to correct.
Make the other person happy about doing the thing you suggest.
27282930
Human Relations Champion
Opposite Eff
ectDes
ired
Res
ult
Resen
tmen
t Com
plian
ce
Indiff
erence
Enhance Relationship
sRap
por
t In
fluen
ce
Lead Gain
Cooperation
Be a Leader
EvidenceDemonstrationsD
EF
EA
TS
Examples Fact
s Exhibits Analogi
es Testimonials Statisti
cs
Doubt
• Implement a wider range of communication skills
• Understand the power of risk-taking
• Become more open-minded to change and opportunity
Develop More Flexibility 9BLearning
Objectives
— Dale Carnegie
“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.”
How People View Us
What We Do How We Look
What We Say How We Say It
ISO-404-PD-EV-0705-V6.1
The Dale Carnegie Course®
Effective Communications
and Human Relations
• Demonstrate a process to organize our thoughts in impromptu situations
• Communicate our ideas effectively even when we disagree
• Strengthen our personal opinions with evidence
Disagree Agreeably10ALearning
Objectives
— Winston Churchill
“One man with convictions will overwhelm a hundred who have only opinions.”
What do I think?Why do I think that?What evidence do I have?My example is…The evidence shows me that…Therefore, I believe…
Think
Speak
1-4 seconds for “reflection”
Responding Effectively in Impromptu Situations
CushionCushion Your
ResponseAvoid Using
I hear you saying …
I understand you said…
I appreciate your view on …
That’s an interesting point of view …
But …
However …
Nevertheless …
EvidenceDemonstrationsD
EF
EA
TS
Examples Fact
s Exhibits Analogi
es Testimonials Statisti
cs
Doubt
Disagree Agreeably
What do I think?Why do I think that?What evidence do I have?My example is…The evidence shows me that…Therefore, I believe…
Think
Speak
1-4 seconds for “reflection”
Cushion
BDisagree Agreeably
Cushion, Evidence, Opinion
(One Minute)
Disagree Agreeably—Practice
Trainer (State Topic)
AOpinion Giver
(15 seconds)
CCoach
(Feedback to both)
“Cushion” your
response
Human Relations Champion
Opposite Eff
ectDes
ired
Res
ult
Resen
tmen
t Com
plian
ce
Indiff
erence
Enhance Relationship
sRap
por
t In
fluen
ce
Lead Gain
Cooperation
Be a Leader
• Increase our ability to control worry and stress
• Learn from others how to confront our fears
• Recognize that we can triumph over adversity
Manage Our Stress10BLearning
Objectives
—Peter B. Myers
“Much of the stress in our world is a result of misunderstandings among generally well-intentioned people.”
ISO-404-PD-EV-0705-V6.1
The Dale Carnegie Course®
Effective Communications
and Human Relations
• 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
—Bernard Montgomery
Be a Human Relations Champion
11ALearning
Objectives
“Leadership is the capacity and the will to rally men and women to a common purpose and the character which inspires confidence.”
Human Relations Champion
Opposite Eff
ectDes
ired
Res
ult
Resen
tmen
t Com
plian
ce
Indiff
erence
Enhance Relationship
sRap
por
t In
fluen
ce
Lead Gain
Cooperation
Be a Leader
• Communicate with strong and powerful feelings
• Connect with others on an emotional level
• Inspire others to think and act differently
Inspire Others11BLearning
Objectives
— Dale Carnegie“Mix judgment with ambition and season it with energy. It makes a splendid recipe for success.”
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!
Presented to the person who:
Demonstrates significant personal and professional development.
Exemplifies the principles of Dale Carnegie Training®
Highest Award for Achievement
ISO-404-PD-EV-0705-V6.1
The Dale Carnegie Course®
Effective Communications
and Human Relations
• Recognize breakthroughs resulting from this program
• Inspire and motivate others by communicating our visions
• Commit to continuous improvement
Celebrate Achievements and Renew Our Vision 12
Learning Objectives
— Joel Arthur Barker
“Vision without action is merely a dream. Action without vision just passes the time. Vision with action can change the world.”
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
—Jack Welch“Giving people self-confidence is by far the most important thing that I can do. Because then they will act.”
ISO-404-PD-EV-0705-V6.1
The Dale Carnegie Course®
Effective Communications
and Human Relations