Influencing through Actions

The classic book by Dale Carnegie ‘How to Win Friends and Influence People’ offers a great insight into the basics of leading a successful team and the importance of leading by actions and example. Through our PSE Summer Camps, putting the ideas in this book into practice has come naturally and throughout the year, I have realised that a B-team with an A-manager can do great things but the other way around might have more difficulties in making it.

A great leader has the ability to get the best out of his team, to keep them engaged and motivated towards the common goal all the while communicating clearly and openly. A leader has to be able to not judge, but understand and tolerate. To be honest and transparent. To listen and empathise. All these attributes will be the building blocks of a successful team.

Here is a recap of Carnegie’s bestseller.

Fundamental Techniques in Handling People
1. Don’t criticize, condemn, or complain.
2. Give honest and sincere appreciation.
3. Arouse in the other person an eager want.

Six Ways to Make People Like You
1. Become genuinely interested in other people.
2. Smile.
3. Remember that a person’s name is, to that person, the sweetest and most important sound in any language.
4. Be a good listener. Encourage others to talk about themselves.
5. Talk in terms of the other person’s interest.
6. Make the other person feel important – and do it sincerely.

Twelve Ways to Win People to Your Way of Thinking
1. The only way to get the best of an argument is to avoid it.
2. Show respect for the other person’s opinions. Never say “You’re wrong.”
3. If you’re wrong, admit it quickly and emphatically.
4. Begin in a friendly way.
5. Start with questions to which the other person will answer yes.
6. Let the other person do a great deal of the talking.
7. Let the other person feel the idea is his or hers.
8. Try honestly to see things from the other person’s point of view.
9. Be sympathetic with the other person’s ideas and desires.
10. Appeal to the nobler motives.
11. Dramatize your ideas.
12. Throw down a challenge.

Be a Leader: How to Change People Without Giving Offence or Arousing Resentment
1. Begin with praise and honest appreciation.
2. Call attention to people’s mistakes indirectly.
3. Talk about your own mistakes before criticizing the other person.
4. Ask questions instead of giving direct orders.
5. Let the other person save face.
6. Praise every improvement.
7. Give the other person a fine reputation to live up to.
8. Use encouragement. Make the fault seem easy to correct.
9. Make the other person happy about doing what you suggest.

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