Reading Notes for:

How to Win Friends & Influence People

By Dale Carnegie

“The ability to deal with people is as purchasable of a commodity as sugar or coffee…and I will pay more for that commodity”   ~ John D. Rockefeller

Criticism is futile because it generally puts people on defensive.  Dangerous because it arouses sense of pride and raises resentment.  Does not make lasting changes.

Researcher Skinner showed animals learn more rapidly when rewarded for good behavior than punished for bad.

“It’s unproductive to scold; I am far too preoccupied in overcoming my own shortcomings to worry about those of others.”

As much as we thirst for approval, we DREAD condemnation.

Engineering manager, when seeing people not wearing hard hats, would ask if it was uncomfortable, didn’t fit properly, etc.   Over and Over without criticism or orders.

Criticisms are like homing pigeons, they always return home.

Do not worry about the snow on your neighbor’s roof unless you are sure there isn’t any on your stoop.

Remember, people are not creatures of logic; we are dealing with creatures of emotion, motivated by pride and vanity.

Benjamin Franklin:  I will speak ill of no man, and speak all the good I know of everyone.

“I have visualized you as a man, with expectations of all a man knows.  But you are just a boy” –  This is the nature of the Manager vs. Employee relationship.  If the employee knew all that the manager did – and had the wisdom of the manager – they would be a manager.    Just like your children, it’s the manager’s job to raise/train the employee.

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