|Re: David's last comments on Carnegie. |
I generally agree with everything you said. If you look at what Dale Carnegie as an organization is now, it's...OK, I guess. There are better training companies.
I think that a more realistic, direct approach is working from the perspective that you can't control how the other person is behaving, but you can certainly control your own actions and awareness. That, and giving full attention when communicating. Those basics alone make a big difference.
Back when that book was published, I think it provided a backlash to the typical selling styles of the time (I again assert that, while many people were reading the book just because it was hard to say no, you weren't interested in doing what the title said, its origins come out of selling). There was a lot of flim-flam and razzle-dazzle pressure selling going on. The ideas of consultative selling and partnership were not widely taught. Now, we have wonderful things like Daniel Golman's work on emotional intelligence, and many other new concepts. A lot of the work evolved into teaching leadership. A good example would be American Management's PARTNERING The New Face of Leadership (http://www.amanet.org/books/catalog/0814407579.htm) . The final piece is an excellent essay by Nathaniel Branden called The High Self-Esteem Leader . This is, on the whole, one of the best business essays that I have ever read. I helped him produce an audio recording of it a while back, but it hasn't gone into general distribution to date.
(Edited by Rich Engle on 6/16, 9:36am)