Warren Buffett and Dale Carnegie

May 13, 2011

What does Warren Buffett have in common with every single Dale Carnegie graduate?  Besides proudly displaying their Dale Carnegie diplomas, they have the self-confidence not only to speak publically, but to collaborate more effectively with team members, both individually and in large groups, to yield optimal results.  They exemplify the true characteristics of a leader.

Both have mastered Dale Carnegie’s Human Relations principles; specifically number three, Arouse in the other person an eager want.  Let’s face it- people do things for their own reasons, not ours.  If our goal is to engage, compel or motivate them, we must clearly outline how our idea or strategy will directly benefit them.   We must paint a picture that the audience can imagine so that they can envision themselves enjoying the benefits upon compliance.

For example, when process improvement changes are presented, employees are usually reluctant to accept them because people simply don’t like change.   To effectively engage and motivate them, the rewards or positive outcomes must be clearly communicated.  In this case, perhaps their productivity rates will improve making their annual bonus more likely…which is worth hearing!

Inevitably, there may be team members who are still disgruntled despite the appeal of a monetary or other reward which is the perfect time to apply these Human Relations principles:

10. The only way to get the best of an argument is to avoid it

15.  Let the other person do a great deal of the talking

7. Be a good listener.  Encourage others to talk about themselves.

Arguments can usually be avoided by encouraging the employee to share his or her concerns and then simply listening for understanding.  Often times, people just want to be acknowledged so it is beneficial to allow them to do a great deal of talking and then respond.   Be sure to avoid using words like but, however and nevertheless as these can worsen the conversation.  Use bridges instead such as “I hear you saying…” or “I appreciate your view on…” to quell concerns.

One of the reasons Warren Buffett is so successful is because he is an excellent listener with the ability to convey his understanding.  You too can become a successful leader by enrolling in the Dale Carnegie Course: Effective Communications & Human Relations/Skills for Success.

This post is brought to you by the good folks at Dale Carnegie Training of Central & Southern New Jersey, providers of professional development and management development courses and information in New Jersey. We would love to connect with you on Facebook and Twitter @CarnegieJersey.

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