Dale Carnegie ( HYPERLINK “http://en.wikipedia.org/wiki/November_24”
\o “November 24” November 24 , HYPERLINK
“http://en.wikipedia.org/wiki/1888” \o “1888” 1888 – HYPERLINK
“http://en.wikipedia.org/wiki/November_1” \o “November 1” November 1 ,
HYPERLINK “http://en.wikipedia.org/wiki/1955” \o “1955” 1955 ) was a
pioneer in HYPERLINK “http://en.wikipedia.org/wiki/Self-help” \o
“Self-help” self-improvement , HYPERLINK
“http://en.wikipedia.org/wiki/Sales” \o “Sales” salesmanship , and
HYPERLINK “http://en.wikipedia.org/wiki/Training_and_development” \o
“Training and development” corporate training programs , and became
famous for courses he developed that emphasized public speaking and
interpersonal skills. Born in poverty on a farm in Missouri, he was the
author of HYPERLINK
\o “How to Win Friends and Influence People” How to Win Friends and
Influence People , first published in HYPERLINK
“http://en.wikipedia.org/wiki/1936” \o “1936” 1936 , which has sold
over 15 million copies through many editions and remains popular today.
He also wrote a biography of HYPERLINK
“http://en.wikipedia.org/wiki/Abraham_Lincoln” \o “Abraham Lincoln”
Abraham Lincoln titled HYPERLINK
it” \o “Lincoln the Unknown” Lincoln the Unknown and several other
Carnegie was an early proponent of what is now called HYPERLINK
“Responsibility assumption” responsibility assumption . One of the core
ideas in his books is that it is possible to change other people’s
behavior by changing one’s reaction to them.
Born in 1888 in HYPERLINK
“http://en.wikipedia.org/wiki/Maryville%2C_Missouri” \o “Maryville,
Missouri” Maryville, Missouri , Carnegie was a poor farmer’s boy,
apparently not seeing a train until he was twelve years old. In his
teens, though still having to get up at 4 a.m. every day to milk his
parents’ cows, he managed to get educated at the State Teacher’s College
in HYPERLINK “http://en.wikipedia.org/wiki/Warrensburg” \o
“Warrensburg” Warrensburg . His first job after college was selling
correspondence courses to ranchers, then he moved on to selling
HYPERLINK “http://en.wikipedia.org/wiki/Bacon” \o “Bacon” bacon ,
HYPERLINK “http://en.wikipedia.org/wiki/Soap” \o “Soap” soap , and
HYPERLINK “http://en.wikipedia.org/wiki/Lard” \o “Lard” lard for
HYPERLINK “http://en.wikipedia.org/wiki/Armour_%26_Company” \o “Armour &
Company” Armour & Company . He was successful to the point of making
his sales territory, southern Omaha, the national leader for the firm.
He authored several best sellers including “How to Win Friends and
Influence People” and “How to Stop Worrying and Start Living.” Over 50
million copies of Mr. Carnegie’s books have been printed; they are
published in 38 languages.
Mr. Carnegie was a prominent lecturer of his day and a sought-after
counselor to world leaders. He wrote newspaper columns and had his own
daily radio show.
Dale Carnegie founded what is today a worldwide network of over 2,700
instructors and offices in more than 65 countries.
It is still rumoured that Dale Carnegie committed HYPERLINK
“http://en.wikipedia.org/wiki/Suicide” \o “Suicide” suicide , but the
official word from Dale Carnegie & Associates, Inc is that he died of
HYPERLINK “http://en.wikipedia.org/wiki/Hodgkin%27s_disease” \o
“Hodgkin’s disease” Hodgkin’s disease .
The Dale Carnegie Course
The Dale Carnegie Course is a self-improvement program conducted using a
standardized curriculum by franchised trainers throughout the world.
Several variations on the course exist, including a sales course and a
course intended for people about to become managers for the first time.
The basic course consists of twelve evening sessions lasting three hours
each. Courses are scheduled in the evening, one night per week.
Typically there are 10-30 attendees in a course. Unpaid assistants, who
are “graduates” of the course seeking to meet the experience requirement
for becoming an instructor, are on hand to assist with logistics and
work with small groups.
Instructors are college graduates who have experience working as
managers in a business setting.
A good deal of the time each evening is spent in short presentations
given by each of the participants to the rest of the attendees. Though
the format varies slightly from week to week, usually about half of the
available time is spent on presentations. Presentations are always based
on personal experience rather than a topic that has been researched.
This is a unique aspect of the Dale Carnegie Course that sets it apart
from otherwise similar programs, and it is a core belief of the program
that ease and experience with public speaking produces a wide range of
The remainder of each session is spent in lecture and small group
exercises. Lecture topics cover memory techniques, the importance of
learning names, conversational techniques, and problem resolution and
small group skills.
The Dale Carnegie Course enjoys a positive reputation among many
business people and, particularly, is seen as a powerful transitional
tool for shy people unaccustomed to working with others. Many employers
pay for their employees to take the course.
tion=3” \o “Dale Carnegie” edit ]
Criticisms of the Course
A great deal of time is spent listening to speeches given by other
participants, particularly in classes with larger numbers of
participants. Some critics state that this time is not well spent.
Second, there is criticism that some techniques taught are manipulative.
In HYPERLINK “http://en.wikipedia.org/wiki/The_Fountainhead” \o “The
Fountainhead” The Fountainhead , HYPERLINK
“http://en.wikipedia.org/wiki/Ayn_Rand” \o “Ayn Rand” Ayn Rand
included a lengthy subplot where one character feigns an interest in the
hobby of another in an effort to become a partner in an architectural
firm. This is a direct attack on Carnegie’s techniques. The course
teaches that students should “take a genuine interest in other people”
(emphasis added), though some present-day critics consider this a
HYPERLINK “http://en.wikipedia.org/wiki/Band-Aid” \o “Band-Aid”
Band-Aid for a fundamentally manipulative activity.
It can also be argued that the first objective of the Dale Carnegie
course is to train people to promote the course itself, rather than to
achieve any genuine personal development. After each activity during the
course the facilitator leads a discussion about the value of having done
the activity. Also, participants are encouraged to invite friends,
family and colleagues to the last session of the course, where they are
subjected to presentations from all participants on the greatest
“breakthrough” that they have achieved while taking the course.
Finally, critics of the philosophy of HYPERLINK
“Responsibility assumption” responsibility assumption attack that
aspect of the program.
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