By February 12, 2009 13 Comments Read More →

Creatures Of Logic And Creatures Of Emotion

“What is it that inspires you to do your best work?” – this is the first line of the newsletter email I have just received from Dale Carnegie.
Doing my best I can is one of my quests. I kept reading the newsletter. I found simple but powerful recipe to inspire others.
Inspire To Do Best Work
by Steven Fernandez

Managers, Consultants, Parents! Consider adopting it. I tried it and it perfectly works. Here is the recipe:

  • Don’t dictate — inspire
  • Don’t direct — win people to your way of thinking
  • Begin with praise and honest appreciation
  • Build morale and earn loyalty
  • Ask questions instead of giving direct orders
  • Give the other person a fine reputation to live up to

For Managers

Dear Manager! Care to make your reports to do their best work? Hell, of course you do. If so, read this carefully and practice this: 

  • Don’t dictate — inspire. If you dictate you kill the spirit of innovation.
  • Don’t direct — win people to your way of thinking. If you direct you will never get folks to buy in, and that means you will have to direct more. If you make others buy in, your team would operate independently and you could go home much earlier… 
  • Begin with praise and honest appreciation. The only reason you still have your position is because of your reports. Respect!
  • Build morale and earn loyalty. I know you go through tough times these days. You need loyal reports more than ever. 
  • Ask questions instead of giving direct orders. Are you a military man? No? Then stop giving orders. There are reasons why your orders might be disconnected from the “reality”. Ask questions.
  • Give the other person a fine reputation to live up to. Is there a reason why you are not running the halls bragging what a great workers you have? Your reports are the best people you can get, brag about them. What stops you to do so? Try it, and you’ll get loyal and inspired reports doing their best work in return.

For Consultants

I hear here and there that consultants come into the customers’ and start shooting off the heap advices without understanding the customer’s pain. I am a big fan of best practices that are common and almost universally applicable. But. To win customers’ hearts consultant must show he understands the uniqueness of the customer, once there only then offer advices.

  • Don’t dictate — inspire. Share with the customers your previous successful practices, inspire to adopt your way.
  • Don’t direct — win people to your way of thinking. Offer the customer the choices and let him pick from the collection.  
  • Begin with praise and honest appreciation. All business are the same, but your customers’ is unique. Tat is why they still win the competition.  
  • Build morale and earn loyalty. Trust is the only single thing that will help you to grow. Never compromise it. 
  • Ask questions instead of giving direct orders. Usually it reveals the problem and the solution. In 99% of my gigs asking the right questions showed the customer can handle the situation himself. It was the matter of asking the right focused questions.
  • Give the other person a fine reputation to live up to. Consultant, when the problem solved show it’s done by the customer, not by you (see the previous bullet).

    For Parents

    It’s all about leadership. Managers lead their reports (I know there is a dispute about what’s the difference between Managers and Leaders though), Consultants lead their customers. It’s no different with Parenting – Parents lead their kids.

    • Don’t dictate — inspire.  Raise free will open minded kid. 
    • Don’t direct — win people to your way of thinking. Make your kid adopt you as a role model. 
    • Begin with praise and honest appreciation. This is what your kid will do to the others.
    • Build morale and earn loyalty. When your kids will get into the troubles you will know it first hand. One of my friends died just because of being afraid to tell the truth to parents.
    • Ask questions instead of giving direct orders. You can actually learn it from your kids. 
    • Give the other person a fine reputation to live up to. Raise high self esteem kids.

    From the newsletter:

    โ€œWhen we are dealing with people, let us remember we are not dealing with creatures of logic. We are dealing with creatures of emotion, creatures bustling with prejudices and motivated by pride and vanity.โ€– Dale Carnegie

    Practice This – Get Results

    • Read the post from the beginning.

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    This blog is dedicated to share simple practices I that get me results.

    13 Comments on "Creatures Of Logic And Creatures Of Emotion"

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    1. Isn’t it amazing how “lessons in management” almost ALWAYS can be just as easily labeled as “lesson in parenting”.

      Oh, and lessons in “consulting” seem to take a parallel path as well. Nice job laying these three “tracks” side by side and highlighting the differences!!

      Also, that’s a great Dale Carnegie quote. I’m going to have to subscribe to that newsletter.

    2. tom says:

      Great post, I did read Dale Carnegies book How to win friends and influence people. It is such a simple book that I am surprised more people don’t use it.

      I was just watching a video about Gen Y’ers not liking others telling them what to do. And this fits into this post quite well. I mean no one likes to be told what to do. They will have no respect for you, although if you use questions to make a point, then the combination works fine.

    3. J.D. Meier says:

      That is a crisp set of useful rules.

      i think it reflects the post-industrial age reality and it’s consistent with Covey’s “whole person” approach.

      Dale was ahead of his time.

    4. alik levin says:

      Good to hear you liked it!
      Yeah, the newsletter is very good, go for it.

      Influence w/o authority is the name of the game. Even when you have the authority….. it’s better to influence w/o it…..

      Good to hear you liked it!
      Yeah, the game is changing in Information Worker and Social era.

    5. Liara Covert says:

      Alik, you point out that showing rather than telling is an effective way to set an example and inspire others. To empower people energizes and mobilizes. Asking questions puts the responder in a powerful position and helps him to recognize he has more knowledge than he may assume. Having faith in and trusting other people attracts more reasons to strengthen connections.

    6. alik levin says:

      I liked your take on helping others realize they have more knowledge they may assume. It resonates 100% with my approach of solving problems at customers’. I tell my customers openly – “I am sure you know how to solve it yourself, I charge you for asking the right questions”. Usually they laugh taking it as a joke….. it’s no joke…it’s how it actually works. This is win win win win win situation:
      – the customer solves the problem faster
      – the customer retains the IP (intellectual property) vs calling me next time something similar happens.
      – the customer gives more trust in me
      – the customer likes me more as i make him stronger leveraging his own strengths vs doing black magic only I know
      – etc etc etc
      asking the right questions is one of the serious skills one must develop, consider jumping here:

    7. Good stuff. Boy, I’ve had some managers in the past that could use those tips. Especially inspiring vs. directing. It seems like such a simple concept yet it is so rare.

    8. What occured to me is that this is a recipe for treating people as human beings not human doings. AAlso a great recipe for creating the kind of place where people actually want to work.

    9. This is good advice. I think that if more people of “authority” would adopt these principles, then they could accomplish so much more. People are at their most effective when they feel empowered over their own lives. It’s hard to feel that way when someone is dominating your life.

      @ tom

      I agree. I am a Gen Y, and I hate it when people tell me what to do. I see everyone as the same organic matter as I am, and I think that the concept of authority is laughable. Rather than tell me what to do, give me a reason to respect you, and I’ll believe most of what you have to say. Ya know?

      @ Sandy

      I think you said it most efficiently. Treating people like human beings and creating an actual desire to work instead of “dealing” with the work in order to receive a paycheck.

    10. alik levin says:

      Good to hear you liked it.
      What I understand from your comment is that there is a room for improvement, right? ๐Ÿ˜‰
      If so – this is OUR chance to make the difference! :)

      I am on my quest to finding a place where I want to work. So far I am pretty happy with what i have ๐Ÿ˜‰
      Nevertheless, there is ALWAYS room for improvement, right? ๐Ÿ˜‰

      BOOM! – “People are at their most effective when they feel empowered”.
      Right ON!
      And Trey – you have just made my day socializing here the way you are! BOOM BOOM BOOM! ๐Ÿ˜‰ ๐Ÿ˜‰ ๐Ÿ˜‰

    11. alik levin says:

      Those tips are NOT mine.
      It’s Dale’s ๐Ÿ˜‰

      I just try to interpret it and put in practice.

    12. Evelyn Lim says:

      Hmmm….very useful tips! Thanks for summarizing them here. I certainly welcome the idea of inspiring not dictating! I hope to put this into practice too!

    13. alik levin says:

      Good to hear it’s useful for you!
      If you are going to test/practice this – please share the results on your blog ๐Ÿ˜‰

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