How To Win Friends And Influence People Part 49

Teaching what? As he looked back and evaluated his college work, he saw that his training in public speaking had done more to give him confidence, courage, poise and the ability to meet and deal with people in business than had all the rest of his college courses put together, So he urged the Y.M.C.A. schools in New York to give him a chance to conduct courses in public speaking for people in business.

What? Make orators out of business people? Absurd.

The Y.M.C.A. people knew. They had tried such courses -and they had always failed. When they refused to pay him a salary of two dollars a night, he agreed to teach on a commission basis and take a percentage of the net profits -if there were any profits to take. And inside of three years they were paying him thirty dollars a night on that basis - instead of two.

The course grew. Other "Ys" heard of it, then other cities. Dale Carnegie soon became a glorified circuit rider covering New York, Philadelphia, Baltimore and later London and Paris. All the textbooks were too academic and impractical for the business people who flocked to his courses. Because of this he wrote his own book ent.i.tled Public Speaking and Influencing Men in Public Speaking and Influencing Men in Business. It became the official text of all the Y.M.C.A.s as well as of the American Bankers' a.s.sociation and the National Credit Men's a.s.sociation.

Dale Carnegie claimed that all people can talk when they get mad. He said that if you hit the most ignorant man in town on the jaw and knock him down, he would get on his feet and talk with an eloquence, heat and emphasis that would have rivaled that world famous orator William Jennings Bryan at the height of his career.

He claimed that almost any person can speak acceptably in public if he or she has self-confidence and an idea that is boiling and stewing within.

The way to develop self-confidence, he said, is to do the thing you fear to do and get a record of successful experiences behind you. So he forced each cla.s.s member to talk at every session of the course. The audience is sympathetic. They are all in the same boat; and, by constant practice, they develop a courage, confidence and enthusiasm that carry over into their private speaking.

Dale Carnegie would tell you that he made a living all these years, not by teaching public speaking - that was incidental. His main job was to help people conquer their fears and develop courage.

He started out at first to conduct merely a course in public speaking, but the students who came were business men and women. Many of them hadn't seen the inside of a cla.s.sroom in thirty years. Most of them were paying their tuition on the installment plan. They wanted results and they wanted them quick - results that they could use the next day in business interviews and in speaking before groups.

So he was forced to be swift and practical. Consequently, he developed a system of training that is unique - a striking combination of public speaking, salesmanship, human relations and applied psychology.

A slave to no hard-and-fast rules, he developed a course that is as real as the measles and twice as much fun.

When the cla.s.ses terminated, the graduates formed clubs of their own and continued to meet fortnightly for years afterward. One group of nineteen in Philadelphia met twice a month during the winter season for seventeen years. Cla.s.s members frequently travel fifty or a hundred miles to attend cla.s.ses. One student used to commute each week from Chicago to New York.

Professor William James of Harvard used to say that the average person develops only 10 percent of his latent mental ability. Dale Carnegie, by helping business men and women to develop their latent possibilities, created one of the most significant movements in adult education

LOWELL THOMAS 1936

THE DALE CARNEGIE COURSES

THE DALE CARNEGIE COURSE IN EFFECTIVE SPEAKING AND HUMAN RELATIONS

Probably the most popular program ever offered in developing better interpersonal relations, this course is designed to develop self-confidence, the ability to get along with others in one's family and in social and occupational relations, to increase ability to communicate ideas, to build positive att.i.tudes, increase enthusiasm, reduce tension and anxiety and to increase one's enjoyment of life. Not only do many thousands of individuals enroll in this course each year, but it has been used by companies, government agencies and other organizations to develop the potential of their people.

THE DALE CARNEGIE SALES COURSE

This in-depth partic.i.p.ative program is designed to help persons currently engaged in sales or sales management to become more professional and successful in their careers. It covers the vital but little understood element of customer motivation and its application to any product or service that is being sold. Salespeople are put on the firing line of actual sales situations and learn to use motivational selling methods.

THE DALE CARNEGIE MANAGEMENT SEMINAR

This program sets forth the Dale Carnegie principles of human relations and applies them to business. The importance of balancing results attained with the development of people-potential to a.s.sure long-term growth and profit is highlighted.

Partic.i.p.ants construct their own position descriptions and learn how to stimulate creativity in their people, motivate, delegate and communicate, as well as solve problems and make decisions in a systematic manner. Application of these principles to each person's own job is emphasized.

If you are interested in any of these courses, details on when and where they are offered in your community can be obtained by writing to:

Dale Carnegie & a.s.sociates, Inc.

1475 Franklin Ave.

Garden City, N.Y. 11530

OTHER BOOKS

How to Stop Worrying & Worrying & Start Living Start Living by Dale Carnegie by Dale Carnegie A practical, concrete, easy-to-read, inspiring handbook on conquering work and fears.

Simon & Schuster, 1230 Ave. of the Americas, N.Y.C N.Y.C 10020

Lincoln the Unknown by Dale Carnegie by Dale Carnegie A fascinating story of little-known facts and insights about this great American.

Dale Carnegie & a.s.sociates, Inc., 1475 Franklin Ave., Garden City, N.Y. 11530

The Quick and Easy Way Way to Effective Speaking to Effective Speaking by Dorothy by Dorothy Carnegie Principles and practical implementation of expressing one-self before groups of people.

Dale Carnegie & a.s.sociates, Inc., 1475 Franklin Ave., Garden City, N.Y. 11530

The Dale Carnegie Dale Carnegie Sc.r.a.pbook Sc.r.a.pbook edited by Dorothy Carnegie edited by Dorothy Carnegie A collection of quotations that Dale Carnegie found inspirational interspersed with nuggets from his own writings.

Simon & Schuster, 1230 Ave. of the Americas, N.Y.C.

10020

Don't Grow Grow Old-Grow Up Old-Grow Up by Dorothy Carnegie by Dorothy Carnegie How to stay young in spirit as you grow older.

Dale Carnegie & a.s.sociates, Inc., 1475 Franklin Ave., Garden City, N.Y. 11530

Managing Through People by Dale Carnegie & a.s.sociates, by Dale Carnegie & a.s.sociates, Inc The application of Dale Carnegie's principles of good human relations to effective management.

Simon & Schuster, 1230 Ave. of the Americas, N.Y.C.