b.

Earn Enthusiastic Cooperation and Influence Others

The Dale Carnegie Session Six

Course TO. Controlling stress

b. Develop greater Flexibility

Index of contents Session Seven

Introduction TO. Empower others through Recognition
b. Inspire others
Session One
TO. Develop the Foundation for Success Session Eight
b. Remembering and Using Names TO. Demonstrate Leadership
b. Celebrate Success and Renew Vision
Session Two
TO. Develop our Memory Skills and Strengthen Resources
Relationships Worksheets: Partners in Responsibility
b. Increase our Self-Confidence Results Reporting Calendars
Reading Assignments
Session Three Glossary
TO. Put Stress in Perspective Suggested Readings
b. Strengthen Relationships and Motivate others Report Specifications
“Remember Names” Brochure
Session Four “Speak More Effectively” Brochure
TO. Communicate with Energy Brochure “The Little Recognized Secret of Success”
b. Express our ideas clearly

Session Five
TO. Kindly Dissent
 like wild exaggerations. It is not like this? But they are not.
They are the pure truth. I know, because I have seen how this
training has worked miracles in the lives of thousands of

The Dale Carnegie ambitious men and women.

Course Your Attitude is Vital

Occasionally. There are men and women who begin this
training with an attitude of indifference similar to saying “The
Introduction
registration fee has been paid. Let's see what you can do for
HOW TO GET THE BEST FROM THIS TRAINING
me.” If this is your attitude, please do not take this training.
On the other hand, if you say, “The registration has been paid
By Dale Carnegie, Founder
and furthermore I am going to give my full enthusiastic
Congratulations on your vision, courage and determination.
cooperation, I believe in this training and I am going to go after
When you enrolled in this course, you expressed the desire to
it like a dog after a cat.” If this is your attitude, we can help you
have
expertly help yourself from getting out of breath.
success. Many people have the same desire as you, but they
remain only intentions and not commitments. You, on the
other hand, have determination. Therefore, you are embarking
What You Can Expect from this Training
on a fascinating, daring and rewarding development journey. If you want to know precisely what miracles you can expect
from this training, ask the trainer to give you a list of names
If your company has selected you for this course, it is and addresses of people locally who have taken the program.
expressing its trust and credibility in you. What you gain from Then call or visit them to hear from them and what they got
this training will not only contribute to the organization but out of the program.
also to you as a person. One of the most valuable qualities you will develop in this
training is greater self-confidence.
When you have contemplated this training, you will be
I have written a book titled How to Suppress Worries and
surprised at how much you have learned from it. You will
Enjoy Life. I have read almost every book written in English
probably have made much more progress than you thought
about stress, fear and worry and have discussed these topics
was possible. For the rest of his life, he will remember this
with thousands of people. I have been training men and
process as one of the axes of his career. These claims sound
women to develop courage and self-confidence for many
years. After all that experience, I can honestly say that except
religion, I have never known a way to control stress, fear and Secrets to Develop Value
develop courage, than this training.
Would you like to have more courage? Here are five principles. If
Think You Are Brave - Be Willing to Take Risks you follow them. I guarantee you that they will increase your
You have already started to develop courage by taking the security reserve.
bold and brave step of joining this class. So, start right now to
think like a person of value, because, as you think, so you will 1. I acted like I had value. This makes you a little braver, as if
be. a part of you has been challenged and wants to show
Who stops you now from being self-confident and that you are not totally scared.
responsible? I don't. No one stops you but yourself. 2. Pause to reflect that others have had to face great
Having courage does not depend on what is happening around disagreements and great obstacles and have overcome
you. It depends entirely on what is going on inside you. Only them. And what others have done, you can surely do.
thoughts can give you courage and only thoughts can give you 3. Remember that your life makes you move in a kind of
fear. So start doing value thinking right now. rhythm. If you feel depressed and powerless to cope with
life, you may be at the bottom of a hole. If you maintain
your courage, you will get out of there, using the same
Stay Busy and the Fear Will Fade!
forces that were pulling you down at the time.
Many of us have far more courage than we ever dreamed we
4. Remember that you feel more defeated and sad at night
could have. If you want to develop courage, do what you fear
than during daylight hours. Courage rises with the sun.
and act on it until you have a record of successful experiences
5. Courage is the measure of a great soul. Try to stay up.
behind you. This is the quickest and surest way to discover
how to conquer fear.
Give yourself a chance! All life is an opportunity. The person
who goes the furthest is generally the one who is willing to do Dale
and adventure.
Decide your behavior in the course and follow it. Stay busy and Carnegie
work in such a way that you forget about being afraid.

“We cannot wait for successful visions from outstanding people, because
these are rare… It is up to us to light our own little fires of darkness.” -
Charles Handy Listen with Purpose
Due to the participatory and synergistic nature of this Certain ambitious or anxious participants feel that their
program, many of the potential benefits will be derived from shortcomings must be pointed out to them immediately. We
the contribution of your peers. Sometimes this will come know from experience that it is much more effective to focus
during group discussions or reports. In some cases, the on a person's strengths. You can build on these strengths. Your
learning opportunity may occur more by observation or confidence will be built on the foundation of positive thoughts.
perhaps by feedback from peers. You will grow in an environment of approval and acceptance.
Occasionally, a participant will miss out on the richness of that
opportunity, this may occur due to narrow focus. For example, This method has been tested and proven effective in Dale
a person may be focused on the verbal aspect of Carnegie courses involving millions of people. This method will
communication, who may not see opportunities to develop produce the results you want.
listening skills - a much more critical element in effective
communication. The Instructor is your Coach
Listen to learn. During this program, there will be literally Your instructor will provide feedback and coaching to
hundreds of life lessons shared and illustrated by your peers - help you achieve your goals. Much like a drama coach or
lessons that could help you be more effective. Don't miss a sports coach, their job is to give you immediate
them!
feedback to help you be confident in your progress. This
process allows for an immediate feeling of
Take Responsibility for Progress
accomplishment and support from your coach. You will
Personal and professional effectiveness is similar to athletic ability –
improvement only comes through consistent and effective practice. learn from the suggestions given to you and your peers.
Just knowing the principles for developing trust and gaining
cooperation, or speaking persuasively, or managing stress and
tension have little value unless we become skillful and consistent in “The destructive effects of poor morale, workers intimidated by arrogant
their application. bosses…lead to reduced productivity, missed deadlines, errors, waste, and
an exodus of employees to better environments. There is, inevitably, a cost
Commit now to “living” this program—apply the principles at every to low levels of emotional intelligence at work.” -Daniel Goleman
Author and
opportunity. Select a “process mentor” or peer to turn to for
Psychologist
support and encouragement. Regularly discuss your commitments
with them and ask them to keep you motivated to complete course
Aim to Get the Most Out of This Training
assignments. What you get out of this training depends almost entirely on
Supportive Environment what you put into it. This is true not only for this one, but for
all of education and life. Dr. A. Lawrence Lowell, former that represent significant progress. Get involved in the
president of Harvard University, said: process: set goals, apply human relations principles, and take
action to achieve them.
Only one thing will train the human mind, and that is
the voluntary use of the mind by the person. You can
help, guide, suggest and most of all, you can inspire Expect a Time-Proven Experience
people, but the only thing that will be worthwhile to
the person is what you do on your own. This training process has stood the test of time since 1912 and
millions of satisfied graduates. Dale Carnegie Training for
Take Notes of Ideas Young Adults offers you a proven growth opportunity – make
As you get ideas from your tasks, reports, or important things the most of it.
that are said, write them down. When your instructor assigns
future sessions, start thinking about how you are going to
prepare for that session and write down any ideas that come
to you.

“The key to successful leadership today is influence, not

authority”

-Kenneth Blanchard
Author and business consultant
Expect Value from Every Session
What You Can Expect
If you have to miss a session, it is recommended that you take it in
classes taught during this same period of time or in the future,
Expect Significant Advances either locally or in other cities. Make every effort to attend sessions
This training is designed to create an opportunity for with your class, as this will provide you the most benefit.
significant professional growth. We encourage you to set goals
This training is designed to provide value in each session. We are Read what is assigned in each of these books faithfully, and
dedicated to ensuring that this happens. If at any time you feel that you will obtain much more significant benefits from this
you are not receiving the value you desire, please contact a Dale training. You will have a clearer understanding of the sessions
Carnegie representative. and will be better able to apply what you have learned to your
A note of caution: In several sessions during training, you will be professional life .
asked to participate in various warm-up exercises. If you consider a
particular exercise to be strenuous or in any way potentially harmful
to your health, please notify the instructor that you will not Expect Recognition
participate in the exercise.
You will have an opportunity to receive special recognition
Expect Adequately Trained Trainers
from your peers in the form of awards presented at the end of
Dale Carnegie Training instructors come from executive and most sessions. The purpose of the awards is to recognize
administrative positions in the business world and other participants who apply Dale Carnegie's principles of
professional positions. Regardless of their background, they are communication, leadership and human relations in their lives.
required to complete an intensive training course before receiving Rewards encourage practicing the principles and are an
permission to teach. Instructors must also attend a recertification integral part of the learning process. The winners are chosen
course annually to keep their license current. by class vote.
The instructor will discuss your strengths and provide coaching to Each participant is eligible for an award in each category based
help you progress toward the goals you have set in the areas of self- on the assignment criteria. The following guidelines will help
confidence, interpersonal skills, communication, leadership, attitude
you vote.
management and stress reduction. As a result of your direction, you
will find more excitement in daily challenges and a steady increase
in ability to get things done.

Criteria for Awards

Wait Reading Tasks
Significant Advancement Award
You will have reading assignments from three texts: How to
Win Friends and Influence People; How to Suppress Worries  Demonstrate, by preparation, content, and delivery, that
and Enjoy Life and The Quick and Easy Way to Speak the person took a significant step outside their comfort
Effectively. These reading assignments will provide you with zone.
insight into developing more meaningful relationships and
more productive behaviors. This will also allow you to express
yourself more effectively. Outstanding Performance Award
  Demonstrates, through preparation, content, and delivery, 3.-Have paid for the course in full
the effective use of communication, human relations, and
leadership principles. Below you will find an example of the Certificate of Compliance that
 Meets session requirements you will receive upon completion of the program, provided that you
have met the aforementioned conditions. Be proud to own this
Human Relations Award Certificate of Achievement.

 Demonstrates through preparation, content and delivery,

the effective application of the assigned Human Relations
Principles
 Report on the results of a commitment made during


training.
Motivates you to continue practicing the principles
Certificate of achievement
Breaking Barriers Award This diploma certifies that
 Demonstrates courage, flexibility and risk taking Ana Navarro
The Maximum Award of Merit Has complemented the standards required for the completion of

 Demonstrates significant personal and professional The ROOSEVELT COURSE

development
Signed by Roosevelt May 2012
 Exemplifies the principles of the Dale Carnegie Course

MANAGING DIRECTOR

Certificate of Achievement
Questions About Training
To receive a Certificate of Achievement in the Dale Carnegie Course,
you must: Except when presented by a Dale Carnegie Center of Excellence,
Dale Carnegie courses are offered, organized and conducted by local
1.- Attend and actively participate in at least six of the eight
franchise representatives and not by Dale Carnegie & Associates,
scheduled sessions
Inc., sales and training personnel are not are the agents,
2.-Be declared by your instructor as a person who has made representatives or employees of Dale Carnegie & Associates Inc.
significant progress that makes you worthy of a certificate of Except when represented by a Dale Carnegie center of excellence.
Achievement. Any questions regarding training, including questions regarding cost
or class schedule, should be directed to the franchise Dale Carnegie has a strong commitment to providing high-
representative. quality training. A cornerstone of this commitment is ISO
9001:2000 certification. Dale Carnegie's ISO certification
includes the global management system for custom products;
design, develop and process organizational assessment
training and evaluations; training, certification of instructors
The Accreditation Council for Continuing Education and and consulting services to franchise owners. Dale Carnegie's
Training ISO auditor is BVQI, the independent certification body of
Bureau Veritas.
Dale Carnegie Training has been accredited by the Accreditation
Council for Continuing Education and Training since 1975 and as a
result, graduates will receive 4.2 Continuing Education units when ISO is a network of national standards institutes from 148
completing the Dale Carnegie Course. countries working together with international organizations,
governments, industries, businesses and consumer
representatives to evaluate quality services. More than half a
million organizations in more than 60 countries are
implementing ISO 9000. ISO 9001: 2000 is the standard that
defines the requirements for a quality management system
and its goal is to achieve customer satisfaction and continuous
improvement in performance.
“The desire to win, to be successful. The urgency of developing your
potential…are key to discovering the door to personal excellence.”

-Confucius
Philosopher and
educator

American Council on Education

The Dale Carnegie
Course
Dale Carnegie Training programs meet the strict criteria
established by the American Council on Education (ACE). ACE
recommends to universities across the United States Dale
Carnegie programs, for which graduates receive college credit.
Session One 1
ISO Certified Quality
TO. DEVELOP THE FOUNDATION FOR SUCCESS
b. REMEMBER AND USE NAMES

Personal and professional success does not happen by chance. It

happens intentionally. Defining the person we want to be and
intentionally working toward that goal will make us more effective in
our personal and professional lives.

In this session, we will become even more familiar with the Dale
Carnegie course and the five drivers of success. Effective leaders
have a clear picture about where they are going and what goals
must be achieved to get there—and they are committed to
achieving those goals! This training has helped millions of people
define and achieve them and it can help you too.

When we remember people's names, we help them and ourselves

become more confident. Many people struggle with this important
interpersonal skill. Today, we will learn in a fun and effective way
how to remember and use people's names, thus practicing one of
the basic principles for building professional and personal
relationships.

“Currently, the most useful person in the world is the one who knows how to get along with
others. “Human relationships are the most important science in life.”
-Stanley C. Allyn
business leader

Session One The Dale Carnegie

PREPARATION
Course
A. Develop the foundation for
success
No preparation required

B. Remembering and Using Names

 SUPPORT I CAN

1A MOTIVATION GOALS
I WILL SHOW ME
AS
DEVELOP THE FOUNDATION FOR SUCCESS

Goals
 Learn Methods to connect with others
 Get familiar with the five drivers in Éxito GOOD FUNDAMENTALS
 Recognize our Capacity to achieve progress PRACTICE CONCEPTS
WITH INTENSE PRINCIPLES
COACHING

The Six O'Clock Trap

“A vision is not just a picture of what could be; It is a call to our best self, even a
call to become better people.”
-Rosabeth Moss Kanter
Professor at Harvard Business School
Self-Development Cycle Memory Association Technique
FEEDBACK NEEDED 1. The mind has the ability to think in terms of
GIVE POWER I WANT
Skill Attitude images.
2. The more exaggerated the image, the easier it
will be to remember it.
3. Associating image maximizes retention.
Practice Knowledge
 NAME STOP
HOUSE OBSERVE
FAMILY LISTEN
FOCUS STUDIES
TRIPS
HOBBIES
IDEAS

I ASKED FOR
Who? That? When? Where? Because? As?

To have a friend, you have to be friendly. We start by showing

genuine interest and asking about what interests others.
Subsequently, we focus on people as individuals. To do this, we
stop, listen, and focus despite distractions.
Third, we converse allowing the other person to do most of the
talking. When they answer a question, we seek more information
by asking questions like: Who? That? When? Where? Because? As?
The more we hone our relationship skills. We realize that this is
not a model to use once for each person we encounter. This model
creates an opportunity to get to know people better and know
what is important to them.
The Five Drivers of Success
In the Dale Carnegie course, you will focus on developing skills in the
five interrelated areas: self-confidence, interpersonal skills,
communication, leadership, and attitude and stress management.
More importantly, during training you will have the opportunity to
Model for Building Relationships put them into practice where they work best: outside of the
Fundamentals of Communication to Generate classroom, in your personal and professional life. We call these
Trust fundamentals the Five Drivers of Success.
LINKS TO DO IT Business professionals around the world recognize the importance
THE CONVERSATION of these areas when they examine the competitiveness of markets
1 Show 2 Focus Interest in the
person Genuine

3 Be a good
and the reality of businesses doing more, better, faster, and with become an effective listener which will make you a better
fewer resources. communicator.

Develop greater self-confidence #1 Develop Leadership Skills #4

In a world in which risk, challenge, competition and change go hand Leadership is the ability to motivate and inspire people from a
in hand, self-confidence is the competitive advantage. You will variety of backgrounds to a higher level of performance. You
develop confidence and expand your comfort zone (the area in will hone skills that will help you become more flexible,
which you operate most comfortably). Expanding your comfort zone enthusiastic, open and lovable. With leadership skills you will
is important because outside of this zone is where the greatest
soon gain enthusiastic cooperation from others, allowing you
opportunities await you. Over the course of this program, you will
and your organization to be more productive.
work to expand your comfort zone with the positive support of your
trainer.
Reduce Stress and Improve Our Attitude #5
The ability to face challenging situations with a constructive
Strengthen Interpersonal Skills #2 attitude is a determining success factor for all of us. You will
Interpersonal skills are an essential ingredient for professional learn skills to help you manage stress so you can maintain a
and personal success. In the Dale Carnegie course, you will more optimistic approach to your life. Be more focused and
focus on skills that will help you make a positive impression on directed while learning how to set clear and specific goals;
others. You'll learn how to elicit enthusiastic cooperation avoiding postponing action and confronting and solving
instead of submission, turn No into Yes, and be diplomatic problems with a more positive attitude.
even under pressure. Because the training focuses on your
own vision of success, you will choose the relationships you
want to improve in your professional life. Throughout the
process, you will put your new skills to work where they are
Listed below are the five Driving Areas for Success.
most useful to you: outside the classroom, in your professional
life. The fact of concentrating on our development in these
Improve Communication Skills #3 areas. It can help us make significant progress in our lives!
Each session of the Dale Carnegie course will provide an Think about what significant progress or advances you
opportunity to participate in stimulating exercises that will hope to achieve in your professional life and in your
build and reinforce the skills you need to communicate personal life, by making progress in each of these areas.
powerfully and effectively. These exercises are varied,
challenging and enjoyable. You will hone your ability to think Thrusters Significant Significant
quickly and better express your thoughts, ideas, and feelings.
Whether in front of a large group, a small meeting, or one-on- Of success Advancement Advancement
one, you will learn methods to become more effective, In Professional Life in Personal Life
compelling, and interesting. You will also discover how to
Self-confidence

Interpersonal
skills

Communication
skills
Return on Investment and/or results generated (savings,
improvements in quality, reduced time, better profits or
Skills dividends):
Leadership

Reduce Stress
and Improve
Our Attitude
Vision Planning Sheet Ideas that I will put into ACTION
Name Date: ___________

Instructions: Use powerful language and present tense to

describe your life 3-6 months from today.

I am/I am…
Are you
Placing a
brick, building Based on these ideas, what I will do differently is:
a wall or a
monument for
the following
generations?

Summary

Key ideas from this session: The Dale Carnegie

1.__________________________________________

2._____________________________________________ Course
These ideas are important because:
1B
REMEMBER AND USE NAMES
Goals
 Focus on people as individuals
 Create positive first impressions
 Learn methods to remember names

“Remembering names is only a small attempt to remember the people

behind the names. Remembering names becomes a kind of trick, simply to
test our remembering abilities; when it should be the result of our
desire to make people, not us, feel important.”
-Dale Carnegie

Formula toto
Formula Remember Names
Remember Names
Focusing on Others
Using a person's name during a conversation tends to increase MM Look andand
Look Listen
Listen
their attention and adds special importance to the training we
HowHow
can we
canfocus on people
we focus without
on people being
without distracted?
being distracted?
are doing. For a newly met person, it sends the message that
they are important to us. Asking a friend or coworker about a
family member by name projects a personal level of interest
and concern.

With all these benefits, we can still not use people's names...
I Print
1. If we realize the impact of using names.
 I Print I Print
What things do you have to pay attention to to remember What things do you have to pay attention to to remember
the person's name? the person's name?

R Repetition R Repetition
How to repeat the name in the conversation so that we How to repeat the name in the conversation so that we
remember both the name and the person? remember both the name and the person?

To Association Name Remembering Sheet

Name last Name
1.________________ ________________
2.________________ ________________
Tools to Remember 3.________________ ________________
Formula to Remember Names 4.________________ ________________
Names 5.________________ ________________
M Look and Listen 6.________________ ________________
Me too 7.________________ ________________
How can we focus on people without being distracted?

To Action
C Color
 E Exaggeration
8.________________ ________________ 33.________________ ________________
9.________________ ________________ 34.________________ ________________
10._______________ ________________ 35._______________ ________________
11._______________ ________________ 36._______________ ________________
12._______________ ________________ 37._______________ ________________
13._______________ ________________ 38._______________ ________________
14._______________ ________________ 39._______________ ________________
15._______________ ________________ 40._______________ ________________
16._______________ ________________ 41._______________ ________________
17._______________ ________________ 42._______________ ________________
18._______________ ________________ 43._______________ ________________
19._______________ ________________ 44._______________ ________________
20._______________ ________________ 45._______________ ________________
21._______________ ________________ 46._______________ ________________
22._______________ ________________ 47._______________ ________________
23._______________ ________________ 48._______________ ________________
24._______________ ________________ 49._______________ ________________
25._____________ ______________ 50._____________ ______________

Name Remembering Sheet Ideas that I will put into ACTION

Name last Name
26.________________ ________________
27.________________ ________________
28.________________ ________________
29.________________ ________________
30.________________ ________________
31.________________ ________________
32.________________ ________________
 Based on these ideas, what I will do differently is:

Summary
Key ideas from this session:
1.__________________________________________
2.__________________________________________

These ideas are important because: