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•Six Greatest Management Thinkers 117

‘A – Your husband is lying about how the kids feel. Ask them. Then ask your-
self what makes your heart leap. Then divorce your husband or your job. Take into
consideration that good jobs are scarce and men are a dime a dozen.’

Here comes the twist
Try the calling yourself up one.

Idea 66 – Dale Carnegie, author of How to Win Friends
and Influence People

There are few more impressive sites in the world than a Scotsman on the make
J.M. Barrie (1860–1937)

The theme that runs through the four authors above turns out to be their emphasis
on the people aspects of being a manager and a leader. It seems fair, therefore, to
put this 1937 book in as the first self-help book aimed at improving the readers’
skills in the people area. In Carnegie’s recommendations you can see the docu-
mented foundations of all aspects of communications skills, from selling to solution
selling and customer care.

Stuart Crainer, in his book The Ultimate Business Library, has Professor Hamel
writing thus about Carnegie and the book.

‘I recently attended a conference with the title “Implementing strategy through
people”. I asked the sponsor whether there was an alternative – perhaps one could
implement strategy through dogs. When the focus is on technology, structure and
process it is easy to lose sight of the deeply personal nature of management. Though
Dale Carnegie’s advice sometimes borders on the manipulative, it is a warm and
fuzzy, eager salesman kind of manipulation. What a contrast to the hard-edged, got-