1. Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching

2. EXCUSE ME WHILE I GATHER MY THOUGHTS!

3. SO, WHAT DO WE FEAR?

4. SO, WHAT DO WE FEAR? Black Mamba

5. SO, WHAT DO WE FEAR? Baboon Spider

6. SO, WHAT DO WE FEAR? Rain Spider

7. SOME FEARS ARE USEFUL But this one? – It just kills your dreams

8. WHY?; WHAT IS GOING ON?

9. OUR BRAIN – THE BLANK CANVASS • One Command • Two Fears

10. OPTICAL ILLUSION?

11. CONTEXT EFFECT

12. WOULD YOU EAT IT?

13. ENTER DR. ALBERT MEHRABIAN

14. MANAGING YOUR EYES 55% of the equation

15. WHAT PEOPLE SEE Is what they make judgements on - most of the time

16. MANAGING YOUR EARS 38% of the equation

17. “I never said he took the money” HOW MANY DIFFERENT MEANINGS CAN WE GET OUT OF THIS SENTENCE?

18. LOOK AT WHAT HAPPENS IN A CONFLICT

19. SO, IF MEHRABIAN IS TO BE BELIEVED Words, being 7% of the equation shouldn’t be that important, right?

20. ARE 1ST IMPRESSIONS IMPORTANT? Bare in mind that people can, and do, make decisions very ‘primitively’

21. GOOD LEADERSHIP REMOVES CONFUSION

22. The experience started before it started... HOW PEOPLE COMMUNICATE... Great leaders listen beyond what is being said

23. Think about this… CHOICE OVERLOAD

24. Maybe not… It depends CHOICE OVERLOAD; IS THIS ALWAYS THE CASE? La Casa Gelato, Vancouver, Canada

25. Know your people – you can’t just guess Give them some say How do you reach them? COACHING & ENGAGEMENT – IT CAN’T BE ORDINARY…

26. VISUAL & DECISION ILLUSIONS

27. What is it about? IRRATIONALITY Forces that drive our behaviours – Economic, Social and Technological

28. How he came to study and document the subject Based on the work of Professor Dan Ariely All in the bandages

29. Did they intend to hurt? Based on the work of Professor Dan Ariely

30. THE FOUNDATION OF IRRATIONALITY

31. WHICH LEANS MORE TO THE RIGHT?

32. DID YOU SAY ON THE RIGHT? That is the choice that most people make

33. Watch what happens… WHICH LEANS MORE TO THE RIGHT? BUT WHAT ABOUT THIS?

34. NOW WHICH LEANS MORE TO THE RIGHT?

35. NOW, HOW COULD THIS BE?

36. WHAT’S INTERESTING ABOUT VISUAL ILLUSIONS IS… …Most get it wrong!

37. HERE’S ANOTHER What colours are the arrows pointing to?

38. ARE YOU SURE? Look again

39. LOOK AGAIN Now why is that?

40. The brain doesn’t “see” what the eyes see, it sees its own interpretation • Perception of colour relative to immediate environment • We rely on contextual information to make all sorts of judgements and decisions Why does this happen?

41. Count how many times the players dressed in white pass the basketball SELECTIVE ATTENTION [To view this video, go to YouTube: Type in the search ‘Test of Selective Attention]

42. We don’t see what is there, but what we expect to see – ‘Expectation Bias’ STARTLING! The brain interprets information by incorporating our expectations into our perceptions

43. The brain’s path of ‘least resistance’ DEFAULTS

44. ORGAN DONATION RATES Why do countries on the right give more than countries on the left? Gift of giving? Altruism? Social Responsibility? What is it?

45. WHAT ACCOUNTS FOR SUCH A LARGE DIFFERENCE IN NEIGHBOURING COUNTRIES?

46. To arrive at 28% • Mail Campaigns • TV Campaigns • Radio Campaigns NETHERLANDS HUGE EFFORT & COST

47. NOTHING AND BELGIUM

48. The path of least resistance The forms provide a default option which ‘push’ us toward that choice. IT’S IN HOW THE QUESTION IS ASKED

49. THE COMPLETE PICTURE IS

50. WE HAVE A SENSE OF AGENCY We’re only partly in charge of our decisions; we are influenced by: Environment Defaults Complexity