Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching
SO, WHAT DO WE FEAR? Black Mamba
SO, WHAT DO WE FEAR? Baboon Spider
SO, WHAT DO WE FEAR? Rain Spider
SOME FEARS ARE USEFUL But this one? – It just kills your dreams
OUR BRAIN – THE BLANK CANVASS • One Command • Two Fears
MANAGING YOUR EYES 55% of the equation
WHAT PEOPLE SEE Is what they make judgements on - most of the time
MANAGING YOUR EARS 38% of the equation
“I never said he took the money” HOW MANY DIFFERENT MEANINGS CAN WE GET OUT OF THIS SENTENCE?
SO, IF MEHRABIAN IS TO BE BELIEVED Words, being 7% of the equation shouldn’t be that important, right?
ARE 1ST IMPRESSIONS IMPORTANT? Bare in mind that people can, and do, make decisions very ‘primitively’
The experience started before it started... HOW PEOPLE COMMUNICATE... Great leaders listen beyond what is being said
Think about this… CHOICE OVERLOAD
Maybe not… It depends CHOICE OVERLOAD; IS THIS ALWAYS THE CASE? La Casa Gelato, Vancouver, Canada
Know your people – you can’t just guess Give them some say How do you reach them? COACHING & ENGAGEMENT – IT CAN’T BE ORDINARY…
What is it about? IRRATIONALITY Forces that drive our behaviours – Economic, Social and Technological
How he came to study and document the subject Based on the work of Professor Dan Ariely All in the bandages
Did they intend to hurt? Based on the work of Professor Dan Ariely
DID YOU SAY ON THE RIGHT? That is the choice that most people make
Watch what happens… WHICH LEANS MORE TO THE RIGHT? BUT WHAT ABOUT THIS?
WHAT’S INTERESTING ABOUT VISUAL ILLUSIONS IS… …Most get it wrong!
HERE’S ANOTHER What colours are the arrows pointing to?
ARE YOU SURE? Look again
LOOK AGAIN Now why is that?
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?
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]
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
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?
WHAT ACCOUNTS FOR SUCH A LARGE DIFFERENCE IN NEIGHBOURING COUNTRIES?
To arrive at 28% • Mail Campaigns • TV Campaigns • Radio Campaigns NETHERLANDS HUGE EFFORT & COST
NOTHING AND BELGIUM
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
WE HAVE A SENSE OF AGENCY We’re only partly in charge of our decisions; we are influenced by: Environment Defaults Complexity