Dan Pink - Technology, Behaviour & Motivation
Post on 20-Aug-2015
12406 Views
Preview:
Transcript
TODAY’S WORKFORCE (2013)
Source: U.S. Bureau of Labor Statistics, 2012
Traditional sales
Non-sales selling
“High power participants were almost three times as likely as low power participants to draw a self-oriented E.”
Adam D. Galinsky, Joe C. Magee, M. Ena Inesi and Deborah H. Gruenfeld. 2006. Power and Perspectives Not Taken. Psychological Science. 17(12): 1068-1074.
“[P]ower leads individuals to anchor too heavily on their own vantage point, insufficiently adjusting to others’ perspective.”
Adam D. Galinsky, Joe C. Magee, M. Ena Inesi and Deborah H. Gruenfeld. 2006. Power and Perspectives Not Taken. Psychological Science. 17(12): 1068-1074.
“Successful negotiators recommend that you should mimic the mannerisms of your negotiation partner to get a better deal. For example, when the other person rubs his/her face, you should, too. If he/she leans back or leans forward in the chair, you should, too. However, they say it is very important that you mimic subtly enough that the other person does not notice what you are doing, otherwise this technique completely backfires. Also, do not direct too much of your attention to the mimicking so you don’t lose focus on the outcome of the negotiation. Thus, you should find a happy medium of consistent but subtle mimicking that does not disrupt your focus.”
William W. Maddux, Elizabeth Mullen, and Adam D. Galinsky, Chameleons bake bigger pies and take bigger pieces: Strategic behavioral mimicry facilitates negotiation outcomes. 2007. Journal of Experimental Social Psychology 44: 462-468.
“[N]egotiators who mimicked their opponents’ mannerisms were more likely to create a deal that benefited both parties.”
William W. Maddux, Elizabeth Mullen, and Adam D. Galinsky, Chameleons bake bigger pies and take bigger pieces: Strategic behavioral mimicry facilitates negotiation outcomes. 2007. Journal of Experimental Social Psychology 44: 462-468.
WHO SOLD THE MOST?
0
32
64
96
128
160
Introverts Extroverts
Avera
ge r
even
ue p
er
ho
ur
($)
Source: Adam Grant, University of Pennsylvania
$120$125
WHO SOLD THE MOST?
0
32
64
96
128
160
Introverts Extroverts Ambiverts
Avera
ge r
even
ue p
er
ho
ur
($)
Source: Adam Grant, University of Pennsylvania
$120$125
$155
“When a digital photograph was attached to a patient’s file, radiologists provided longer, more meticulous reports.”
Yehonatan Turner, Shuli Silberman, Sandor Joffe, Irith Hadas-Halpern, “The Effects of Including a Patient’s Photograph to the Radiographic Examination,” Radiological Society of North America (2008)
“Approximately 80% of the radiologic incidental findings reported originally were not reported when the photograph was omitted from the file.”
Yehonatan Turner, Shuli Silberman, Sandor Joffe, Irith Hadas-Halpern, “The Effects of Including a Patient’s Photograph to the Radiographic Examination,” Radiological Society of North America (2008)
top related