HR Tech Europe 2013 Daniel Pink 25 October 2013
Dan Pink - Technology, Behaviour & Motivation
Aug 20, 2015
Welcome message from author
This document is posted to help you gain knowledge. Please leave a comment to let me know what you think about it! Share it to your friends and learn new things together.
Transcript
HR Tech Europe 2013
Daniel Pink25 October 2013
THE AMERICAN WORKFORCE (2013)
Source: U.S. Bureau of Labor Statistics, 2013
Sales workers
THE UK WORKFORCE
Source: Labour Force Survey Employment Status by Occupation
Sales workers
THE EU WORKFORCE
Source: European Union data
Sales workers
TODAY’S WORKFORCE (2013)
Source: U.S. Bureau of Labor Statistics, 2012
Traditional sales
Non-sales selling
Like it or not, we are all in sales now.
When you think of “sales” or “selling,” what’s the first word that comes to mind?
BUYERBEWARE
SELLER BEWARE
3QUALITIES
BUOYANCY
ATTUNEMENT
CLARITY
BUOYANCY
ATTUNEMENT
CLARITY
5
1
“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.
Increase your effectiveness by briefly reducing your feelings of
power.
2
Imagine what the other side
is thinking.
Imagine what the other side
is feeling.
Use your head as much as your heart.
3
“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.
4
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
Ambiverts?
Don’t be a glad-hander. Be more like
yourself.
5
“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)
Make it personal.
Related Documents
