Defend Yourself Against Bad Decisions

www.OrganicComm.com Executive Training for Lawyers & Legal Professionals

Look at the six royal cards and pick your favorite – write it down.

PICK A CARD


• Stimuli that activate mechanical reactions vs. controlled responses • Mistakes – how we learn; failing forward• Bad Decisions – automatic actions that lack our full

awareness and attention

PART 1 – KNOW THE TRIGGERS


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Influence Trigger:RECIPROCATION

We have a social obligation to pay, in kind, what has been given to us.


Influence Trigger: CONSISTENCY

We feel strong pressure to be consistent within our own words and actions


Influence Trigger:LIKING

We prefer to say yes to the requests of people we know and like


Influence Trigger:SOCIAL PROOF

We often look to the behavior of similar others for direction about choices


Influence Trigger:SCARCITY

We typically overvalue things that are rare, dwindling in availability or difficult to acquire


Influence Trigger:AUTHORITY

We defer to experts and are more easily persuaded by individuals perceived to be legitimate authorities


INFLUENCE TRIGGERS

Source - Influence: Science and Practice by Robert B. Cialdini


As if social influence isn’t enough – we have cognitive biases to worry about. • Distortions in the way we perceive reality. • Defects and glitches in our thinking.• We can’t recognize our own biases.

PART 2 – AVOID THE TRAPS


THINKING TRAPS


PART 3: APPLY THE TOOLS FROM AUTOMATIC TO AWARE

•Default Decision

• Increased Awareness

•Blind Spot

Level I Listening Listening to your• Thoughts • Judgments • Opinions

Level II Listening Listening for the speaker’s: • Purpose • Vision• Objective• Outcome

15www.OrganicComm.com Executive Training for

Lawyers & Legal Professionals

LEVELS OF LISTENING


Raise your hand if your card was removed from the group.

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YOUR OPINION MATTERS

Please take a moment now to evaluate this session.

Thank you!


THANK YOU

To bring trainings on Communication,

Collaboration and Innovation to your firm or organization, contact:

Judith Gordon(310) 968-7270

[email protected]

Amy Mallow(212) 225-0624

[email protected]

Lee Broekman(818) 212-9196

[email protected]


THANK YOU

Defend Yourself Against Bad Decisions

Leadership & Management