© Copyright 2006 Charles W. Wassberg, CIC. All Rights Reserved Human Dynamics Austin and San Antonio Chapters Association Of Energy Engineers
Feb 25, 2016
© Copyright 2006 Charles W. Wassberg, CIC. All Rights Reserved
Human Dynamics
Austin and San Antonio ChaptersAssociation Of Energy Engineers
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Who Am I & Where Am I ???
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The Coliseum Game
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Customers
Fellow Workers
Your Bosses
Competitors
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Oh what fun that Coliseum place is . . . that is . . . unless you are a Gladiator . . .
You Are NOT A GLADITOR!!!
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What Are
Human Dynamics
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Just What Are Human Dynamics ???
The mixing together of individual,
seemingly unrelated interpersonal and
social elements, to produce relatively
predictable interpersonal results.
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These Elements Have An Infinite Number Of Combinations With No Two
Being Alike
We will first take a look at some of the
elements separately . . . then look at a
few of the combinations . . . and what they
most likely will produce . . .
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The 10 Powers Of Human Dynamics
What They Are
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Human Dynamics Triangle
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Territorial Imperative The Male Ego Being
Different The Gambler
The First Minute Disarming Fii
Control The Dance Floor
Building Alliances
Food
Fishing
The Gambler
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The 10 Powers Of Human Dynamics
1. The Power Of The Territorial Imperative
2. The Power Of The Male Ego
3. The Power Of Being Different
4. The Power Of The Gambler
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5. The Power Of The First Minute
6. The Power Of Disarming
7. The Power Of Fishing
8. The Power Of Controlling The Dance
Floor
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9. The Power Of The Building Alliances
10. The Power Of The Food
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#1
The Power Of
The Territorial Imperative
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What Is The Territorial Imperative ?
1. Marking One’s Territory
2. People’s Office Lay – Out
3. Men Talk In Rows
15
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#2
The Power Of
The Male Ego
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Men
1. Like to feel Superior
2. Like to be In-Charge
3. Like to talk about Themselves
4. Like to feel Important
5. Like to be Included
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How Do Play To Their Ego?
1. Let them talk about themselves
2. Put men in a small group-setting
3. Always do everything First Class
4. Put the spot-light on them
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What Else Is There To Know About The Male Ego
1. Men feel threatened with they are face-to-face in a Business Situation They react by:
a. throwing up their Wall-Of-Defense
b. mentally get: Ready To Rumble
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There Are Two Specific Ways To Get A Man To Let-His-Guard-Down
The trick with Men . . . is to take them out of their logical / business mode . . . and to get them into a personal /
emotional mode . . . once you have done that, they are yours.
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1. Get Them Out From Behind Their Desk
& Side-By-Side
Invite them to sit at the Conference Table
Sit down next to them:
a. conference table b. two chairs c. next to them at their desk (be aware of their Territorial
Imperative)
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2. Papers Help Create A Conversational Triangle
Client vs Paper Dialog
By introducing a third-party element and creating a triangle discussion where Men feel less-threatened, more open to listening, thus increasing Producer’s chances of success
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#3
The Power Of
Being Different
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Remember Lucy
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Wassberg’ism
Our Class Motto:
“If you do what everyone else does . . .
You get what everyone else gets ”
C.W.W. 6/29/2006
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Wassberg’ism
If you want something that others
don’t get. . .
Do something that other’s don’t do . . .
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Speaking Of Being Different
Start with the Receptionist . . . talk with them
Next talk with the President’s Assistant . . .
(If you are not the President’s Assistant Best
Friend, it is your job to make yourself one)
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A Human Relations Tip:
Tip: always carry peppermints (not the cheap ones) . . . hand them out . .
. people will always positively remember you . . .
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Another Way To Be Different:
Talk in stories – purpose is to aid in:
Creating Visual Communication
Turn your words into images-in-the-mind . . . which aids retention and increases comprehension
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#4The Power Of
The Gambler
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Words From That Kenny Rogers’ Song
Know when to . . . .
hold’um
fold’um
walk away
run32
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#5
The Power Of
The First Minute
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What Is The First Minute ???
From the time you first meet someone, you have 60 seconds to:
1. Find Out Three Things About Them 2. Make Them Smile
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#6
The Power Of
Disarming
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Disarm = Put At Ease
Definition of Disarm:
To make friendly
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Ways To Disarm
A simple is the most effective / fastest way of:
a. Disarming Someone b. Putting Them At Ease c. Creating A Warm Feeling d. Connecting With Someone
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Ways To Put People At Ease
1. Complements:
a. About Them Personally 1) reputation 2) clothing
b. Their Office (Building, Reception Area)
c. Their Employees (Receptionist)
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Also:
2. Being nice to people is powerful
3. Manners are powerful
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#7
The Power Of
Fishing
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How To Create A Comfortable, Non-Threatening Environment
1. Be A Periscope For Other’s Passions aka “Going Fishing”
(Looking For Something To Talk About)
1) On The Way To Their Office
2) When First Inside Their Office
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#8
The Power Of
Controlling The Dance Floor
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You don’t control the Dance Floor by being the Best Dancer
You control the Dance Floor by controlling the Music
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Fishing
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#9
The Power Of
Building Alliances
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Divide Your Work Into Three Categories
1. “A” items = The most important parts of your idea
( They are non-negotiable)
2. “B” Items = May negotiate, but only if it betters
your position
3. “C” Items) = These are up-for-grabs early, and
often 46
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Be A Marriage Broker
Find out what others want . . . Then seek to
pair-them-up with others who need help . . .
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#10
The Power Of
Food
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The Power Of Food
Once a person agrees to have a meal with you . . . it is a sign that they are letting you into their Private Space . . . you then move immediately from merely a business relationship . . . into a personal relationship . . . and the person’s “guard”starts to let-
down”
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Three
Final Tips
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Ordering Wine
$65 - $85 . . . French Red or White
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Trust-Building Tip
When handing someone your Business
Card . . . give it . . . then ask for it back
. . . then hand-write your home phone
number on it . . .
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Wassberg’ism
Don’t let the size of the box . . .
Limit what you can put in it . . .
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One . . . Last . . .
Final Thought
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Wassberg’ism
People may forget what you said, but they will never forget how you
made them feel.
Carl W. Buechner