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Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching
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Winning Willing C ooperation Through: Presentations skills Leadership Skills

Dec 30, 2015

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merrill-evans

Winning Willing C ooperation Through: Presentations skills Leadership Skills Core Skills for Coaching. EXCUSE ME WHILE I GATHER MY THOUGHTS!. SO, WHAT DO WE FEAR?. SO, WHAT DO WE FEAR?. Black Mamba. SO, WHAT DO WE FEAR?. Baboon Spider. SO, WHAT DO WE FEAR?. Rain Spider. - PowerPoint PPT Presentation
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Page 1: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

Winning Willing Cooperation

Through:Presentations skills

Leadership SkillsCore Skills for Coaching

Page 2: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

EXCUSE ME WHILE I GATHER MY THOUGHTS!

Page 3: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

SO, WHAT DO WE FEAR?

Page 4: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

SO, WHAT DO WE FEAR?

Black Mamba

Page 5: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

SO, WHAT DO WE FEAR?

Baboon Spider

Page 6: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

SO, WHAT DO WE FEAR?

Rain Spider

Page 7: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

SOME FEARS ARE USEFUL

But this one? – It just kills your dreams

Page 8: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

WHY?; WHAT IS GOING ON?

Page 9: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

OUR BRAIN – THE BLANK CANVASS

• One Command

• Two Fears

Page 10: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

OPTICAL ILLUSION?

Page 11: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

CONTEXT EFFECT

Page 12: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

WOULD YOU EAT IT?

Page 13: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

ENTER DR. ALBERT MEHRABIAN

Page 14: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

MANAGING YOUR EYES

55% of the equation

Page 15: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

WHAT PEOPLE SEE

Is what they make judgements on - most of the time

Page 16: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

MANAGING YOUR EARS

38% of the equation

Page 17: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

HOW MANY DIFFERENT MEANINGS CAN

WE GET OUT OF THIS SENTENCE?

“I never said he took the money”

Page 18: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

LOOK AT WHAT HAPPENS IN A CONFLICT

Page 19: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

SO, IF MEHRABIAN IS TO BE BELIEVED

Words, being 7% of the equation shouldn’t be that important, right?

Page 20: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

ARE 1ST IMPRESSIONS IMPORTANT?

Bare in mind that people can, and do, make decisions very ‘primitively’

Page 21: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

GOOD LEADERSHIP REMOVES CONFUSION

Page 22: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

HOW PEOPLE COMMUNICATE...

Great leaders listen beyond what is being said

The experience started before it started...

Page 23: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

CHOICE OVERLOAD

Think about this…

Page 24: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

CHOICE OVERLOAD; IS THIS ALWAYS THE CASE?

Maybe not… It depends

La Casa Gelato, Vancouver, Canada

Page 25: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

COACHING & ENGAGEMENT –

IT CAN’T BE ORDINARY…

1. Know your people – you can’t just guess

2. Give them some say

3. How do you reach them?

Page 26: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

VISUAL & DECISION ILLUSIONS

Page 27: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

IRRATIONALITY

What is it about?

Forces that drive our behaviours – Economic, Social and Technological

Page 28: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

Based on the work of Professor Dan Ariely

How he came to study and document the subject

All in the bandages

Page 29: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

Based on the work of Professor Dan Ariely

Did they intend to hurt?

Page 30: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

THE FOUNDATION OF IRRATIONALITY

Page 31: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

WHICH LEANS MORE TO THE RIGHT?

Page 32: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

DID YOU SAY ON THE RIGHT?

That is the choice that most people make

Page 33: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

WHICH LEANS MORE TO THE RIGHT?

BUT WHAT ABOUT THIS?

Watch what happens…

Page 34: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

NOW WHICH LEANS MORE TO THE RIGHT?

Page 35: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

NOW, HOW COULD THIS BE?

Page 36: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

WHAT’S INTERESTING ABOUT VISUAL ILLUSIONS

IS…

…Most get it wrong!

Page 37: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

HERE’S ANOTHER

What colours are the arrows pointing to?

Page 38: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

ARE YOU SURE?

Look again

Page 39: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

LOOK AGAIN

Now why is that?

Page 40: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

Why does this happen?

• 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

Page 41: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

SELECTIVE ATTENTION

Count how many times the players dressed in white pass the basketball

[To view this video, go to YouTube: Type in the search ‘Test of Selective Attention]

Page 42: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

STARTLING!

We don’t see what is there, but what we expect to see – ‘Expectation Bias’

The brain interprets information by incorporating our expectations into our perceptions

Page 43: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

DEFAULTS

The brain’s path of ‘least resistance’

Page 44: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

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?

Page 45: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

WHAT ACCOUNTS FOR SUCH

A LARGE DIFFERENCE IN NEIGHBOURING

COUNTRIES?

Page 46: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

NETHERLANDS HUGE EFFORT & COST

To arrive at 28%• Mail Campaigns • TV Campaigns• Radio Campaigns

Page 47: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

AND BELGIUM

NOTHING

Page 48: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

IT’S IN HOW THE QUESTION IS ASKED

The path of least resistance

The forms provide a default option which ‘push’ us toward that choice.

Page 49: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

THE COMPLETE PICTURE IS

Page 50: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

WE HAVE A SENSE OF AGENCY

We’re only partly in charge of our decisions; we are influenced by:

1. Environment

2. Defaults

3. Complexity

Page 51: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

DEFAULTS ARE NEITHER GOOD NOR BAD

They just are! By being aware of them, and how your staff is influenced by them – gives you the knowledge to deliver more skilful leadership

Page 52: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

ASYMMETRIC DOMINANCE

How we make things seemingly ‘incomparably’ comparable for people?

Page 53: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

WHAT HAPPENS WHEN WE ADD SOMETHING TO THE

MIX?

Make your choice…

Page 54: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

GOOD COACHES UNDERSTAND

It’s difficult to evaluate choices If no frame of reference thenYou provide the frame of reference

Page 55: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

LETS CHECK SOMETHING…

Let’s try a little test…

Page 56: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

BUT WHAT WOULD HAPPEN…

Similar scenario – only this time…

Has your answer changed… How?

Page 57: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

SO, LET’S TRY THIS…

How do we decide?Base price £24,000. For £500 extra you can have Leather seats.What do you do?

Page 58: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

COMPARED TO THIS…

How do we decide value?A basic office chair; Price £249. For £500 extra you can have aSuper-duper leather seats. . .What do you do?

Page 59: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

WHY IS IT…

That we make snap decisions on large purchases

Page 60: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

BUT FRET OVER…

Over whether we should buy ASDA’s best value tomato or organically grown for a price differential of 50p to £1,00

Page 61: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

PERCEIVED FAIRNESS

Locksmith- There’s the story of a locksmith

The notion of how much did I enjoy, does not enter the picture naturally.

Page 62: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

WE ALMOST INSIST ON PAYING FOR INCOMPETENCE

Think of the implications of what you’re seeing here

Page 63: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

WHAT DOES THIS TELL US ABOUT INTUITION?

Investigate how intuitions can be misleading

Now, keep in mind that employees are also subject to these forces.

Page 64: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

DISHONESTY

Page 65: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

HOW DO WE THINK ABOUT IT?

Cost/ benefit

Page 66: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

COST / BENEFIT APPLIED TO CHEATING

Gary Becker thought about this, this way

Page 67: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

CONSTITUENT PARTS OF BECKER’S THEORY

1. How much do I stand to gain?

2. Probability of being caught!

3. Punishment

Page 68: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

MORALITY

• What happens when you remind people of their own morality?

• Honour code

Page 69: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

MOTIVATION

What is it?

In your groups – discuss what you think it is – and report back.

Page 70: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

FROM AN EMPLOYEE’S PERSPECTIVE

How do you apply what you found to improve your employee’s experience of you?

Page 71: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

CAN ‘MEANING’ MOTIVATE?

1. What would happen if:You’ve worked solidly on a project for 6 months – then…?

Page 72: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

WHAT ABOUT RECOGNITION?

Does it influence motivation?

Page 73: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

TWO ADDITIONAL THOUGHTS

1. The IKEA Effect

2. Not invented here bias

Page 74: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

EMOTIONS

Two systems of making decisions

1. Rational

2. Emotional

Page 75: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

Blaise Pascal (1623-1662)

“We arrive at the truth not by reason alone, but also by the heart”

Page 76: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

BY WHATEVER NAME

Two decisions of decision making – and they are referred to by different names e.g. System 1 & System 2; Emotional system, Cognitive system

Page 77: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

HOW WOULD YOU REACT?

If you were confronted by this?

Page 78: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

REALITY

Same reality?

We assume so but:AttentionContextExpectations

Page 79: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

WHAT DO YOU SEE?

Have they been successful?

How do you know?

Page 80: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

A HANDSHAKE?

Is this business or social?

Page 81: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

AMAZING OR WHAT?

Richard Wiseman’s Amazing Colour Changing Card Trick

[To view this video, go to You Tube and type into the search bar ‘Richard Wiseman’s The Amazing Colour-Changing Card Trick]

Page 82: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

CONFIRMATION BIAS

Definition: Confirmation bias (also

called confirmatory bias or myside

bias) is a tendency for people to

favour information that confirms

their preconceptions or hypotheses

regardless of whether the

information is true.

Page 83: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

SELF-FULFILLING PROPHECY

What are they?

Page 84: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

THIN SLICING

What is this – and how does it work?First documented by Ambady and Rosenthal but popularised by Malcolm Gladwell in his book ‘Blink’

Page 85: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

WHAT DO YOU THINK?

How’d you like to run into this guy?

Page 86: Winning Willing  C ooperation Through: Presentations skills Leadership Skills

WHAT DO YOU THINK?

How’d you like to run into this guy now?

Page 87: Winning Willing  C ooperation Through: Presentations skills Leadership Skills