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

Dec 28, 2015

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Dominic Hensley
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Page 1: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

Winning Willing Cooperation

Through:Presentations skills

Leadership SkillsCore Skills for Coaching

Page 2: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

EXCUSE ME WHILE I GATHER MY THOUGHTS!

Page 3: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

SO, WHAT DO WE FEAR?

Page 4: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

SO, WHAT DO WE FEAR?

Black Mamba

Page 5: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

SO, WHAT DO WE FEAR?

Baboon Spider

Page 6: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

SO, WHAT DO WE FEAR?

Rain Spider

Page 7: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

SOME FEARS ARE USEFUL

But this one? – It just kills your dreams

Page 8: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

WHY?; WHAT IS GOING ON?

Page 9: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

OUR BRAIN – THE BLANK CANVASS

• One Command

• Two Fears

Page 10: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

OPTICAL ILLUSION?

Page 11: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

CONTEXT EFFECT

Page 12: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

WOULD YOU EAT IT?

Page 13: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

ENTER DR. ALBERT MEHRABIAN

Page 14: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

MANAGING YOUR EYES

55% of the equation

Page 15: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

WHAT PEOPLE SEE

Is what they make judgements on - most of the time

Page 16: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

MANAGING YOUR EARS

38% of the equation

Page 17: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

HOW MANY DIFFERENT MEANINGS CAN

WE GET OUT OF THIS SENTENCE?

“I never said he took the money”

Page 18: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

LOOK AT WHAT HAPPENS IN A CONFLICT

Page 19: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

SO, IF MEHRABIAN IS TO BE BELIEVED

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

Page 20: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

ARE 1ST IMPRESSIONS IMPORTANT?

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

Page 21: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

GOOD LEADERSHIP REMOVES CONFUSION

Page 22: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

HOW PEOPLE COMMUNICATE...

Great leaders listen beyond what is being said

The experience started before it started...

Page 23: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

CHOICE OVERLOAD

Think about this…

Page 24: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

CHOICE OVERLOAD; IS THIS ALWAYS THE CASE?

Maybe not… It depends

La Casa Gelato, Vancouver, Canada

Page 25: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

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 Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

VISUAL & DECISION ILLUSIONS

Page 27: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

IRRATIONALITY

What is it about?

Forces that drive our behaviours – Economic, Social and Technological

Page 28: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

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 Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

Based on the work of Professor Dan Ariely

Did they intend to hurt?

Page 30: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

THE FOUNDATION OF IRRATIONALITY

Page 31: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

WHICH LEANS MORE TO THE RIGHT?

Page 32: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

DID YOU SAY ON THE RIGHT?

That is the choice that most people make

Page 33: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

WHICH LEANS MORE TO THE RIGHT?

BUT WHAT ABOUT THIS?

Watch what happens…

Page 34: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

NOW WHICH LEANS MORE TO THE RIGHT?

Page 35: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

NOW, HOW COULD THIS BE?

Page 36: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

WHAT’S INTERESTING ABOUT VISUAL ILLUSIONS

IS…

…Most get it wrong!

Page 37: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

HERE’S ANOTHER

What colours are the arrows pointing to?

Page 38: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

ARE YOU SURE?

Look again

Page 39: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

LOOK AGAIN

Now why is that?

Page 40: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

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 Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

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 Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

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 Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

DEFAULTS

The brain’s path of ‘least resistance’

Page 44: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

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 Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

WHAT ACCOUNTS FOR SUCH

A LARGE DIFFERENCE IN NEIGHBOURING

COUNTRIES?

Page 46: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

NETHERLANDS HUGE EFFORT & COST

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

Page 47: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

AND BELGIUM

NOTHING

Page 48: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

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 Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

THE COMPLETE PICTURE IS

Page 50: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

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 Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

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 Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

ASYMMETRIC DOMINANCE

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

Page 53: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

WHAT HAPPENS WHEN WE ADD SOMETHING TO THE

MIX?

Make your choice…

Page 54: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

GOOD COACHES UNDERSTAND

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

Page 55: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

LETS CHECK SOMETHING…

Let’s try a little test…

Page 56: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

BUT WHAT WOULD HAPPEN…

Similar scenario – only this time…

Has your answer changed… How?

Page 57: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

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 Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

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 Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

WHY IS IT…

That we make snap decisions on large purchases

Page 60: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

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 Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

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 Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

WE ALMOST INSIST ON PAYING FOR INCOMPETENCE

Think of the implications of what you’re seeing here

Page 63: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

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 Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

DISHONESTY

Page 65: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

HOW DO WE THINK ABOUT IT?

Cost/ benefit

Page 66: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

COST / BENEFIT APPLIED TO CHEATING

Gary Becker thought about this, this way

Page 67: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

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 Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

MORALITY

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

• Honour code

Page 69: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

MOTIVATION

What is it?

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

Page 70: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

FROM AN EMPLOYEE’S PERSPECTIVE

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

Page 71: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

CAN ‘MEANING’ MOTIVATE?

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

Page 72: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

WHAT ABOUT RECOGNITION?

Does it influence motivation?

Page 73: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

TWO ADDITIONAL THOUGHTS

1. The IKEA Effect

2. Not invented here bias

Page 74: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

EMOTIONS

Two systems of making decisions

1. Rational

2. Emotional

Page 75: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

Blaise Pascal (1623-1662)

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

Page 76: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

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 Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

HOW WOULD YOU REACT?

If you were confronted by this?

Page 78: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

REALITY

Same reality?

We assume so but:AttentionContextExpectations

Page 79: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

WHAT DO YOU SEE?

Have they been successful?

How do you know?

Page 80: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

A HANDSHAKE?

Is this business or social?

Page 81: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

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 Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

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 Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

SELF-FULFILLING PROPHECY

What are they?

Page 84: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

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 Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

WHAT DO YOU THINK?

How’d you like to run into this guy?

Page 86: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.

WHAT DO YOU THINK?

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

Page 87: Winning Willing Cooperation Through: Presentations skills Leadership Skills Core Skills for Coaching.