Dr. Daniel Crosby
Married to Katrina and father to Charlotte (16 mos.). Huntsville
native recently returned. Baseball fanatic and mediocre guitar
player. Interested in why people do what they do and how
businesses can get them to do more of what is good for
business in a way that is personally meaningful.
Average salary - $5,000
Benefits/Overhead ( x2) - $10,000
Days in a month (/20) - $500
Hours per day (/8) - $62.50
Minutes per hour (/60) - $1.04
ATL Memo - $1.04 x 5 x 175 = $910
GT USA - $1.04 x 5 x 5,000 = $26,050
How does GT mis-communicate?
What’s the cost of mis-communicating an idea?
Gossiping? Misunderstanding? Stress?
Don’t forget the cost of big mistakes!
The Five Dysfunctions of a
Lack of Trust
No characteristic is more important, or more rare
Predictive Trust - ability to predict one another’s
behavior given history of interaction
Vulnerability-based Trust - comfort being as
open about failures, weaknesses, and fears, as
strengths and successes
“Vulnerability-based trust is predicated on the
simple-and practical-idea that people who aren’t
afraid to admit the truth about themselves are not
going to engage in the kind of political behavior
that wastes everyone’s time and energy, and
more importantly, makes the accomplishment of
results an unlikely scenario.”
– Patrick Lencioni
Choose a team name based on a shared
experience, belief, or value (no cheating with
obvious things like gender or location)
Design a coat of arms
Choose a team motto
Tools: 20 sticks of spaghetti, tape, string,
Goal: Build the tallest free-standing structure
Trick: Marshmallow must go on top
Time: 18 minutes
Remember, practice total trust and honesty in
your communication and participation.
Trust and Marshmallows
What accounts for these seemingly odd results?
Why are K-students so skilled?
Why are B-school students so bad?
What accounts for the drastic uptick in CEO
performance when assistants are present?
Business School Approach
Jockey for Power
No time spent posturing
Lots of prototypes-not
afraid to try and fail
Taller AND more creative!
What is the best
How does this play
out over time?
…if the other initially
…if the other initially
kindness, and malice
allows us to build
Mom was right…
You do “catch more flies with honey.”
Reciprocation is identified as one of the six
things most predictive of whether or not someone
will be persuaded to do things your way.
The variable that best predicts the ultimate
outcome of a conversation is how it starts.
Visualize the end from the beginning.
Why are Atlantans
such bad drivers?
Why do you drive poorly?
Fundamental Attribution Error – we account
for others’ behavior in terms of fixed, immovable
traits and account for our own behavior with
Us to Them – “(S)he’s a bad driver because he’s
Us to Us – “I’m not a bad driver, I just had a long
day at work.”
FAE at Work
Why are you sometimes late for work? What
about your colleagues?
Why do you receive praise and recognition? Your
How do you communicate with someone who
messes everything up and chances into every
good thing that happens to them?
To whom are you “in the box”?
Know anyone who could really use this
How do we get “out of the box”? – accept
personal responsibility, allow others to be
different than we have seen them previously
(confirmation bias), act on generous feelings,
fake generous feelings in the meantime
Power of Labels – Rosenhan study, school
Engage in “unfiltered dialogue” at work on a topic
around which you might normally hesitate to
Monitor the starting point of your next heated
conversation. Make an effort to begin or return it to a
point conducive to a positive outcome.
Identify a personal weakness that you may project
onto others at work. What might you do to work on
Determine a person at work to whom you are “in the
box.” How might your perception of them negatively
impact your communication. How might treating them
better provide a better outcome?