MVP Open Day 2014 - Hacking Human Behaviour

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These are the slides from my talk about human behaviour and psychology, at the MVP Open Day 2014 in Barcelona.

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MVP Open Day 2014 - Hacking Human Behaviour

  1. 1. Hacking Human Behaviour Edin Kapid
  2. 2. About me (Edin Kapić) • I’m a Developer • A techie, just like you • We don’t live in isolation • Family • Friends • Coworkers • Managers • Trial and Error • Costly way of learning • Take this course with a grain of salt @ekapic ekapic@gmail.com
  3. 3. Your skills • You have several traits and skills as a technical person • I will build on them to explain human behaviour High Intelligence Abstraction Problem- Solving Observation Reasoning Deduction
  4. 4. Crash course in human behaviour • Our Mind • Conscious vs Unconscious mind • Personality • Communication
  5. 5. Our Mind
  6. 6. Man vs Machine PREDICTABLE NON-PREDICTABLE
  7. 7. Two additions to the Black-box model Inner State Subjective Filter
  8. 8. Our mind Hardware Firmware Operating System Applications Cortex Limbic System Brainstem Nervous System
  9. 9. Conscious vs Unconscious Mind
  10. 10. Schools of Thought in Psychology Psychoanalysis (Freud) • Inner thoughts are what counts • Unconscious, ego, defense mechanisms Behavioralism (Skinner) • Only the observed behaviour is what counts • Conditioning, rewards Cognitivism (France) • There are both inner thoughts and observed behaviour • Perception, language, memory
  11. 11. The Conscious Mind • Consciousness • Being aware of ourselves and our environment • Defining characteristic of human mind • Conscious mind • Our psychic RAM memory • Preconscious mind
  12. 12. The Unconscious Mind
  13. 13. The Ego • Common sense • Mediates between • Instinctive (Id) • Moral values (Superego) • Defense mechanisms • Our mind “hates” cognitive dissonance
  14. 14. Defense Mechanisms • Driven by the unconscious mind but their response can be avoided Denial Regression Projection Acting Out Reaction Formation Repression Displacement Rationalization
  15. 15. Demo: Defense Mechanisms The project is not going well. Can’t you see? Don’t worry, it will be OK. DENIAL
  16. 16. States of Mind • Awake, conscious • Dreaming • Unconscious mind talking • Concentrated • Varies from person to person • “Flow” • Mihaly Csikszentmihalyi • Meditation, prayer • Using drugs or drinking
  17. 17. Mental fallacies • Our thinking process is prone to fallacies or irrational outcomes Evaluating probability Sunk cost fallacy Availability heuristic
  18. 18. • Gambler’s fallacy Evaluating probability
  19. 19. Sunk cost fallacy • You go to a cinema • You pay your ticket • The movie is very bad
  20. 20. Availability heuristic • “I can think of it, so it must be important”
  21. 21. Personality • Description of the unique characteristics of a single individual • Not a single trait but a combination • Evolves over time • Influences our behaviour
  22. 22. Types or Traits? Type theory Trait theory The Big 5
  23. 23. Introversion / Extraversion
  24. 24. The Rest of Traits Openness to experience
  25. 25. The Rest of Traits Conscientiousness
  26. 26. Classifications of Personality • Hippocrates • Four humors • Karl Jung • Myers-Briggs type indicator (MBTI) • Type A / Type B • Enneagram
  27. 27. Personality in the Workplace • We bring our personality with us to the workplace • The workplace has different effects on different personality types/traits • We can adjust ... • But choosing when it’s worth it
  28. 28. Personality in the Workplace • Sometimes the traits don’t match • Understand the difference and find common language • Don’t confuse one trait for another
  29. 29. Communication
  30. 30. Communication Theory Channel Message Sender ReceiverEncoding Decoding Message
  31. 31. How Communication Works • SMCR model (David Berlo) Message • Speaking skills • Attitude • Knowledge • Culture • Social context Channel Sender Receiver• Content • Elements • Treatment • Structure • Code • Listening skills • Attitude • Knowledge • Culture • Social context • Hearing • Seeing • Smelling • Tasting • Touching
  32. 32. Beliefs and Stereotypes Belief A premise held true Stereotype Belief applied to a group
  33. 33. Demo: Beliefs in Communication Hi Jane! Have you seen the specs for the Feature X? How long it would take to implement it? Well, I have done an estimate and I am sure that it would take eight days. BELIEF Precision = Accuracy BELIEF Good estimation = Precision
  34. 34. Demo: Beliefs in Communication Hi Jane! Have you seen the specs for the Feature X? How long it would take to implement it? Well, I have done an estimate and I think that it would take between six and twelve days. Between six and twelve days? Why? The specs for the user permissions are somewhat vague and I think that there are some hidden assumptions there. We should confirm them to get a firmer estimate.
  35. 35. Types of Communication Verbal Conscious, affected by unconscious Non-verbal Unconscious, complementing conscious Written Conscious, precise
  36. 36. Non-Verbal Communication • Reinforces or weakens verbal communication • Unconscious activity • Culture-dependent • Body posture • Eye contact
  37. 37. Non-Verbal Communication • Gestures • Closeness / distance
  38. 38. Caveats • Communication is not symmetric • Sender: • “what I express” + “what I mean” • Receiver: • “what I receive” + “what I understand” • Consequences • What we say is not what they hear • We hear what we want to hear • Remedies • Active listening • Rephrasing and repeating
  39. 39. Demo: Misunderstanding How should we install this database system to our server? I’ll send you the installation instructions right now. No, I don’t want the installation instructions! I know how to find them!
  40. 40. Demo: Active Listening How should we install this database system to our server? What exactly is your concern? Do you want to know the installation steps for the database system? No, I am concerned about the impact it might have on our existing environment.
  41. 41. Defensive Triggers • Criticism perceived as a threat • Unconscious threat handling • Inhibits further communication • Decouple the person from the fact • When delivering criticism • When receiving criticism • You are not your code!
  42. 42. Communication in the Workplace • Ensure that your message is correctly understood • Be aware of your non-verbal language
  43. 43. Summary • We are almost never rational in our behaviour • But we can apply our conscious mind to detect unconscious behaviour paterns • Our personality influences our behaviour • But it doesn’t define it • Communication is much more than saying whay you want to say • Be sure to understand and be understood
  44. 44. More information • http://www.mindtools.com • http://personalitycafe.com
  45. 45. Thank you! • If you are interested in this topic, let me know • ekapic@gmail.com • @ekapic

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