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Dan Pink - Technology, Behaviour & Motivation

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  • 1. HR Tech Europe 2013 Daniel Pink 25 October 2013
  • 2. THE AMERICAN WORKFORCE (2013) Sales workers Source: U.S. Bureau of Labor Statistics, 2013
  • 3. THE UK WORKFORCE Sales workers Source: Labour Force Survey Employment Status by Occupation
  • 4. THE EU WORKFORCE Sales workers Source: European Union data
  • 5. TODAY’S WORKFORCE (2013) Traditional sales Non-sales selling Source: U.S. Bureau of Labor Statistics, 2012
  • 6. Like it or not, we are all in sales now.
  • 7. When you think of “sales” or “selling,” what’s the first word that comes to mind?
  • 8. BUYER BEWARE
  • 9. SELLER BEWARE
  • 10. 3 QUALITIES
  • 11. ATTUNEMENT BUOYANCY CLARITY
  • 12. ATTUNEMENT BUOYANCY CLARITY
  • 13. 5
  • 14. 1
  • 15. “High power participants were almost three times as likely as low power participants to draw a self-oriented E.” Adam D. Galinsky, Joe C. Magee, M. Ena Inesi and Deborah H. Gruenfeld. 2006. Power and Perspectives Not Taken. Psychological Science. 17(12): 1068-1074.
  • 16. “[P]ower leads individuals to anchor too heavily on their own vantage point, insufficiently adjusting to others’ perspective.” Adam D. Galinsky, Joe C. Magee, M. Ena Inesi and Deborah H. Gruenfeld. 2006. Power and Perspectives Not Taken. Psychological Science. 17(12): 1068-1074.
  • 17. Increase your effectiveness by briefly reducing your feelings of power.
  • 18. 2
  • 19. Imagine what the other side is thinking.
  • 20. Imagine what the other side is feeling.
  • 21. Use your head as much as your heart.
  • 22. 3
  • 23. “Successful negotiators recommend that you should mimic the mannerisms of your negotiation partner to get a better deal. For example, when the other person rubs his/her face, you should, too. If he/she leans back or leans forward in the chair, you should, too. However, they say it is very important that you mimic subtly enough that the other person does not notice what you are doing, otherwise this technique completely backfires. Also, do not direct too much of your attention to the mimicking so you don’t lose focus on the outcome of the negotiation. Thus, you should find a happy medium of consistent but subtle mimicking that does not disrupt your focus.” William W. Maddux, Elizabeth Mullen, and Adam D. Galinsky, Chameleons bake bigger pies and take bigger pieces: Strategic behavioral mimicry facilitates negotiation outcomes. 2007. Journal of Experimental Social Psychology 44: 462-468.
  • 24. “[N]egotiators who mimicked their opponents’ mannerisms were more likely to create a deal that benefited both parties.” William W. Maddux, Elizabeth Mullen, and Adam D. Galinsky, Chameleons bake bigger pies and take bigger pieces: Strategic behavioral mimicry facilitates negotiation outcomes. 2007. Journal of Experimental Social Psychology 44: 462-468.
  • 25. 4
  • 26. Average revenue per hour ($) WHO SOLD THE MOST? 160 128 96 $120 $125 64 32 0 Introverts Extroverts Source: Adam Grant, University of Pennsylvania
  • 27. Average revenue per hour ($) WHO SOLD THE MOST? 160 $155 128 96 $120 $125 64 32 0 Introverts Extroverts Source: Adam Grant, University of Pennsylvania Ambiverts
  • 28. Ambiverts?
  • 29. Don’t be a glad-hander. Be more like yourself.
  • 30. 5
  • 31. “When a digital photograph was attached to a patient’s file, radiologists provided longer, more meticulous reports.” Yehonatan Turner, Shuli Silberman, Sandor Joffe, Irith Hadas-Halpern, “The Effects of Including a Patient’s Photograph to the Radiographic Examination,” Radiological Society of North America (2008)
  • 32. “Approximately 80% of the radiologic incidental findings reported originally were not reported when the photograph was omitted from the file.” Yehonatan Turner, Shuli Silberman, Sandor Joffe, Irith Hadas-Halpern, “The Effects of Including a Patient’s Photograph to the Radiographic Examination,” Radiological Society of North America (2008)
  • 33. Make it personal.
  • 34. MORE INFO www.danpink.com @danielpink dp@danpink.com

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