Your SlideShare is downloading. ×
0
HR Tech Europe 2013
Daniel Pink
25 October 2013
THE AMERICAN WORKFORCE (2013)

Sales workers

Source: U.S. Bureau of Labor Statistics, 2013
THE UK WORKFORCE

Sales workers

Source: Labour Force Survey Employment Status by Occupation
THE EU WORKFORCE

Sales workers

Source: European Union data
TODAY’S WORKFORCE (2013)
Traditional
sales

Non-sales
selling

Source: U.S. Bureau of Labor Statistics, 2012
Like it or not, we are
all in sales now.
When you think of
“sales” or “selling,”
what’s the first word
that comes to mind?
BUYER
BEWARE
SELLER
BEWARE
3
QUALITIES
ATTUNEMENT
BUOYANCY
CLARITY
ATTUNEMENT
BUOYANCY
CLARITY
5
1
“High power participants were
almost three times as likely as
low power participants to
draw a self-oriented E.”

Adam D. ...
“[P]ower leads individuals to
anchor too heavily on their
own vantage point,
insufficiently adjusting to
others’ perspecti...
Increase your
effectiveness by
briefly reducing
your feelings of
power.
2
Imagine what
the other side
is thinking.
Imagine what
the other side
is feeling.
Use your head
as much as
your heart.
3
“Successful negotiators recommend that you should
mimic the mannerisms of your negotiation partner to
get a better deal. F...
“[N]egotiators who
mimicked their opponents’
mannerisms were more likely
to create a deal that
benefited both parties.”
Wi...
4
Average revenue per hour ($)

WHO SOLD THE MOST?

160
128
96

$120

$125

64
32
0

Introverts

Extroverts

Source: Adam Gr...
Average revenue per hour ($)

WHO SOLD THE MOST?

160

$155
128
96

$120

$125

64
32
0

Introverts

Extroverts

Source: A...
Ambiverts?
Don’t be a
glad-hander.
Be more like
yourself.
5
“When a digital photograph
was attached to a patient’s
file, radiologists provided
longer, more meticulous
reports.”
Yehon...
“Approximately 80% of the
radiologic incidental findings
reported originally were not
reported when the
photograph was omi...
Make it
personal.
MORE INFO

www.danpink.com
@danielpink

dp@danpink.com
Dan Pink - Technology, Behaviour & Motivation
Dan Pink - Technology, Behaviour & Motivation
Dan Pink - Technology, Behaviour & Motivation
Dan Pink - Technology, Behaviour & Motivation
Dan Pink - Technology, Behaviour & Motivation
Dan Pink - Technology, Behaviour & Motivation
Upcoming SlideShare
Loading in...5
×

Dan Pink - Technology, Behaviour & Motivation

12,352

Published on

0 Comments
7 Likes
Statistics
Notes
  • Be the first to comment

No Downloads
Views
Total Views
12,352
On Slideshare
0
From Embeds
0
Number of Embeds
12
Actions
Shares
0
Downloads
126
Comments
0
Likes
7
Embeds 0
No embeds

No notes for slide

Transcript of "Dan Pink - Technology, Behaviour & Motivation"

  1. 1. HR Tech Europe 2013 Daniel Pink 25 October 2013
  2. 2. THE AMERICAN WORKFORCE (2013) Sales workers Source: U.S. Bureau of Labor Statistics, 2013
  3. 3. THE UK WORKFORCE Sales workers Source: Labour Force Survey Employment Status by Occupation
  4. 4. THE EU WORKFORCE Sales workers Source: European Union data
  5. 5. TODAY’S WORKFORCE (2013) Traditional sales Non-sales selling Source: U.S. Bureau of Labor Statistics, 2012
  6. 6. Like it or not, we are all in sales now.
  7. 7. When you think of “sales” or “selling,” what’s the first word that comes to mind?
  8. 8. BUYER BEWARE
  9. 9. SELLER BEWARE
  10. 10. 3 QUALITIES
  11. 11. ATTUNEMENT BUOYANCY CLARITY
  12. 12. ATTUNEMENT BUOYANCY CLARITY
  13. 13. 5
  14. 14. 1
  15. 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. 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. 17. Increase your effectiveness by briefly reducing your feelings of power.
  18. 18. 2
  19. 19. Imagine what the other side is thinking.
  20. 20. Imagine what the other side is feeling.
  21. 21. Use your head as much as your heart.
  22. 22. 3
  23. 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. 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. 25. 4
  26. 26. Average revenue per hour ($) WHO SOLD THE MOST? 160 128 96 $120 $125 64 32 0 Introverts Extroverts Source: Adam Grant, University of Pennsylvania
  27. 27. Average revenue per hour ($) WHO SOLD THE MOST? 160 $155 128 96 $120 $125 64 32 0 Introverts Extroverts Source: Adam Grant, University of Pennsylvania Ambiverts
  28. 28. Ambiverts?
  29. 29. Don’t be a glad-hander. Be more like yourself.
  30. 30. 5
  31. 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. 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. 33. Make it personal.
  34. 34. MORE INFO www.danpink.com @danielpink dp@danpink.com
  1. A particular slide catching your eye?

    Clipping is a handy way to collect important slides you want to go back to later.

×