Despite our willingness to behave rationally, humans are very emotional creatures. Our brain unconsciously makes decisions we're not even aware of. This presentation explains what are social threats and rewards and how you can use SCARF Model for understanding someones behavior, addressing their concerns and inviting them to join the change you'd like to see.

1. SCARF Model
for understanding the change
Tomasz de Jastrzebiec Wykowski
Tomasz.Wykowski@procognita.com
@twykowski
ScrumImpulz
May 12, 2016, Bratislava, Slovakia

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Rationality is Overrated

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Dr. Antonio Damasio. Source: TED

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Threat Reward

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time
Threat
Reward

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David Rock. Source: http://blog.davidrock.net/

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“Social needs
are basic needs”

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Status
Certainty
Autonomy
Relatedness
Fairness

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“Let me tell you, what I think about you”
“Visit my office at 1pm”
“We don’t need PMs anymore”
“We will not create detailed
long-term plans anymore”
“You can’t interrupt us now!”
“You’re doing it wrong”

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Reality doesn’t matter
It’s perception, what’s
important!

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Stefan, PM
Certainty
Relatedness
Fairness
Status
Autonomy
10 y of
experience
PMONot part
of Scrum
Lost
office
Lose job
No
control
Influencing
Can’t tell pp
what to do

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FutureNow
Reward
Threat
Bonuses
Lack of
Control
Loosing
Job
See
results
Risk
Reduction
Loosing
Status
Learning
Managerial
Position
Lack of
Transparency

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1. Show current threads
2. Address future threads
3. Substitute current rewards
4. Show future rewards

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“People don’t resist
change, they resist
being changed”
- Irving Borwick -

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Thank You!
Questions?
Tomasz de Jastrzebiec Wykowski
Tomasz.Wykowski@procognita.com
http://www.linkedin.com/in/wykowski