4-Profit Denver Conference- Communicating With the Brain in Mind
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4-Profit Denver Conference- Communicating With the Brain in Mind
- 1. Platinum Sponsor Gold Sponsors 4-Profit Leadership Forum | September 30 – October 2, 2013 Inverness Hotel & Conference Center | West Englewood, Colorado COMMUNICATE WITH THE BRAIN IN MIND
- 2. The Vision
- 3. The Reality
- 4. Communicate with the Brain in Mind
- 5. Our Brain is Organized To Survive
- 7. And to Maximize Reward APPROACH!
- 8. Social Interactions operate the same way Threat Reward
- 9. Physical and Social Pain
- 10. Threat State of Mind LESS Insight, Creativity Problem Solving Ability MORE Risk Averse, Defensive, Cortisol
- 11. Reward State of Mind MORE • Creative problem solving ability • Insight • ENGAGED • Dopamine
- 12. The SCARF Model • Status • Certainty • Autonomy • Relatedness • Fairness
- 13. David Rock
- 14. SCARF Helps Increase Reward and Minimize Threat In ourselves and others
- 15. Status Pecking Order, Self-Worth, Feeling Included
- 17. A decrease in status feels like a threat to one’s life
- 18. Threats to Sense of Status • Easy to accidentally trigger • Giving advice • Dismissing an opinion or minimizing an objection
- 19. Certainty The brain is a pattern-recognition machine constantly trying to predict the near-future
- 20. Lack of Certainty Generates an Error Response in the Brain
- 22. “Creating” Certainty A leader seeks to increase a sense of certainty in others when, in fact, there is little
- 23. Clarity Reduces Uncertainty Where are we going? How are we getting there? What should I do?
- 24. Creating Certainty Milestones Breaking a complex project into small steps increases certainty
- 25. Autonomy: The perception of Choice The brain likes to predict and have a say in the future
- 26. Autonomy Increased autonomy feels rewarding
- 27. Reduced Autonomy The inability to influence outcomes
- 28. Threats to Autonomy “They won’t let us work from home anymore.” “I just want to manage my own team!”
- 29. Relatedness Insider or Outsider? Friend or Foe?
- 30. Relatedness We like to belong “Friend” activates empathy in our brains
- 31. Relatedness Threats “Foe” is our default state
- 32. Threats to Relatedness • Silos • Us vs. Them • During Onboarding
- 33. Fairness We have a strong need to be treated fairly Fairness is in the Eye of the Beholder
- 34. Lack of Fairness Lack of fairness generates a significant threat response and feelings of disgust
- 35. Unfairness at Work “There’s a different set of rules for them…” “I have 10 more years of experience and I’m getting paid less than the new guy!”
- 36. “How” Matters More Than “What”
- 37. Understand Yourself and Others What Triggers Me What Triggers You My Behavior & Form of Expression Your Behavior & Form of Expression
- 38. Creating Clarity Decreases Uncertainty • Three things you don’t want to do that could increase the uncertainty • Three practical things you want to do to decrease uncertainty A. You had to fire a manager and a new one is being hired from the outside. B. Sales missed Q1 goal and isn’t on track for Q2. C. We might be losing a large long-term client. D. There have been a rash of service failures & clients are upset.
Editor's Notes
- Brain scans show the same areas associated with social rejection and physical pain. The dorsal anterior cingulate cortex (highlighted at left) is associated with the degree of distress.The right ventral prefrontal cortex (highlighted at right) is associated with regulating the distress.
- Clear strategies, organizational structure, process & procedures, who is responsible for what?