Learning from Failure: How to Bounce Back Stronger

1. Global Marketing Andre Piazza @apiazza http://linkd.in/andrepiazza Andre Piazza @apiazza

2. Global Marketing Andre Piazza @apiazza http://linkd.in/andrepiazza Andre Piazza @apiazza as seen on

3. agenda 1. defining failure and learning 2. neuroscience: how humans fail and learn 3. strategies to connect, influence others: SCARF model 4. drama triangle: 3 roles we often use to tell stories... And the issues involved in those narratives 5. how cognitive reappraisal can improve team’s ability to connect and learn 6. leading change using these constructs: failure, insights, patterns, lessons, commitments 7. a step-by-step process to make all this happen Learning from Failure: how to bounce back when you need the most @apiazza 3

4. what is failure? Listening to people speak about it, keywords emerge: • perceptions • beliefs, worldviews • expectations • success • reality • shame, guilt, fear, rejection? Learning from Failure: how to bounce back when you need the most @apiazza 4

5. what is failure? failure = reality – expectations • an event that happens inside your brain, almost instantly • reason engaged only later to debrief reality • it bears neurochemical implications • it bears binary cognitive impact: threat reward Learning from Failure: how to bounce back when you need the most @apiazza 5

6. the learning process in 8 steps 1. Expectations are formed context + biases & filters + beliefs, determined by culture & behaviors 2. Process / execution action + decisions + reality 3. The moment event in the brain where reality is measured against expectations 4. The cognitive impact threat reward 5. Narrative: the story we tell making sense of what just happened 6. The shift of altered cognition avoidance curiosity 7. Avoidance leads to “who?”  looking for fault Curiosity leads to “why?”  open to learning 8. Learning: resetting risk intelligence commitments + new risk taking ability + vulnerability Then: Embrace creative tension. Dance with fear. Learning from Failure: how to bounce back when you need the most @apiazza 6

7. what is learning? learning = commitments + new ability to take risks + fresh willingness to be vulnerable • it requires emotional, rational and physical effort over time Learning from Failure: how to bounce back when you need the most @apiazza 7

8. brain dynamics upon receiving stimuli, the brain triggers mechanisms that propel a binary response: threat reward Learning from Failure: how to bounce back when you need the most @apiazza 8

9. how the brain handles… threat sudden release of: adrenaline cortisol stop non-essentials fight flight Learning from Failure: how to bounce back when you need the most @apiazza 9

10. how the brain handles… anticipation: as reality gets closer to expectations… reward progressive release of: dopamine joy pleasure Learning from Failure: how to bounce back when you need the most @apiazza 10

11. SCARF: a brain-based model for collaborating with and influencing others 5 things the mind scans for all the time: SCARF – NeuroLeadership Journal by David Rock Status Certainty Autonomy Relatedness Fairness Learning from Failure: how to bounce back when you need the most @apiazza 11

12. SCARF: a brain-based model for collaborating with and influencing others towardsaway from rewardthreat Status Certainty Autonomy Relatedness Fairness Learning from Failure: how to bounce back when you need the most @apiazza 12

13. narratives & storytelling • activate multiple parts of the brain • synchronize the brain waves of multiple people Learning from Failure: how to bounce back when you need the most @apiazza 13 Language comprehension areaLanguage production area

14. narratives & storytelling (cted.) Learning from Failure: how to bounce back when you need the most @apiazza 14 mammalian brain lizard brain

15. narratives & storytelling (cted.) villain hero victim drama triangle Learning from Failure: how to bounce back when you need the most @apiazza 15

16. narratives & storytelling (cted.) villain hero blames others or self •“it should be different” •“who’s to blame?” •“you’re wrong” victim drama triangle Learning from Failure: how to bounce back when you need the most @apiazza 16

17. narratives & storytelling (cted.) villain hero seeks temporary relief •“I can handle it” •“I can help” •“poor you” victim drama triangle Learning from Failure: how to bounce back when you need the most @apiazza 17

18. narratives & storytelling (cted.) villain hero victim drama triangle Brené Brown - Blame (3:25) Learning from Failure: how to bounce back when you need the most @apiazza 18 is at the effect of < x > •“it’s hard” •“I have to” •“there’s nothing I can do”

19. there‘s hope: cognitive reappraisal • step outside the situation • view it as an external observer • fail more freely by learning to reframe the story Learning from Failure: how to bounce back when you need the most @apiazza 19

20. Global Marketing Andre Piazza @apiazza http://linkd.in/andrepiazza Learning from Failure: how to bounce back when you need the most @apiazza 20

21. cognitive reappraisal (cted.) villain hero challenger coach victim creator re-telling the story Learning from Failure: how to bounce back when you need the most @apiazza 21

22. cognitive reappraisal (cted.) villain hero challenger coach provokes others to take action •“I felt _____. Is that what you intended?” •“I wonder what really happened” victim creator re-telling the story Learning from Failure: how to bounce back when you need the most @apiazza 22

23. cognitive reappraisal (cted.) villain hero challenger coach facilitates self- empowerment •“Here are the options” •“Let me know if you need help” victim creator re-telling the story Learning from Failure: how to bounce back when you need the most @apiazza 23

24. cognitive reappraisal (cted.) villain hero challenger coach victim creator re-telling the story Learning from Failure: how to bounce back when you need the most @apiazza 24 claims personal power •“decided to” •“chose to” •“contributed to”

25. leading change increasing learning in the organization failure Your • emotions • thoughts • decisions • attitude create / shape the culture Learning from Failure: how to bounce back when you need the most @apiazza 25

26. leading change increasing learning in the organization shaping the culture • dialogue • clarity • empathy • accountability • paraphrasing facilitating and guiding lessons learned process Learning from Failure: how to bounce back when you need the most @apiazza 26

27. leading change increasing learning in the organization Kim Scott – Radical Candor — The Surprising Secret to Being a Good Boss (21:20) Learning from Failure: how to bounce back when you need the most @apiazza 27

28. what‘s required for the human brain to learn? the shift blame  fault curiosity  learn • novelty • variety • challenge Learning from Failure: how to bounce back when you need the most @apiazza 28

29. lessons learned process 1. Insights expectations, success, beliefs, decisions, actions, context, awareness, feelings, thinking, narratives 2.Patterns which patterns are we noticing? 3.Commitments name the temptations am I willing to do things differently? can we improve < A > or < B > in the future? Learning from Failure: how to bounce back when you need the most @apiazza 29

30. questions that generate insights 1. What were the expectations? 2. How did I / we define success? 3. What were the core beliefs that shaped my actions? 4. What key decisions did I / we make? 5. What was the cultural context? 6. When did you know that a failure to meet the original expectations had occurred? 7. What were the feelings and reactions you had? 8. What was the story that you began to tell about the event (especially to yourself)? 9. What changed in your thinking? 10. What new behaviors or beliefs formed? 11. How was your approach to risk-taking impacted? 12. How did this impact your willingness to be vulnerable, to express yourself with candor and transparency? Learning from Failure: how to bounce back when you need the most @apiazza 30

31. Global Marketing Andre Piazza @apiazza http://linkd.in/andrepiazza Learning from Failure: how to bounce back when you need the most @ ap ia zz a 1831 - Lost his job 1832 - Defeated in run for Illinois State Legislature 1833 - Failed in business 1834 - Elected to Illinois State Legislature (success) 1835 - His Sweetheart died 1836 - Had nervous breakdown 1838 - Defeated in run for Illinois House Speaker 1843 - Defeated in run for nomination for U.S. Congress 1846 - Elected to Congress (success) 1848 - Lost re-nomination 1849 - Rejected for land officer position 1854 - Defeated in run for U.S. Senate 1856 - Defeated in run for nomination for Vice President 1858 - Again defeated in run for U.S. Senate 1860 - Elected President of the United States (success) on overcoming failure Learning from Failure: how to bounce back when you need the most @apiazza 31

32. Global Marketing Andre Piazza @apiazza http://linkd.in/andrepiazza “I have missed more than 9,000 shots in my career. I have lost almost 300 games. On 26 occasions I have been entrusted to take the game winning shot, and I missed. I have failed over and over and over again in my life. And that is why I succeed.” on overcoming failure Learning from Failure: how to bounce back when you need the most @apiazza 32 Michael Jordan "Failure" (30 sec)

33. Global Marketing Andre Piazza @apiazza http://linkd.in/andrepiazza "Se terminó para mí la Selección. Fueron cuatro finales. Lamentablemente lo busqué. Era lo que más deseaba. No se me dio. Creo que ya está. Me duele más que a ninguno no poder ser campeón con la Argentina. Me voy sin poder conseguirlo". failure = learning, interrupted Learning from Failure: how to bounce back when you need the most @apiazza 33

34. Global Marketing Andre Piazza @apiazza http://linkd.in/andrepiazza Learning from Failure: how to bounce back when you need the most @apiazza 34 success = learning, continued

35. Global Marketing Andre Piazza @apiazza http://linkd.in/andrepiazza Learning from Failure: how to bounce back when you need the most @apiazza 35 failure = a badge of honor Tyrion “Wear it like armor " (13 sec)

36. Global Marketing Andre Piazza @apiazza http://linkd.in/andrepiazza Learning from Failure: how to bounce back when you need the most @apiazza 36 failed to break the internet

37. Global Marketing Andre Piazza @apiazza http://linkd.in/andrepiazza Learning from Failure: how to bounce back when you need the most @apiazza 37 courage is what counts

38. Global Marketing Andre Piazza @apiazza http://linkd.in/andrepiazza on dealing with criticism Learning from Failure: how to bounce back when you need the most @apiazza 38

39. The road to sales enablement failure learning patterns commitments insights • commitments • new ability to take risks • new willingness to be vulnerable Learning from Failure: how to bounce back when you need the most @apiazza 39 reality expectations

40. thank you Andre Piazza @apiazza http://linkd.in/andrepiazza @apiazza Linkedin.com/in/AndrePiazza Andre Piazza Slideshare.net/Apiazza

41. bibliography SCARF – NeuroLeadership Journal by David Rock Daring Greatly: How the Courage to Be Vulnerable Transforms the Way We Live, Love, Parent, and Lead by Brené Brown Learning from Failure: how to bounce back when you need the most @apiazza 41 Rules for Renegades: How to Make More Money, Rock Your Career, and Revel in Your Individuality by Christine Comaford-Lynch Drive: The Surprising Truth About What Motivates Us by Daniel Pink

Learning from Failure: How to Bounce Back Stronger

Learning from Failure: How to Bounce Back Stronger

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