1. Center for Quality of Management Journal: Report on G. Clotaire Rapaille’s Syndicated Study of Leadership Keri Kaneshiro May 21, 2007 COM 499

2. Rapaille--motivated at 3 levels Reptilian Appeal o individuals survival instinct Can evoke very powerful levels commitment & performance by convincing others survival depends on what being proposed Limbic Act/react based on earliest experiences Cerebral Tap into here, get complete commitment Can usually appeal to people on this level by making logical argument--rarely impactful

3. “ Cultural archetyping” methodology Technique discover/encode people’s limbic response Process 1. Asked describe what think about produce, service or topic under consideration Cerebral response 2. Asked tell stories about it Raises images/emotions 3. Relaxation techniques implemented Asked remember/write down earliest, most poignant, & most recent experiences with subject

4. Master Leader--must integrate all four dimensions Must be competent in/able integrate (with integrity) all four dimensions of “quoternity” Believer--give direction/vision (Why?) Warrior--maps mission strategies (What/Where? ) Healer/Teacher--supports the motivation of individuals (Who?) Banker/Builder--provides resources (How?) Must adapt his/her style to situation, knowing when step back & let action be driven by individuals & when assert strong hand

5. Self-awareness leader Ability asses own strengths/weaknesses in each of 4 dimensions of leadership Language Processing (LP) diagram Approach self-diagnosis 360  Feedback Fishbone diagrams Allow answer question why we do what do Develop w/in self capability in all 4 dimensions of leadership Must become self-leaders first Must be clear about… Why we doing what we do What strategies are How intend accomplish plan What payback to us will be Must be ready when “call comes” Readiness goes back to self-awareness combined with ability decode clues/signals of environment

6. Codes for leadership code Hope--code for leadership Change--code for leader Creating hope for change is role of leader What people do Sometimes turn to leaders or turn away Want leaders be able provide external direction Both love & hate leaders Require leader be able adapt to “mood” of others Why they do it Mothers proved early imprint. Want children grow, but still be close to home Children want strike out & have option to regress Family is potent image Classic literature tells about need to kill leader to become one oneself Having metaphor/coach is like having symbolic womb Logic of emotion Optimal situation is when there congruence btwn leader’s style & skills & people’s appetite for leader Pattern of the “call” for leader is: Frustration, Awareness, Urgency, Call for Leadership, Hope for Change Need create latent crisis & declare breakdown in advance of others’ desire to change Keys for leaders Leaders, acting as believer, use stories & words connect w/people’s emotions Verbs & simple language most effective Symbols are language of leaders Like mother/mentor coach, leaders celebrate accomplishments of others while providing safe haven when times are challenging Metaphor for leaders “ dreamer of the heart” & “poet” metaphors for leaders Speaking to heart is critical capability for leaders What it is not Not about logic & scientific fact Words to use: hope, change, stories, pictures, symbols, personal experience, words of emotion Words to lose: numbers, policy, system, processes, graphs, “the cortex explanation”

7. Example of a leader--Thomas H. Lee Believer Expressed vision for CQM in deeply personal/ambitious terms Warrior Approach was to adopt rules of engagement that designed create context in which objective could be achieved Banker Provided ultimate resource--access to both his own experience& his personal contacts Healer Able balance, w/infinite dexterity, his own enthusiasm w/motivation of others

8. Commerce & Culture: Big And Bad: How the S.U.V. ran over automotive safety Keri Kaneshiro May 21, 2007 COM 499

9. S.U.V. popularity People know at cortex level Higher are, higher chance rollover At reptilian level Think if bigger & taller = more safe Feel secure because higher & dominate & look down That can look down is psychologically very powerful notion Jettas are safe because make their drivers feel unsafe S.U.V.’s are unsafe because they make their drivers feel safe