This presentation is inspired by famous book by Robert Cialdini "Influence: The Psychology of Persuasion" and will be useful to those who would like to get acquainted with popular weapons of influence or just broaden own outlook. It recalls real life cases mentioned in the book as well as similar situations that are fully IT-related and based on my own experience and observation.
Design by Yarko Filevych (http://www.filevych.com/)
Influence: the Psychology of Persuasion (Cialdini)Hugo Guyader
Lecturing on Cialdini's Influence book to Master students for a course in Advanced Consumer Marketing at Linköping University, Sweden.
Cialdini (2016) - "Pre-Suasion": http://www.slideshare.net/guyaderhugo/presuasion-a-revolutionary-way-to-influence-and-persuade
Persuasion: 6 Ways to Influence People (and how to say no)Yee Pam
We might not all be sales oriented, but all of us would have to persuade someone at a point. Based on the book by Robert Cialdini, here are the 6 rules of influencing others (and how you can avoid being influenced).
Conversion optimization is really about influence. You are influencing people to convert. You are understanding how the mind works. In order to become better at CRO you need to learn from the master of influence and psychology, Robert Cialdini.
How to Apply Cialdini’s Six Principles of Influence to Your Website (http://www.jeremysaid.com/how-to-apply-cialdinis-six-principles-of-influence-for-cro/)
Robert cialdini's influence- the psychology of persuasionThomas Wooldridge
Learn the six principles of influence. Cialdini also calls them Weapons of influence. Influencing people was thought as a rare art form but Cialdini breaks it down and teaches everyday people the six strategies to effectively get people to do what you want.
Influence: the Psychology of Persuasion (Cialdini)Hugo Guyader
Lecturing on Cialdini's Influence book to Master students for a course in Advanced Consumer Marketing at Linköping University, Sweden.
Cialdini (2016) - "Pre-Suasion": http://www.slideshare.net/guyaderhugo/presuasion-a-revolutionary-way-to-influence-and-persuade
Persuasion: 6 Ways to Influence People (and how to say no)Yee Pam
We might not all be sales oriented, but all of us would have to persuade someone at a point. Based on the book by Robert Cialdini, here are the 6 rules of influencing others (and how you can avoid being influenced).
Conversion optimization is really about influence. You are influencing people to convert. You are understanding how the mind works. In order to become better at CRO you need to learn from the master of influence and psychology, Robert Cialdini.
How to Apply Cialdini’s Six Principles of Influence to Your Website (http://www.jeremysaid.com/how-to-apply-cialdinis-six-principles-of-influence-for-cro/)
Robert cialdini's influence- the psychology of persuasionThomas Wooldridge
Learn the six principles of influence. Cialdini also calls them Weapons of influence. Influencing people was thought as a rare art form but Cialdini breaks it down and teaches everyday people the six strategies to effectively get people to do what you want.
The Speed of Trust by Stephen M R Covey & Rebecca R MerrillSunilraj1968
Stephen M R Covey uncovers the power of trust in his book, The Speed of Trust. This book articulates the importance of trust in the key leadership competency of the new global economy. It guides a way to establish trust on every level, build character and competence, enhance credibility and create leadership that inspires confidence.
Video: http://bit.ly/fol-fdbk
Feedback is commonly perceived as something that everyone is able to do – who doesn’t have an opinion? However, it’s also very easy to give bad feedback: we all know it when we are on the receiving end. This gets more and more evident when the team grows from two people to a whole company.
Feedback thus becomes a critical skill that can be learned, improved, and mastered. Good feedback skills can improve the quality of the teamwork and the result by a large margin, while bad feedback can grind any team to a halt with confusion if not worse.
This talk will give insights, challenge myths, and provide practical ideas. How can we improve ourselves? How can we plan good feedback in groups?
Robert Cialdini: The Science of Persuasion in Less Than 10 SlidesWilly Braun
A scientific paper summarized in less than 10 slides.
The 6 principles of winning friend and influencing people from Robert B. Cialdini's paper: Harnessing the Science of Persuasion (2011)
Bonus: full paper and recommended readings.
If you want to take your influencing skills to the next level, email me:
alanbarker830@btinternet.com
This set of slides summarizes my approach to influencing skills as a trainer and coach. Sources of the main ideas are given.
THE SIX PRINCIPLES OF PERSUASION:
The six scientifically validated principles of persuasion, provide for small, practical and often cost less changes that can lead to big differences in our ability to influence and persuade others in an entirely ethical way. These six principles were given by Robert Cialdini who published the book “Influence: The Psychology of Persuasion”. Cialdini has identified these core principles that affect the decision making short cuts, particularly in relation to purchasing and consumption decisions. They are Reciprocity, Scarcity, Authority, Consistency, Liking, Consensus (or social proof).
This is a training session/knowledge mashup that I put together after watching a stanford breakfast series video on persuasion. Also my first attempt of a slidecast.
As thinking human beings and team leaders or architects we can benefit from knowing more about how we think, deliberate and decide. Most teams rely on trust, transparency, collaboration, and collective decision-making. “Thinking, Fast and Slow,” by Daniel Kahneman explains two systems that drive how we think. System 1 thinking is fast, intuitive, and emotional; System 2 is slow, deliberate, and logical.
In this presentation you learn how fast and slow thinking affects your reactions, behaviors, and decision-making. You’ll explore how several common development practices (with an emphasis on some agile practices), can amplify and exploit your thinking abilities and where they might lead you astray.
Fast thinking works pretty well in a well-known context. You save time when you don’t have to deliberate over details and nuances in order to make informed decisions. But fast thinking can lead to extremely poor decisions. You might jump to conclusions, be wildly optimistic, or greatly under-assess risks and rewards. You need to exploit both fast and slow thinking and be acutely aware of when fast thinking is tripping you up.
The MTL Professional Development Programme is a collection of 202 PowerPoint presentations that will provide you with step-by-step summaries of a key management or personal development skill. This presentation is on "Influencing Skills" and will show you how to use influencing skills at work.
Pre-Suasion: A Revolutionary Way to Influence and PersuadeHugo Guyader
Slides from the "Advanced Consumer Marketing" course at Linköping University, Sweden.
Robert Cialdini wrote "Pre-Suasion" this 2016. I have already used his previous book "Influence" in a Marketing course on Consumer Behavior for Master's students (http://www.slideshare.net/guyaderhugo/influence-54642692), and this is a series of slides on his new book.
This concept of Pre-Suasion is to create opportunities to persuade. By introducing a sympathetic a concept or idea, before recipients encounter the actual message, in that created Privileged Moment, they already associate positively what comes next.
The Speed of Trust by Stephen M R Covey & Rebecca R MerrillSunilraj1968
Stephen M R Covey uncovers the power of trust in his book, The Speed of Trust. This book articulates the importance of trust in the key leadership competency of the new global economy. It guides a way to establish trust on every level, build character and competence, enhance credibility and create leadership that inspires confidence.
Video: http://bit.ly/fol-fdbk
Feedback is commonly perceived as something that everyone is able to do – who doesn’t have an opinion? However, it’s also very easy to give bad feedback: we all know it when we are on the receiving end. This gets more and more evident when the team grows from two people to a whole company.
Feedback thus becomes a critical skill that can be learned, improved, and mastered. Good feedback skills can improve the quality of the teamwork and the result by a large margin, while bad feedback can grind any team to a halt with confusion if not worse.
This talk will give insights, challenge myths, and provide practical ideas. How can we improve ourselves? How can we plan good feedback in groups?
Robert Cialdini: The Science of Persuasion in Less Than 10 SlidesWilly Braun
A scientific paper summarized in less than 10 slides.
The 6 principles of winning friend and influencing people from Robert B. Cialdini's paper: Harnessing the Science of Persuasion (2011)
Bonus: full paper and recommended readings.
If you want to take your influencing skills to the next level, email me:
alanbarker830@btinternet.com
This set of slides summarizes my approach to influencing skills as a trainer and coach. Sources of the main ideas are given.
THE SIX PRINCIPLES OF PERSUASION:
The six scientifically validated principles of persuasion, provide for small, practical and often cost less changes that can lead to big differences in our ability to influence and persuade others in an entirely ethical way. These six principles were given by Robert Cialdini who published the book “Influence: The Psychology of Persuasion”. Cialdini has identified these core principles that affect the decision making short cuts, particularly in relation to purchasing and consumption decisions. They are Reciprocity, Scarcity, Authority, Consistency, Liking, Consensus (or social proof).
This is a training session/knowledge mashup that I put together after watching a stanford breakfast series video on persuasion. Also my first attempt of a slidecast.
As thinking human beings and team leaders or architects we can benefit from knowing more about how we think, deliberate and decide. Most teams rely on trust, transparency, collaboration, and collective decision-making. “Thinking, Fast and Slow,” by Daniel Kahneman explains two systems that drive how we think. System 1 thinking is fast, intuitive, and emotional; System 2 is slow, deliberate, and logical.
In this presentation you learn how fast and slow thinking affects your reactions, behaviors, and decision-making. You’ll explore how several common development practices (with an emphasis on some agile practices), can amplify and exploit your thinking abilities and where they might lead you astray.
Fast thinking works pretty well in a well-known context. You save time when you don’t have to deliberate over details and nuances in order to make informed decisions. But fast thinking can lead to extremely poor decisions. You might jump to conclusions, be wildly optimistic, or greatly under-assess risks and rewards. You need to exploit both fast and slow thinking and be acutely aware of when fast thinking is tripping you up.
The MTL Professional Development Programme is a collection of 202 PowerPoint presentations that will provide you with step-by-step summaries of a key management or personal development skill. This presentation is on "Influencing Skills" and will show you how to use influencing skills at work.
Pre-Suasion: A Revolutionary Way to Influence and PersuadeHugo Guyader
Slides from the "Advanced Consumer Marketing" course at Linköping University, Sweden.
Robert Cialdini wrote "Pre-Suasion" this 2016. I have already used his previous book "Influence" in a Marketing course on Consumer Behavior for Master's students (http://www.slideshare.net/guyaderhugo/influence-54642692), and this is a series of slides on his new book.
This concept of Pre-Suasion is to create opportunities to persuade. By introducing a sympathetic a concept or idea, before recipients encounter the actual message, in that created Privileged Moment, they already associate positively what comes next.
An adapted version of my presentation to the Design for Persuasion conference in Brussels, Oct 2009. This version was presented to the London IA event Nov 2009.
A short presentation about the 6 principles of persuasion by Robert Cialdini and a little bit about the future of persuasion (persuasion profiling & behavioral targeting).
The 7 Universal Laws Of Powerful Persuasion
You are influencing others even when if you're unaware of it. Learn to become aware of the influence you're having and make a conscious effort to influence others positively.
Based on the work of Dr. Robert Cialdini.
Captivate and inspire your audience with your ideas, improve your career prospects and ultimately live a better life by learning how to communicate/present like an expert.
Discover why you MUST reinvent yourself and how you can re-create your brand, your career and your business in 8 steps based on Josh Linkner's book, "Road to Reinvention".
"Good is the Enemy of Great."
A discussion inspired by Voltaire on how managers and leaders can inspire typical office workers to consistently overachieve, over delivery and have fun at the same time.
The Art of Persuasion: How to Convert More Users OnlineHappy Marketer
If you master the art of persuasion, you can become a better digital marketer and increase your conversions! Learn more about our conversion optimization services here: http://bit.ly/20Qialc
Creating your own private Download Center with Bintray Baruch Sadogursky
Maintaining a download center eats up valuable resources. Bintray offers a new and effective way to distribute your software packages, both internally and externally. Whether you're distributing commercial software that requires a secure permission-based download center, or want to distribute free open source software, Bintray has the solution built-in.
JavaOne 2013: «Java and JavaScript - Shaken, Not Stirred»Viktor Gamov
There is a perception in the Java community that JavaScript is a second-league interpreted language with the main purpose of making Web pages a little prettier. But JavaScript is a powerful, flexible, dynamically typed language. And today language has been experiencing its a revival driven by the interest in HTML5. Nashorn is a modern JavaScript engine available on JVM, and it’s already included with JDK8 builds. This presentation is about building polyglot application with Java and JavaScript.
In Book “How” Dov Seidman explains that the intention of leaders to have their organizations behave well is not enough, and that "blind obedience" to leaders and rules is much less effective in creating a successful organization than one where shared values are internalized and believed by associates who govern their own behavior. Self-governance organizations can respond better than one where rules and commands are viewed as obstacles to be skirted. He argues that technology has allowed individual behavior to affect the contemporary world much more than it has previously, for good or bad.
The book says that companies that earn trust can translate that trust into direct economic benefits, such as more consumer sales or being charged lower interest rates. Through transparency and trust, an organization improves its reputation, which translates into more long-term business
Describing methods of triggering compliance behavior by applying Robert Cialdini's points from 'Psychology of Persuasion' and a basic overview of neuro linguistic programming to enhance communication effectiveness.
Presentation to City of Saint Louis Park Professional Development Program on March 9, 2911. Public employees from Saint Louis Park and other communities. Focus on integrating management with leadership perspectives. Emplowering others to improve the world.
Apply the science of decision making to improve the effectiveness of your communications. This is helpful for web sites, brochures, political campaigns, and all forms of advertising and communication. Get a competitive advantage in your communications.
Everybody lies sometimes. This is true. Research has shown that 60 per cent of people lie at least once in a 10-minute conversation with a stranger. But many lies are benign, constructed to preserve someone’s feelings, save face or avoid damaging a relationship. These lies are usually harmless, expected and appreciated.
Dishonesty in the workplace, however, can be dangerous. From the lies told in employment interviews to tales spun in the boardroom, workplace dishonesty can affect a company’s security, morale and bottom line. HR professionals and investigators should be skilled and trained to detect lies.
Join Timothy Dimoff, security expert and president of SACS Consulting, as he discusses workplace dishonesty and what to do about it.
Persuasion architectures: Nudging People to do the Right ThingUser Vision
Review of some of the most popular commercial and public sector persuasion methodologies. Plus some reasons why they may not work and some criticisms, and a comparison of how supermarkets persuade us, offline.
Shiny New Toys (and why humans like them so much)Craig Thomler
Key note presentation by Craig Thomler to RightClick 2012.
Discusses why humans are attracted to shiny new things, how humans make decisions and how to ensure that digital strategies are developed rationally, not emotionally.
Similar to Influence. The Psychology of Persuasion (in IT) (20)
Describes short summary and achievements of Morning@Lohika events (http://morning.lohika.com) during the third year of operation.
Design by Yarko Filevych (www.filevych.com)
Distinguish Pop from Heavy Metal using Apache Spark MLlibTaras Matyashovsky
Machine learning may be overhyped nowadays, but there is still a strong belief that this area is exclusively for data scientists with a deep mathematical background who leverage the Python (scikit-learn, Theano, TensorFlow, etc.) or R ecosystems and use specific tools like R Studio, Matlab, or Octave. Obviously, there is some truth to this statement, but Java engineers can also take the best of the machine-learning world from an applied perspective by using our native language and familiar frameworks like Apache Spark. Taras Matyashovsky explains how to use Apache Spark MLlib to build a supervised learning NLP pipeline to distinguish pop music from heavy metal—and have fun in the process. Along the way, Taras offers an overview of the simplest machine-learning tasks and algorithms, like regression and classification.
Source code: https://github.com/tmatyashovsky/spark-ml-samples
Design by Yarko Filevych: http://filevych.com/
Machine learning is overhyped nowadays. There is a strong belief that this area is exclusively for data scientists with a deep mathematical background that leverage Python (scikit-learn, Theano, Tensorflow, etc.) or R ecosystem and use specific tools like Matlab, Octave or similar. Of course, there is a big grain of truth in this statement, but we, Java engineers, also can take the best of machine learning universe from an applied perspective by using our native language and familiar frameworks like Apache Spark. During this introductory presentation, you will get acquainted with the simplest machine learning tasks and algorithms, like regression, classification, clustering, widen your outlook and use Apache Spark MLlib to distinguish pop music from heavy metal and simply have fun.
Source code: https://github.com/tmatyashovsky/spark-ml-samples
Design by Yarko Filevych: http://filevych.com/
We all are professionals, e.g. software engineers, quality engineers, technical/team leaders, project/product managers, etc. But we all are humans too. Often due to different reasons, like tight deadlines, push from customers/clients, etc., we all tend to neglect common sense and omit important practices. In this talk based on my both positive and negative experience we will review some patterns how we make common mistakes and what terrible results they may lead us to.
Presented at XP Days Ukraine Conference in Kyiv in 2015.
Design by Yarko Filevych (http://www.filevych.com/)
JEEConf 2015 - Introduction to real-time big data with Apache SparkTaras Matyashovsky
This presentation will be useful to those who would like to get acquainted with Apache Spark architecture, top features and see some of them in action, e.g. RDD transformations and actions, Spark SQL, etc. Also it covers real life use cases related to one of ours commercial projects and recall roadmap how we’ve integrated Apache Spark into it.
Was presented on JEEConf 2015 in Kyiv.
Design by Yarko Filevych: http://www.filevych.com/
This presentation will be useful to those who would like to get acquainted with Apache Spark architecture, top features and see some of them in action, e.g. RDD transformations and actions, Spark SQL, etc. Also it covers real life use cases related to one of ours commercial projects and recall roadmap how we’ve integrated Apache Spark into it.
Was presented on Morning@Lohika tech talks in Lviv.
Design by Yarko Filevych: http://www.filevych.com/
This presentation will be useful to those
who would like to get acquainted with lifetime history
of successful monolithic Java application.
It shows architectural and technical evolution of one Java web startup that is beyond daily coding routine and contains a lot of simplifications, Captain Obvious and internet memes.
But this presentation is not intended for monolithic vs. micro services architectures comparison.
Do you need to scale your application, share data across cluster, perform massive parallel processing on many JVMs or maybe consider alternative to your favorite NoSQL technology? Hazelcast to the rescue! With Hazelcast distributed development is much easier. This presentation will be useful to those who would like to get acquainted with Hazelcast top features and see some of them in action, e.g. how to cluster application, cache data in it, partition in-memory data, distribute workload onto many servers, take advantage of parallel processing, etc.
Presented on JavaDay Kyiv 2014 conference.
Morning@Lohika events were initiated by Lohika Systems Company. This presentation covers basic information about Morning@Lohika initiative, e.g. main goals, format, organizers, etc.
From cache to in-memory data grid. Introduction to Hazelcast.Taras Matyashovsky
This presentation:
* covers basics of caching and popular cache types
* explains evolution from simple cache to distributed, and from distributed to IMDG
* not describes usage of NoSQL solutions for caching
* is not intended for products comparison or for promotion of Hazelcast as the best solution
Senior Project and Engineering Leader Jim Smith.pdfJim Smith
I am a Project and Engineering Leader with extensive experience as a Business Operations Leader, Technical Project Manager, Engineering Manager and Operations Experience for Domestic and International companies such as Electrolux, Carrier, and Deutz. I have developed new products using Stage Gate development/MS Project/JIRA, for the pro-duction of Medical Equipment, Large Commercial Refrigeration Systems, Appliances, HVAC, and Diesel engines.
My experience includes:
Managed customized engineered refrigeration system projects with high voltage power panels from quote to ship, coordinating actions between electrical engineering, mechanical design and application engineering, purchasing, production, test, quality assurance and field installation. Managed projects $25k to $1M per project; 4-8 per month. (Hussmann refrigeration)
Successfully developed the $15-20M yearly corporate capital strategy for manufacturing, with the Executive Team and key stakeholders. Created project scope and specifications, business case, ROI, managed project plans with key personnel for nine consumer product manufacturing and distribution sites; to support the company’s strategic sales plan.
Over 15 years of experience managing and developing cost improvement projects with key Stakeholders, site Manufacturing Engineers, Mechanical Engineers, Maintenance, and facility support personnel to optimize pro-duction operations, safety, EHS, and new product development. (BioLab, Deutz, Caire)
Experience working as a Technical Manager developing new products with chemical engineers and packaging engineers to enhance and reduce the cost of retail products. I have led the activities of multiple engineering groups with diverse backgrounds.
Great experience managing the product development of products which utilize complex electrical controls, high voltage power panels, product testing, and commissioning.
Created project scope, business case, ROI for multiple capital projects to support electrotechnical assembly and CPG goods. Identified project cost, risk, success criteria, and performed equipment qualifications. (Carrier, Electrolux, Biolab, Price, Hussmann)
Created detailed projects plans using MS Project, Gant charts in excel, and updated new product development in Jira for stakeholders and project team members including critical path.
Great knowledge of ISO9001, NFPA, OSHA regulations.
User level knowledge of MRP/SAP, MS Project, Powerpoint, Visio, Mastercontrol, JIRA, Power BI and Tableau.
I appreciate your consideration, and look forward to discussing this role with you, and how I can lead your company’s growth and profitability. I can be contacted via LinkedIn via phone or E Mail.
Jim Smith
678-993-7195
jimsmith30024@gmail.com
Oprah Winfrey: A Leader in Media, Philanthropy, and Empowerment | CIO Women M...CIOWomenMagazine
This person is none other than Oprah Winfrey, a highly influential figure whose impact extends beyond television. This article will delve into the remarkable life and lasting legacy of Oprah. Her story serves as a reminder of the importance of perseverance, compassion, and firm determination.
Artificial intelligence (AI) offers new opportunities to radically reinvent the way we do business. This study explores how CEOs and top decision makers around the world are responding to the transformative potential of AI.
The Team Member and Guest Experience - Lead and Take Care of your restaurant team. They are the people closest to and delivering Hospitality to your paying Guests!
Make the call, and we can assist you.
408-784-7371
Foodservice Consulting + Design
The case study discusses the potential of drone delivery and the challenges that need to be addressed before it becomes widespread.
Key takeaways:
Drone delivery is in its early stages: Amazon's trial in the UK demonstrates the potential for faster deliveries, but it's still limited by regulations and technology.
Regulations are a major hurdle: Safety concerns around drone collisions with airplanes and people have led to restrictions on flight height and location.
Other challenges exist: Who will use drone delivery the most? Is it cost-effective compared to traditional delivery trucks?
Discussion questions:
Managerial challenges: Integrating drones requires planning for new infrastructure, training staff, and navigating regulations. There are also marketing and recruitment considerations specific to this technology.
External forces vary by country: Regulations, consumer acceptance, and infrastructure all differ between countries.
Demographics matter: Younger generations might be more receptive to drone delivery, while older populations might have concerns.
Stakeholders for Amazon: Customers, regulators, aviation authorities, and competitors are all stakeholders. Regulators likely hold the greatest influence as they determine the feasibility of drone delivery.
4. Warning
When using approaches described ahead,
make sure that you use them honestly
and by persuading people to do things
that are good for them.
If you persuade people to do things
that are wrong for them, then this is
manipulative, and it's unethical.
5. The 6 Principles of Influence
also known as the Weapons of Influence
• Reciprocation
• Consistency
• Social proof
• Liking
• Authority
• Scarcity
7. Shortcut
“Civilization advances by extending
the number of important operations
which we can perform without thinking of them.”
- Alfred North Whitehead,
English mathematician and philosopher
8. Shortcut Motivations
People tend to respond intelligently to the information
when they have the desire and the ability
to thoroughly analyze it
10. Shortcut Examples
• Expensive = good
• Pink for girls, blue for boys
• Dolls for girls, cars for boys
• Handbag and shoes should match
• Blondes and IQ
• All domestic goods are of poor
quality
• Etc.
11. Shortcut Examples in IT
• Legacy projects
• Testing takes a lot of time
• Technology X sucks
• Customer doesn’t know what he/she wants
• TL/PM knows what he/she is doing
• Similar tasks – same old solutions
• Etc.
12. Contrast Principle
The way we see the difference
between two things
that are presented one after another
13. Contrast Principle Examples
• Real estate agents and rents
• Expensive thing first, accessories
second
• Beautiful woman first, less
attractive second
• Etc.
14. Contrast Principle Examples in IT
• Interesting task first, boring second
• Complex task first, simple second
• Project descriptions during
recruiting
• Etc.
21. The Reciprocation
Rule Is Overpowering
It overwhelms the influence of a
factor,
liking for the requester,
that normally affects the decision
to comply
24. The Reciprocation Rule is a Weapon
of Influence
Reciprocal concessions,
i.e. rejection-then-retreat
technique
25. The Reciprocation Rule in IT
• Extremely complex task – retreat – complex
task, that was the goal right from the start
• Extremely boring task – retreat – boring
task, that was the goal right from the start
• Expensive conference compensation – retreat
– cheaper conference compensation
• Headhunter offer – retreat – “Can you
recommend someone?”
• Etc.
26. Should I Say No?
• reciprocation rule is not bad in
general
• reject is not the best option
• favor vs. trick
28. Commitment and Consistency
“It is easier to resist at the beginning than at the end.”
- Leonardo da Vinci,
Italian painter, scientist, and engineer
29. From Commitment to Consistency
Humans have a deep desire to be
consistent.
For this reason, once we've
committed to something, we're then
more inclined to go through with
it.
30. Commitment Examples
• “Watch my things”
• Signing petitions
• Lowball strategy
• College initiation
ceremony
• Etc.
31. Commitment is the Key
• committing power of written or
verbal statement
• committing power of public
statement
• committing power when appropriate
actions are effortful
36. Social Proof
"safety in numbers"
“Where all think alike, no one thinks very much.”
- Walter Lippmann,
American writer, reporter, and political commentator
37. The Principle of Social Proof
We use to determine what is correct
by finding out what other people think
is correct
39. Social Proof Examples
• Put a tip in a jar if it already
contains money
• Laugh if we hear canned laughter
• Buy goods influenced by commercials
using average-person-on-the-street
• Etc.
40. Social Proof Conditions
• we are feeling uncertain or
ambiguous
• we are even more likely to be
influenced if the people we see
seem to be similar to us
41. Situation in which a majority of group
members privately reject a norm,
but incorrectly assume that most
others accept it,
and therefore go along with it
Pluralistic Ignorance Phenomenon
50. Likability Forms
• People might be physically
attractive
• People might be similar or
familiar to us
• People might give us compliments
• People might be associated with
smth. good or successful
• We may just simply trust them
• Etc.
58. Authority Accessories
• job titles
• uniform
• status
• height
• attributes
• etc.
can lend an air of authority
and can persuade us to accept
what these people say
59. Authority or not?
• remove element of surprise
• ask yourself – is this authority truly
an expert
• seek for the authority’s credentials and the
relevance of those credentials to the topic at
hand
• may show apparent lack of concern for
personal profit in order to look more
frankful
62. Authority in IT
• Is senior engineer truly a senior?
• Is architect really an expert in this
technology stack?
• Is manager truly an expert in risk
mitigation, understands development
processes, estimates techniques, etc.?
• Is this customer/client truly a domain
expert (SME)?
63. Authority in IT
Push from customer for
specific technology,
framework, tool, etc.
without getting into the
essence of the problem
65. Scarcity
“The way to love anything
is to realize that it might be lost.”
- G. K. Chesterton,
English writer, theologian, poet, philosopher, dramatist
71. Other Aspects of Scarcity Principle
• recently less available vs. have
always been scarce
• competition-for-limited-resources-
fever
• discounts
• real estate agents
• the same appointment time approach
• auction
• uniqueness
72. Scarcity in IT
• Unique task
• Unique skill set
• Unique title
• Unique project
• Etc.
73. Psychological Reactance
Theory in IT
• Time tracking
• Freelance vs. out staff
• Fixed work schedule
• 20 kinds of tea – 2 kinds of tea
• Etc.
75. Epilogue
“Every day in every way, I’m getting busier.”
- Robert Cialdini,
American professor, writer
76. Rapidity of Modern Daily Life
• We contact more people and have
shorter relationships with them
• We are faced with an array of choices
among styles and products
• We travel more and faster
• We relocate more frequently to new
residences
• Etc.
77. Rapidity of Modern Daily Life
Our ability to collect, store,
retrieve, communicate
and analyze information is limited
78. Evolvement of Technology
• Technology evolve much faster
• Our natural capacity to process
information is likely to be
increasingly inadequate
Shortcuts to rescue
79. Decision Making and IT
• we don’t use all the relevant
available information
• we use, instead, only a single, highly
representative piece of the total
• an isolated piece of information can
lead us to clearly stupid mistakes
80. Resistance
• Be aware
• Change current conditions
• Take your time
• Collect more data and analyze it more
carefully
• Listen to your gut feeling
принцип взаємного обміну
принцип послідовності
принцип соціального доказу
принцип прихильності
принцип авторитету
принцип дефіциту
найкоротший шлях
економний, раціональний шлях досягнення чого-небудь
стереотип
Цивілізація рухається вперед шляхом збільшення числа операцій,
які ми можемо здійснювати, не роздумуючи над ними
Напружений ритм сучасного життя часто не дозволяє нам приймати повністю осмислені рішення навіть з багатьох важливих для нас питань. Іноді питання бувають такими складними, час - таким обмеженим, відволікаючі моменти - такими настирливими, емоційне збудження - таким сильним, розумове напруження - таким високим, що ми не в змозі бути уважними і діяти обдумано. Важливим є питання чи ні, ми змушені мислити стереотипно.
Приклади з ІТ:
замовник мудак і не знає чого хоче
така то технологія - гавно, така то технологія – кльово
legacy проекти – застарілі, скучні, гавно код, на них нічого не навчишся
схожі візуально таски не завжди мають схоже рішення
моя хата скраю – далі за свою таски я взагалі не дивлюся
тім лід/менеджер все порішає
технологія х – гавно
технологія y - офігенна
Якщо другий предмет явно відрізняється від першого, ми будемо схильні перебільшувати їх відмінність.
Тому якщо ми спочатку піднімемо легкий предмет, а потім - важкий, ми будемо оцінювати другий предмет як більш важкий, ніж якби ми підняли його, не намагаючись спочатку підняти легкий.
Принцип контрасту може бути застосований практично до всіх видів сприйняття.
Якщо ми на вечірці розмовляємо з красивою жінкою, а потім до нас приєднується неприваблива, то ця друга жінка буде здаватися нам ще менш привабливою, ніж вона є насправді.
Приклади з ІТ:
дві таски, одна гавніше іншої і третя трошки цікавіша альтернатива, яка сприймається як мана небесна, хоча вона і була ціллю номер один з самого початку
велика задача йде перша, всі інші легкі даються ненапряжно в накидку
порядок розповідей про потенційні проекти на технічному інтерв’ю
Відповідно до одного широко відомого принципу людської поведінки, коли ми просимо кого-небудь зробити нам послугу, ми добиваємося більшого успіху, якщо представляємо причину. Сама причина значення не має, головне її наявність.
Часто очевидна помилка капітана не виправляється іншими членами команди, що призводить до краху.
Схоже, що, незважаючи на очевидну особисту значимість питань, пов'язаних з управлінням літаком, члени команди використовували правило-стереотип «Якщо так говорить фахівець, це має бути вірно», не звертаючи уваги на згубну помилку капітана.
Приклади в ІТ очевидні:
на помилки найдосвідченіших розробників в команді ніхто не зважає
на помилки тім ліда/менеджера ніхто не зважає
І що найголовніше, на помилки самого замовника ніхто не зважає
Принцип взаємного обміну
Існує обов'язок давати, обов'язок отримувати і обов'язок віддавати тим же
Обов'язок отримувати обмежує нашу здатність вибирати тих, кому ми хотіли б бути вдячними.
Приклади в ІТ:
деякі незначні люб’язності від менеджера/замовника, які Ви не просили. Наприклад: обід/вечеря, сувенірка, квиток на конференцію і так далі. В результаті Ви почуваєтесь винним і зобов’язаним як керівництву, так і замовнику.
Невелика люб'язність може породити відчуття вдячності, що змушує нас погодитися на надання набагато важливішої відповідної послуги, тобто піти на нерівноцінний обмін. Тому нас легко можуть втягнути в нечесний обмін ті, хто побажає використовувати дане правило з метою отримання власної вигоди і маніпуляції оточуючими.
Приклади в ІТ:
на незначні люб’язності від менеджера/замовника, обід/вечеря, сувенірка, квиток на конференцію і так далі, Ви будете відповідати набагато більш продуктивною роботою на проекті, овертаймами, гіпертрофованою вірністю, адже Ви почуваєтесь винним і зобов’язаним як керівництву, так і замовнику.
Один з наслідків правила взаємного обміну полягає в обов'язку оплачувати послуги, які були нам надані. Проте іншим наслідком даного правила є обов'язок йти на поступку по відношенню до того, хто поступився нам.
Оскільки правило взаємного обміну управляє процесом досягнення компромісів, існує можливість використовувати початкову поступку як частина надзвичайно ефективної методики отримання згоди. Цю просту методику можна назвати методикою «відмова-потім-відступ».
Приклади в ІТ:
принцип контрасту, замість мега склданої задачі поступка і більш проста, хоча і вона була самоціллю
квиток на конференцію/сертифікація замість хорошого підняття ЗП, в той час від Вас теж отримають обіцянку на щось важливе, наприклад що Ви рік не звільнитеся
рекрутинг – можете когось порекомендувати?
Зобов’язання і послідовність
Люди більше вірять в правильність свого вибору, якщо вже він вже зроблений.
Плюс страх:
страх людей видатися непослідовним – у поведінки, вчинках, речах, одязі, машині, стилю життя в цілому. Да і що скажуть люди?
страх людей не дотриматися власного незначного зобов’язання, коли прийде необхідність зробити щось значніше
College Initiation Ceremony
Подібні акти необхідні для виживання групи, так як спонукають її майбутніх членів вважати групу більш привабливою і цінною. Сувора церемонія посвяти значно збільшує відданість новачків групі.
Як тільки людина займає позицію, очевидну для інших, у нього виникає прагнення дотримуватися цієї позиції, щоб виглядати послідовним людиною.
Непослідовну людину в сусупільстві можуть вважати непостійним, ненадійним, легковажним; послідовна ж людина зазвичай має славу розумної, упевненої, гідним довіри, розсудливої. Тому не дивно, що люди бояться здатися непослідовними. Отже, чим більш відкритою є позиція, яку ми займаємо, тим більш неохоче ми будемо її міняти.
Внутрішнє зобов’язання, без жодного тиску ззовні. Можна провести аналогію з фільмом «Початок».
Приклади з ІТ:
після мітингів писати action items, чітко вказувати хто за що відповідає, змушувати людей підтвердити написане
вікі сторінки, листи на ол, все, що публічно підтверджує власну позицію, зобов’язання
Дурна послідовність є марновірством недалеких умів
Ми визначаємо, що є правильним, з'ясовуючи, що вважають правильним інші люди.
Ми вважаємо свою поведінку правильною у даній ситуації, якщо часто бачимо інших людей, що ведуть себе подібним чином.
work late if others in our team are doing the same :)
This is also described as "no one believes, but everyone thinks that everyone believes." In short, pluralistic ignorance is a bias about a social group, held by a social group.
Pluralistic ignorance may help to explain the bystander effect. If no-one acts, onlookers may believe others believe action is incorrect, and may therefore themselves refrain from acting.
With several potential helpers around, the personal responsibility of each individual is reduced
social evidence
Феномен плюралістичного невігластва.
Розуміння суті цього феномена допомагає пояснити причину одного поширеного негативного явища, що вважається національною ганьбою, - нездатності великого числа сторонніх спостерігачів надати допомогу жертвам, які надзвичайно її потребують.
Феномен плюралістичного невігластва.
Розуміння суті цього феномена допомагає пояснити причину одного поширеного негативного явища, що вважається національною ганьбою, - нездатності великого числа сторонніх спостерігачів надати допомогу жертвам, які надзвичайно її потребують.
Приклади в ІТ:
коли є проблема в продукті, всі її помічають, але так як всі почувають себе не впевнено і інші схожі на них люди теж не реагують, то ніхто і не помічає існування проблеми. Тому проблема і не піднімається. Лідер має і створити умови за яких та проблема буде легко озвучена, так і першим про неї відкрито заявити. Проблеми можуть бути різного роду: розвалений білд, критичні баги, проблема якості та тестів, проблема процесів, проблема комуніікації і так далі.
лідер має пам’ятати про природню схильність людей до наслідування до схожих людей і їх поведінки у випадку мінімальної невизначеності
Приклади в ІТ:
коли є проблема в продукті, всі її помічають, але так як всі почувають себе не впевнено і інші схожі на них люди теж не реагують, то ніхто і не помічає існування проблеми. Тому проблема і не піднімається. Лідер має і створити умови за яких та проблема буде легко озвучена, так і першим про неї відкрито заявити. Проблеми можуть бути різного роду: розвалений білд, критичні баги, проблема якості та тестів, проблема процесів, проблема комуніікації і так далі.
лідер має пам’ятати про природню схильність людей до наслідування до схожих людей і їх поведінки у випадку мінімальної невизначеності
Принцип прихильності
Ми автоматично приписуємо індивідам, які мають приємну зовнішність, такі позитивні якості, як талант, доброта, чесність, розум. Звісно, що безпідставно.
Ми автоматично приписуємо індивідам, які мають приємну зовнішність, такі позитивні якості, як талант, доброта, чесність, розум. Звісно, що безпідставно.
Приклади в ІТ:
згадайте як часто ви переоцінюєте колегу, менеджера і так далі чисто тому, що вони фізично привабливі, схожі з Вами і чи говорять Вам приємні речі?
як результат цих знань, лідер команди має подобатися свої команді. Крім професіональних навичок це можуть бути і інше не менш важливі речі:
візуальна привабливість
схожість походження/виховання/життєвого шляху
схожі хобі/музичні смаки/марки авто/футбольні команди і так далі
також дуже впливає на людей спільна успішна кооперація і як результат, асоціація з чимось хорошим чи успішним. Тобто підходи до спільного навчання, спільні цілі об’єднують.
похвала як інструмент впливу, причому що виправдана, що невиправдана похвала все одно має позитивний ефект. Люди люблять, щоб їх хвалили.
Приклади з ІТ і не тільки:
Типовий тімбілдінг як ефект ланчевої методики, коли існують і інші нормальні реакції на їжу, і одна з них це благодушний настрій. Отже, приємне почуття, що виникає під час їжі можна пов'язати з чим-небудь вигідним, наприклад з приємним налаштуванням до колег, проекту, технологій, тасок, замовника.
Приклади з ІТ і не тільки:
Типовий тімбілдінг як ефект ланчевої методики, коли існують і інші нормальні реакції на їжу, і одна з них це благодушний настрій. Отже, приємне почуття, що виникає під час їжі можна пов'язати з чим-небудь вигідним, наприклад з приємним налаштуванням до колег, проекту, технологій, тасок, замовника.
Принцип авторитету
“Йди за обізнаним.” - Вергілій
У нас глибоко вкоренилася необхідность покори авторитетам.
Приклад з тестом на пам’ять і електричним зарядом
лікарські помилки
ефект капітанства
Приклади в ІТ (умовно заберіть всі зовнішні атрибути авторитету і задайте кілька питань):
чи той колега, який Вас так люто критикує є хоча б авторитетом у цій сфері?
чи архітект є дійсно експертом в тій області, в якій він дає поради? Скільки в нього є успішних рішень взагалі і базованих на цих технологіях зокрема?
чи Ваш менеджер дійсно розбирається в базових основах менеджменту чи це просто титул?
естімейти
коммітменти
зниження ризиків
процеси і практики
Чи Ваш замовник є дійсно доменним експертом для продукту, що розробляється Вами, і чи його вимогам таки треба сліпо слідувати?
Принцип дефіциту
«Для того щоб щось полюбити, треба усвідомити, що це може бути втрачено.»
Цінність чого-небудь позитивного в наших очах істотно збільшується, якщо воно стає недоступним
Цінність чого-небудь позитивного в наших очах істотно збільшується, якщо воно стає недоступним
Телефонний дзвінок з незнайомого номеру чи тут і зараз цікава важлива розмова з людьми
Втрата здоров’я чи здобуття здоров’я
Обмежена кількість чогось в якості елементу впливу (останнє курне «Scorpions» як приклад)
Обмеженість в часі
shortcut, i.e. things that are difficult to possess are typically better than those that are easy to possess
psychological reactance theory, i.e. desire to preserve our established prerogatives, humans hate to lose the freedoms they already have
стереотип
теорія психологічного реактивного опору
навіть дворічні діти реагують на обмеження їхньої свободи демонстративною непокорою
феномен Ромео і Джульєтти
Our response to the banning of information is a greater desire to receive that information and a more favorable attitude toward it than before the ban
“a book for adults only, restricted to those 21 years and over“
“exclusive” information
Приклади в ІТ:
унікальна таска, яку багато кому в тімі хочеться зробити. Причому її унікальність може бути як реальна, так і штучно завищена, щоб викликати попит
унікальний skill set, який так необхідний команді, компанії
унікальна посада, що існує одна на компанію викликає нереальну конкуренцію
унікальний проект на місто/компанію
Приклади теорії психологічного реактивного опору:
не треба було трекати час, а тепер треба буде – забрали свободу
були 20 видів чаю, а стало 2 – менеш вибору, чай в дефіциті
вільний графік, а тепер з 9 по 18. Саме тому перехід з фрілансу в чистий аутстаф є реально важкішим і зцієї точки зору.
Про швидку мінливість ІТ світу, технологій, процесів, підходів я взагалі мовчу