Category Archives: Influence
“Every thought on the wire leads to a fall.” – Philippe Petit, High Wire Aerialist
People feel much more responsible for their actions than their inactions. Joseph Hallinan says in his book ‘Errornomics – Why We Make Mistakes’ that at the moment you think you’re making a decision, it only seems so. It’s really long after the real decision was actually made.
Most days are made up of a series of decisions. Some are like which of three cereals should you have for breakfast or which task to start next. Some decisions might be about buying a house or signing a contract to undergo elective surgery. Maybe you agonise over every decision or just the big ones or none at all? The rest you just go with your gut feeling. Sometimes you’ll regret the decisions you make, or choose not to make, and sometimes you won’t. What’s the smartest way to make decisions or help others make them? It depends on the complexity of the decision.
Ap Dijksterhuis out of the University of Amsterdam conducted several studies on just this subject. However, like many of the researchers I’ve read for this book, they used sentences like, “Because of the low processing capacity of consciousness, conscious thought was hypothesized to be maladaptive when making complex decisions.” And they’re right but wordy. In my words, it’s hard to think about a bunch of complicated things at once.
You might like to imagine you’re a rational, logical person who’ll weigh up the pro’s and cons of each decision you make, especially the big ones, and make the best decision you can with the information you have. But what Dijksterhuis proved was quite different. He studied consumers and shoppers in lab conditions and in actual sales situations – during and after. The ‘after’ is especially important, as that is when the true quality and impact of a decision hit home.
All participants were facing a purchase decision of varying sizes. Half were interrupted and distracted during their decision-making process. All were subsequently followed up on how they felt about their decision post-purchase. The thinking was that the distraction allowed the unconscious mind, which can handle lots of complexity at once, to process the decision. It hooks into the brains emotional centres. This is where ‘gut feelings’ may come from. Plus emotional responses to the decision choices are pre-rehearsed and emotional responses to each assessed by your brain with you not consciously aware of them.
His findings were that “simple choices (such as between different towels or different sets of oven mitts) indeed produce better results after conscious thought, but that choices in complex matters (such as between different houses or different cars) should be left to unconscious thought. Named the ‘deliberation-without-attention’ hypothesis, it was confirmed in four studies.”
Conscious thought focuses attention on whatever factors manage to squeeze themselves into our limited conscious mind at the time. That distorts perception and can over-inflate the relative importance of certain factors.
Researcher Loren Nordgren joked about Rene Descartes’ famous quote, “I think therefore I am.” That was all well and good but was he always happy with the shoes he chose to buy? Over-thinking doesn’t make for good decisions when it’s not a simple decision.
I’m not suggesting that lack of attention is a good thing. Otherwise we may as well put teenagers in charge of all the important decisions. Most can usually (always) be relied upon to provide the ‘without attention’ component! No, it has to be a bit more structured than that.
Both studies look at what might be called intentional self distraction. They contrasted three approaches to decision-making: make an instant choice, long list of pro’s and cons, briefly distracting the conscious mind. The latter was the most effective and, down the road a bit, evoked the least regret.
If you just skim read Malcolm Gladwell’s book ‘Blink’, you might assume that instant decisions are often best. But on closer examination, I reckon Gladwell agrees with Dijksterhuis. Both reject the supposedly time-tested tradition of logically weighing up over a period of intense concentration a list of pro’s and cons. It takes ages and delivers a poorer result.
My shorthand version of a useful process is:
1. Introduce the problem and range of solution options
2. Carry out a pre-set 3 minute distraction activity.
3. Return to the problem and / or the options. Make your choice.
4. Live with it.
I had it drummed into me and I subsequently preached to those I trained about the commonsense of structured event interviewing as a tool for recruiting. I was schooled on the value of decision matrix spreadsheets when evaluating complex contract tender responses. Does this research mean those formal processes have no value? No. Recruiting and big contracts are expensive and the consequences of mistakes are significant. At the very least, you may need to retrospectively justify your decision. (ie Cover your butt.) I think the lesson of deliberation-without-attention is that it pays to try both approaches. If they don’t match, you might need to do some more research and ask some more questions.
Check out my new motivational presentation at http://www.2dangerousthingsayear.com
More ideas at http://gettingbetterbuyin.com/
I recently posted in the professional development LinkedIn group I run (https://www.linkedin.com/groups/4458256) and threw in a phrase that occurred to me in the moment: ‘thought distributor’. Everyone’s a thought ‘leader’ these days and, if everyone is, is anyone really? I was recently pitched some marketing material on how to commoditise and monetise my own thought leadership. Like the nutrition pyramid, there should probably be one for thought leadership; some thoughts have more carbs and less nutrients.
Most days I think I’m pretty great. (Self-employed have to). But there’s enough humility in me most days to keep myself in check. The last time I exhibited true thought leadership was when I upsized my combo and the three people in line behind me did the same. BUT I aspire to work my way up that thought pyramid and in my work help others do the same. SO, rather than hubristically (not a word) declare myself a thought leader, I’ll settle for now as a ‘thought distributor’, ‘thought curator’, ‘thought tester’, and ‘thought connector’.
Just a thought. www.brainbasedboss.com
More ideas at http://gettingbetterbuyin.com/
1 out of 5 people are difficult. Look at the 4 people around you. If it’s not them – it’s YOU!
OK, the 1 out of 5 statistic above is a joke. It might be true but that can said of 57% of all statistics. Tony Schwartz in his HBR blog writes that the difficulty in the dealing does indeed actually lie with YOU.
He makes some good points. It’s bad enough for you if you have to deal with someone you find difficult at work and you’re stuck with having to deal with them every working day. Schwartz stresses how much worse it is when that person is your boss. Firstly, it’s a natural stressor when you choose to believe you’ve lost control and / or are powerless. Both these situations will add to that. And, of course, when it’s your boss, you’ve got a dollop of fear thrown in for good (bad) measure. Baseline security fear, the powerful kind. (Thanks Maslow.)
Schwartz uses a very helpful ‘lens’ metaphor as a possible solution. There’s the lens of ‘realistic optimism’, the ‘reverse lens’ and the ‘long lens.’ The stress, the feelings of control and power and the fear are largely driven by how you choose to react to situations. So, choose to stop and look at it from some different perspectives. What are the facts and what am I telling myself about those facts? What is this other person feeling that is driving their behaviour? To what extent can I influence that? Ask some other questions about how this might play out and what can be learned and how important it is in the scheme of things.
So far, I’ve written from the angle of you having to deal directly with a difficult person of your own. If you’re reading this, you’re probably an experienced grown-up. You’re probably able to take care of yourself instinctively. But how can you help your people who perhaps aren’t as instinctively clued up?
I like Schwartz’s approach of using questions, only instead of asking yourself, you engage your team member in a private conversation. They may come to you with a problem in dealing with someone else in the workplace. You cannot realistically give them some miraculous piece of advice that will work every time. You do not want to create a relationship of dependence with you having to always step in and solve others’ interpersonal problems. But in engaging them with these questions, it’ll drive them to think, not just with this person they’re having difficulty dealing with today but in the future as well.
I read of a social experiment. Individuals were told they’d be working with a partner in a another room. Each would do one of two tasks, one of which was unpleasant. You got to choose who did what & your partner would never know. (Of course, there was no partner in the other room.) The researcher left for a few minutes while the subject decided. They had a coin in a sealed plastic bag in case they wanted to “decide fairly.” 90% of non-coin tossers gave the crappy job to their partner. Of those who tossed a coin, the crappy job was given to their partner…
The only variable that made the decider make fairer decisions = putting a mirror right in front of them.
More ideas at http://gettingbetterbuyin.com/
My understanding of coaching is that it is a bit like art – you may not be able to define it but you know it when you see it. Or was that pornography? Some people try and narrow down its definition by specifying what coaching is not. Coaching is not training, leading, managing, facilitating or mentoring. Training implies that the trainer knows something that the trainee doesn’t know but needs to know and it’s up to the trainer to fix that. Managing is about tasks and things and almost certainly has an actual or implied hierarchy and power imbalance. Leading is about hearts and minds, providing inspiration and motivation to someone, who in the leader’s opinion, requires more motivation but seems to be unable to generate it themselves. Facilitation involves directing or controlling an individual or group. Mentoring demands a relationship between an experienced expert and someone inexperienced and / or inexpert who wants to do or be what the mentor does / is.
A common metaphor for coaching in business is coaching in sport; it’s easy to say that. People get it quickly but it’s not a fitting comparison. Sports coaches are the boss. They’re in charge. They’ve got extensive expertise and experience. More likely than not, they’ve been in the team being coached and after their playing career, they’ve logically moved into coaching. Though not every player has been able to make that transition.
Business coaching or professional development coaching are different. There’s no power imbalance (or there shouldn’t be.) There’s no expertise imbalance. A coach is an independent force there to observe, listen, reflect, probe, prompt. A coach probably doesn’t know the answers or have the direct experience of the issues and opportunities of the person being coached. You need permission to coach. The coach is not in control. The coach need not have all the answers and better not pretend that they do. The coach does need to keep the person being coached honest, focused and aiming at development that is genuinely necessary and attainable.
Most employees, most of the time, will do what they are directly told to do. That’s management and if that is all there was, then managers would have to be omnipresent because that’s the limitation of the command-and-control hierarchical power-based model. The reality is that managers have lots to do and places to be. Tom Peters wasn’t wrong when he said that the true test of your leadership is what happens when you’re not around. (Unless it wasn’t Tom Peters who said that? In which case, it’s me who’s wrong. Leave Tom Peters alone.) The baseline assumption behind coaching is that it’s ongoing, progress is expected, that progress is the responsibility of the person being coached, and the coach is responsible for the coaching process. Ongoing professional development can genuinely benefit from an effective and frequent coaching programme. A Bersin study found that companies with an effective and frequent coaching programme improve their business results by 21 percent as compared to those who never coach.
Can a manager also be an effective coach in an employment context? Sure, why not? They’re doing everything else. Bosses can wear rotating hats with labels like ‘coach’, ‘manager’, ‘leader’ or whatever and that’s probably pragmatic. But, there’s a value especially for coaching in a real and / or [perceived independence, coupled with a perspective and helpful naiveté born of being an outsider. Sometimes, it’s worth hiring someone to do the coaching. (I don’t do much coaching myself. It’s hard work. Genuinely that’ll put me off most things. But I do some coaching. Client companies sometimes ask me to coach after I’ve spoken, facilitated or trained. They like the other things I do, the results I get and just plain like me. ‘Like’ is probably the wrong word. Both the client company and the individuals being coached have to trust and respect the external coach. There have definitely been times where whatever emotion was being directed at me, it wasn’t ‘liking.’)
Coaches are about ‘ask’ not ‘tell’. A coach’s focus is the employee not a task. Coaching is not fixing anyone. Coaching has clear accountability. Coaching can be scheduled but it’s more an ‘as need when needed’ thing. Coaching is about a set of processes, more than it is about a coach. That said, a coaching toolbox is useless, and sometimes dangerous, if operated by someone calling themselves a coach who lacks the wisdom to know when to use which tool. In that regard, coaching is like every single DIY activity I’ve ever done that resulted in a heated towel rail power switch being installed upside down, a door handle going in inside out or a chainsaw that’s now more functional as a doorstop.
Coaching is a journey, like ‘Lord Of The Rings’ was a journey. And like ‘Lord Of The Rings’, not everyone finishes the journey. And if you’ve got giant eagles available for your coaching process, use them right away, not at the end when otherwise all else seems lost. Duh.
Deadlines, scarcity and pointless shouting are three techniques for influencing productivity with differing degrees of success.
So 3M, you’re telling me that your post-it notes will adhere 317 separate research notes onto a wall for sorting into categories but after an hour, with the window slightly ajar on a not-especially-windy day, they will not remain adhered to said wall? Is that what you’re telling me 3M? I only ask because it didn’t say that on the packet! Maybe I should’ve stapled them to the wall? I know what I’d like to staple to a wall. Seriously, I love your product but I fail to see how this is, in any way, my fault. Much like how I fail to see how anything is my fault. This was my fault. In fairness only a hundred or so fell off. So, the glass is half full. 31.545% full. On the plus-side, they’ve all clumped together on the floor so they’re not being blown around anymore. Except the ones that have. Which I can’t find. And can’t tell that they ever existed.
I’m a writer, amongst other things. Writing is a great occupation to reflect different approaches to productivity. I tried using post-it notes to enhance my creative productivity because, until I get a PC screen 3 metres by 3 metres, post-it notes on a wall is a superior approach to anything computers can offer but, as the rant above suggests, it worked up until the point that it didn’t. Writers aren’t productive for money. If they were, they wouldn’t be writers.
Productivity might be enhanced by working away from an office without the distractions and interruptions that offices have. Nope, writers don’t have those – just fridges, TVs, radio, FaceBook, kids home from school and the voices in our head.
People get productive when there’s a deadline or when there is a scarce resource being competed for. Things that are running out get appreciated. This is why we hunt for the last chip in the bag and those crunchy bits. This is why we eke out the last of the toothpaste in the tube. I like the experience of the last saline solution for my contact lenses. You shake the bottle and can’t believe there’s still some left but it keeps on coming until the very last which emerges in a fizz. You place your lens in your eye overflowing with tiny bubbles. It’s like champagne for your cornea. And don’t get me started on the challenge of getting your car as far as it can go when the tank says empty. Oh, it says empty but you know it’s holding out on you. Just like the personal trainer at the gym knows your tank isn’t really empty and just shouting at you loudly and repeatedly will extract that last little bit of effort out of you. (Note – shouting at your car as you abandon it by the side of the motorway after it’s literally run out of petrol will not extract any more effort out of it. It does however make you feel better about yourself. I suspect this is also the motivation of the personal trainer.)
The New Zealand Government has a Productivity Commission. It’s great to finally put the word “productivity” in a sentence with the phrase “New Zealand Government.” I suspect this might be one of those political sops to a minor party under MMP to be seen to be doing something but their website has some cool graphics. There’s a 3-panel sketch with a sheep turning into a ball of wool that itself turns into a jersey. I’m assuming that’s all about adding value which is the essence of productivity – not just making more with the same or less resources but creating goods of greater value along the way. The jersey, when you squint a bit, is actually made up of 1s and 0s – binary code. Bit more symbolism there – from the sheep’s back to the digital age. Or maybe we make robot sheep now? I’ve seen that movie. It doesn’t end well.
As the site says, when it comes to kiwi productivity, “New Zealand has slipped from one of the wealthiest countries in the 1950s to now around 26th in the OECD. It is not the case that our productivity has shrunk. Rather, the rate of increase in productivity has been behind other countries and our income growth has been slower.”
We’re well educated and honest but we’re small, far away and over reliant on a few industries. We’re never going to get that much bigger and, major tectonic shifts aside, we’re unlikely to get any closer to major markets.
A PDF available on the website of the agency formally known as the Department of Labour suggests we should “work smarter.” I’ll start by not drafting the main topics of my next book on post-it notes.
I’m not suggesting that employees should be made to be miserable. Ultimately, that’s up to all of us individually. The point I’ve been trying to make for ages and this recent article captures nicely is that employee happiness and employee engagement are quite separate and different things. If you want to gift chocolate fish and back rubs (no non-consensual touching!) that’s up to you and your spare time and resources. Happy employees can be unproductive and unhappy ones can be productive. Engagement is about the observable application of discretionary effort at work that on average leads to greater productivity, revenue and profitability. Who knows how happy people are? (Including themselves.)
Here’s an extract. Note that happiness is cited as one of many components of engagement, so it’s not all doom and gloom. I don’t think they’re in order so don’t get excited that happiness is “number 1.” The article talks about a dashboard which also is an interesting idea. It’s all about trending.
Here are the 10 metrics that are proven to have the biggest impact on employee engagement:
How happy are employees at work and at home?
How much energy do employees have at work?
Are employees getting feedback frequently enough?
Are employees being recognized for their hard work?
Are employees satisfied with their work environment?
Relationships with Managers
Do employees and their managers get along well?
Relationships with Colleagues
Do the employees get along with each other?
Do employees’ values align with the company values?
Are employees proud of where they work?
Do employees have opportunities for career growth?
Here’s a tale of yet another software system that gamifies the workplace with the justification that it enhances employee engagement. Actually, it sounds pretty cool and may well be worth its costs with whatever benefits it may or may not generate versus the distractions it definitely will generate. I’ve yet to personally witness or directly connect with a significant workplace that has done this for a significant amount of time and publicly raves about the tangible, measured and proven results. Alfie Kohn might be controversial but his research does not reinforce the use of what he would term ‘bribes’. And that is what ‘points for prizes’ are.
Genuine engagement comes from an internal motivation. If the gamified points-for-prizes were removed, would the desired behaviours continue? Nope. And you’ve thoroughly reinforced the position that they shouldn’t. Plus, the incidental stuff that isn’t directly being bribed via points-for-prizes suffers. “Is this going to be in the test?”
“…money affects our attention as shown by Alfie Kohn’s experiment where participants are given cash for remembering words on cards, but they are almost unable to remember any of the word cards’ colours. That wasn’t what they were focused on so their incidental learning was minimal. The same goes for our incidental attention.” – From my book ‘The Brain-Based Boss’
Of course, that is assuming there is a culture of support already in existence for people’s internal motivation. Given the generally terrible levels of engagement everywhere, this clearly isn’t the case. If motivation levels are starting from a baseline of terrible, I guess the games can’t make things any worse. But is, “Can’t make it any worse” really a sound tick in any cost / benefit analysis for a software investment or intrusive engagement project?
Carol Dweck might argue that the problem isn’t that we reward, but what and how we reward.
“Dweck’s famous finding from this and other studies was that people tended to fall into one of two groups. There are those who believe that their talents are a fixed trait. They believe they are or they aren’t fast, strong, smart, etc. This is the fixed mindset group. Then there are those who believe that talent is something that can be developed. This is the growth mindset group. You can tell them apart by their behaviour towards work and mistakes. If you have a fixed mindset and believe you are what you are then why would you work hard and why would you attempt something new or challenging that could lead you to making mistakes and being judged on them? Growth mindset people do the work and see mistakes as a pathway to learning. They use the word “yet” a lot. They say, “I did” versus “I am”. For them, becoming is better than being.” – From my book ‘The Brain-Based Boss’
So, by all means, play your silly games and see how it goes. True ongoing engagement that drives productivity comes from a working environment supportive of people’s need for autonomy, development and a sense of meaning in what they do, and a pay level sufficient to remove money as a worry. If points-for-prizes are offered as a short-term attention campaign, I can see it working in a focused way in an area with a definite problem. A health and safety campaign or a wellness campaign for example are, in themselves, good things and might contribute to an overall enhancement of engagement.
I’m trying not to be a hater here on the points and games, but all the info I see on them right now seem to come from those selling systems. Once I hear some credible and independent success stories, I tend to be a lot more generous of spirit.
I’m writing a new book – this time about adding ten years to our lives. Part of that is having to pay for the extra years. Not that working is just about earning but wine doesn’t pay for itself. (Note to self: invent self-paying wine.) Engaged employees – engaged people – live longer, better lives.
So, for income, a sense of purpose and simply something to do, we’d like to keep working. You and me anyway – on our terms. I’ve been reading some interesting research on how those of us trucking on into our seventies and onwards in the workforce can’t rely on being perceived as hire-able in the traditional sense. Even now, over half the ‘workers’ above 65 are self employed. There are lots of reasons for that. Some reasonable reasons and some not so much.
Being self employed is tough and challenging and has no guarantees. You either dig that scene or you don’t. I do. I never thought I would.
To better tool ourselves up for a future with options, we need to bulk up the quantity and quality of our social and professional connections. That’s good for health, longevity and business. We could also prep for our potential launch into self employment by having a Brain-Based Boss who allowed, even encouraged, Intrapreneurship. ENtrepreneurs are those idealised risk-taking arse-kicking people who take new ideas and energy and try and implement and monetise them. The minority who survive are lauded as wealth and job creators for others. This is true although it is a gruesome attrition. So, INtrapreneurs would, in theory, take that same attitude and apply it in a job inside an existing company.
It’s a thing. There’s even a conference about it.
The poster child for Intrapreneurs is the inventor of post-it notes who was working for 3M at the time and they took the idea. Although, that guy, whose name I cannot remember, was just trying to keep his place in his choir’s hymnbooks. He was using company time and resources to do it. 3M might be cool and programme such time and efforts into their people’s jobs, not just allowing it after the fact but encouraging it hoping for that 1-in-a-1000 hit.
Employee engagement is helped significantly where there is an alignment between an employee’s personal goals and the goals of the organisation. (Not just saying that they do.)
A recent study conducted by Macquarie Graduate School of Management showed that Corporate volunteering improves employee satisfaction, retention and engagement.
Corporate volunteers were very satisfied with their volunteering experience (83% satisfied), very likely to continue (87%), and very likely to recommend it to their friends (75%). The most common barriers were ‘not being asked’ (38%), ‘being too busy (36%), preferring to volunteer privately (31%), and preferring to donate money than to volunteer (21%).
I presume “I don’t care” and “I can’t be bothered” weren’t provided as options. Therein lies yet another failing of surveys and prompted responses.