Leadership & Mindset
Should you reward the good or punish the bad?
The old management mantra says “Reward the good and punish the bad”. The fact is most of you have limited time and often have to prioritize tasks. So which one would you prioritize? The pre-eminent academic paper on the topic is called “Bad is stronger than good” and can be read here : http://www.csom.umn.edu/Assets/71516.pdf They methodically walk you through the research and clearly demonstrate that negative information, experiences and people are far more impactful than positive ones. The ideal situation is where you reward and accentuate the positive and get rid of the negative.
Managing cultural differences
Note: My series on conversational hypnosis is not yet complete but I decided to change the topic a little to ensure I cater to my different readers. I have spent the better part of the last 10 years managing larger organizations with international footprints. The allure of cheaper labour costs has been too strong to ignore for most organizations. For most, this is a new experience and most are ill-equipped to handle the cultural changes that come with this type of expansion.
Conversational Hypnosis #2
This is part 2 of my series on conversational hypnosis. Please read part 1 before continuing. Let me start by thanking everyone that wrote in with positive comments about my blog and the content. One of the requests was to break the content into smaller nuggets, which I will be doing starting from this entry. I have read lots of books and attended dozens of seminars... Dr Cialdini has really summarized the “Principles of Influence” very succinctly. These are :
Conversational Hypnosis (part 1)
After writing my entry about selling encyclopedias, many readers wrote in asking for more details. I had an internal debate and wasn't sure whether I should write a detailed article about covert hypnosis.... I have spent the better part of my carreer learning the techniques of covert hypnosis. When people read the word hypnosis, they think of a guy with a pendulum trying to get you to do things you normally wouldn't. They think of negative manipulation. Whatever your job or position, you spend your day convincing people to see situations your way.
Build Rapport in 30 seconds or less
In my previous entry (What I Learned Selling Encyclopedias), I talked about overcoming objection. Quite a few of the readers of this blog wrote to me asking what techniques I use. The techniques of persuasion and overcoming objection cannot be explained in one entry and takes years to master. I have spent a lot of time and money learning various techniques and practicing them over and over to get them just right. I will share with you some of those techniques in upcoming entries.
What I learned selling encyclopedias
In my youth, I was full of spunk and illusions of grandeur. While my friends were working at the local theater for minimum wage, I was scoping out more lucrative opportunities. One such opportunity was the sale of encyclopedias. For my younger readers, there was a time when most homes did not have the internet or a computer. During these “dark ages” the only way to find information was to go to a library or buy a set of encyclopedias.
Modern Science of Employee Motivation
As a manager, you are constantly adjusting your team for optimal performance. There are dozens of different factors that affect employee performance but one key element is motivation. Anecdotally you know that a motivated and enthused employee will outperform a sluggish indifferent one. There are plenty of so called experts selling their own blend of snake oil. Motivation can be as complicated or as simple as you make it. This entry will not be all encompassing and I will likely write future articles to complement this one.
The "YOU" Brand
Of all of the activities you undertake in your professional life, there is one that is supremely more important than all of others. It is the one activity that can differentiate you from everyone else. This activity is You! Most people do not realize that they are a brand. And like any other brand, your goal should be to create the best possible image and perception of your brand. Your brand is what will allow you to stand out. It is what will differentiate you from a sea of competitors.
A new model to consider when hiring employees
Even in the best economic times hiring a mid-to senior-level employee is an expensive proposition. Because the process is usually fairly lengthy, the hiring manager will be extra careful to ensure that they scrutinize every candidate in minute detail so that they make the best possible selection. They do not want to spend the time “getting the candidate hired” only to realize they may have made a bad decision. For these reasons alone, many companies have chosen to go without (jeopardizing the stability of their operations) or choose to go through temporary hiring agencies.