Using Human Instincts in the World of Work

Andrew O’KeeffeHardwired Humans

• Silos and internal competition

• Feedback and managing poor performers

• Implementing change is difficult

• Power of the informal grapevine

• Performance appraisal system

Common Frustrations for Leaders

What are our natural behaviours that

make us human?

Human Nature

Hardwired Human Instincts

Emotion Before Reason

First Impressions to Classify

Source: Nigel Nicholson, London Business School, Managing The Human Animal, and Harvard Business Review July–August 1998

Good Bad

Stimulus

Source: Andrew O’Keeffe, Hardwired Humans

Quick to Judge – a Teacher

Evaluation after a full semester (13 teachers)

Source: Nalini Ambady and Robert Rosenthal, “Half a Minute: Predicting Teacher Evaluations From This Slices of Nonverbal Behavior and Physical Attractiveness” in Journal of Personality and Social Psychology 1993, Vol 64. Mo 3, 431-441

Accepting Active

AnxiousAttentive

competentConfidentDominant

EmpatheticEnthusiastic

HonestLikeable

OptimisticProfessionalSupportive

Warm

Quick to Judge – a Teacher

Evaluation after a full semester (13 teachers)

Source: Nalini Ambady and Robert Rosenthal, “Half a Minute: Predicting Teacher Evaluations From This Slices of Nonverbal Behavior and Physical Attractiveness” in Journal of Personality and Social Psychology 1993, Vol 64. Mo 3, 431-441

30 seconds

AcceptingActive

AnxiousAttentive

competentConfidentDominant

EmpatheticEnthusiastic

HonestLikeable

OptimisticProfessionalSupportive

Warm

Quick to Judge – a Teacher

Evaluation after a full semester (13 teachers)

Source: Nalini Ambady and Robert Rosenthal, “Half a Minute: Predicting Teacher Evaluations From This Slices of Nonverbal Behavior and Physical Attractiveness” in Journal of Personality and Social Psychology 1993, Vol 64. Mo 3, 431-441

30 seconds

Accepting (0.6)Active (0.89)

AnxiousAttentive

competentConfidentDominant

EmpatheticEnthusiastic

HonestLikeable

OptimisticProfessionalSupportive

Warm

Quick to Judge – a Teacher

Evaluation after a full semester (13 teachers)

Source: Nalini Ambady and Robert Rosenthal, “Half a Minute: Predicting Teacher Evaluations From This Slices of Nonverbal Behavior and Physical Attractiveness” in Journal of Personality and Social Psychology 1993, Vol 64. Mo 3, 431-441

30 seconds

15 seconds

Accepting (0.6)Active (0.89)

AnxiousAttentive

competentConfidentDominant

EmpatheticEnthusiastic

HonestLikeable

OptimisticProfessionalSupportive

Warm

Quick to Judge – a Teacher

Evaluation after a full semester (13 teachers)

Source: Nalini Ambady and Robert Rosenthal, “Half a Minute: Predicting Teacher Evaluations From This Slices of Nonverbal Behavior and Physical Attractiveness” in Journal of Personality and Social Psychology 1993, Vol 64. Mo 3, 431-441

30 seconds

15 seconds

Accepting (0.6)Active (0.89)

AnxiousAttentive

competentConfidentDominant

EmpatheticEnthusiastic

HonestLikeable

OptimisticProfessionalSupportive

Warm

6 secs

Being Understood

Bad IdeaGood IdeaSource: Andrew O’Keeffe, Hardwired Humans

Bad Idea

Being Understood

2 seconds =

Good IdeaSource: Andrew O’Keeffe, Hardwired Humans

Good Idea Bad Idea

Being Understood

2 seconds = First 7 Words

Source: Andrew O’Keeffe, Hardwired Humans

Hardwired Human Instincts

Emotion Before Reason

First Impressions to Classify

Loss Aversion

Source: Nigel Nicholson, London Business School, Managing The Human Animal, and Harvard Business Review July–August 1998

Good Bad

Change

Source: Andrew O’Keeffe, Hardwired Humans

Good Bad

Change

Source: Andrew O’Keeffe, Hardwired Humans

Hardwired Human Instincts

Contest and Display

Social Belonging – Family of 7 and Clan of up to 150

Emotions Before Reason

First Impressions to Classify

Loss Aversion

Gossip

Confidence Before Realism

Empathy and Mind Reading

Hierarchy and Status

Source: Nigel Nicholson, London Business School, Managing The Human Animal, and Harvard Business Review July–August 1998

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