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We can expand our skills by looking to the other side. Manipulation would be tricking him/her into thinking he/she had good reason to make a change when in fact he/she didn’t, but that is absolutely NOT what’s going on with Instant Influence. In zijn nieuwste boek 'Verkocht! Er havent we heard this before, its called NLP – been around for years. YES! He recently released his newest book, To Sell Is Human, which is also now a bestseller.In this episode, Daniel joins me to speak about his new book, to tell us what's changed about sales, and to explain why we're all in sales now…even leaders. Hope that helps! The first has to do with AUTONOMY. Mike Pantalon. A couple of decades ago, a car salesman held all the cards because the buyer had no idea what the real cost was. Nicely done, Eileen! His other books include the long-running New York Times bestseller A Whole New Mind and the #1 New York Times bestsellers Drive and To Sell is Human. FREE Shipping on orders over $25 shipped by Amazon. Thanks! On the rare chance that she says, “1,” surprise her by saying, “What would turn it into a 2?” In telling you what it would take for her to become a 2, she reveals what she needs to do before she is able to make the revisions to the campaign. Because YOU wouldn’t be doing your job, Geoff. Too rational? Pink breaks down motivation into different versions. Met zijn vlotte schrijfstijl weet Pink hoe hij de aandacht vast kan houden. The approach sounds interesting. 2 Influence: Science and Practice If you’re in the persuasion business – and all of us are – you need to read Cialdini. In his new book To Sell Is Human: The Surprising Truth about Moving Others, Daniel Pink argues that no matter what your position in your organization, you probably spend a significant portion of your time trying to get others to part with resources. If you tend toward introversion, look at what extraverts do well — they’re great at striking up conversations with strangers. You could also ask her why she even considered the question or even agreed to the conversation with you. 2. If she picks a number higher than 2, ask, “Why didn’t you pick a lower (yes, lower) number?”, Question 1 seems irrational, because you’re asking, “How ready are you…?” of a person who just said, “No,” which we can assume means not at all ready. Daniel Pink makes a reasonable case for a more humane business environment. It is this kind of self-knowledge and ability to adapt to a situation that can help you get better at moving others.”, Pink’s work, with its emphasis on understanding ourselves and others, is part of a broader, growing affinity between humanistic values and effectiveness in business — one that is stressed throughout Advanced Management Program. Haha! Three olives, shake it up. And he’s generously agreed to share one of the tips from the book with us. Sounds like your answer would be “1”. Let us now introduce a suitable Kanji that depicts the way Daniel H. Pink lives. So, Jesus, if you do ask your daughter, make sure she gives you a # on the scale AND a reason why she didn’t say a lower #. If you ask, “Are you going to take my suggestion, yes or no?” they continue to keep their motivation hidden. It's early. Before delving into additional motivational constructs, we note a significant insight: the Lean-Agile principles of SAFe are themselves a system, too. The “off the beaten path” questioning designed to unearth the recipients motivation is exactly what woke my 25 year old up to discovering why he might want to keep his living area in the home clean. It’s much harder for those who are strongly extraverted or introverted to move to the middle. Another reason “Instant Influence” is NOT manipulation is because at the outset of the process the influencer acknowledges to the influencee that he/she does not have to do/change anything – that it is totally up to him/her what they decide to do, if anything. Wharton@Work. If you get a chance to try this technique, let us know in the Comments section how it worked out for you. There is no ‘one size fits all’ approach. Daniel Pink has been recognized as one of the top 10 business thinkers in the world. Kindle $5.85 $ 5. Very important for everyone to read this so you and both be persuasive and more effective and ward off being unconsciously persuaded by manufacturers, politicians, service providers abd others. Pink, who shares his ideas with the executives attending Wharton’s Advanced Management Program, explains, “Our negative perception of sales is based on a world in which sellers had an incredible information advantage over buyers. It’s the opposite of the rational and expected question, “Why aren’t you more motivated?” which only breeds more resistance. Make sure she gives you a number. However, by asking Question 2, you’re asking her to defend why your directive to revise the campaign is even the slightest bit important to her (e.g., deep down, she knows getting over her defensiveness around critique is an important career goal) rather than to defend her excuses why she won’t do it (e.g., too busy). Presentation Skills Training, ... Any model has to reckon with two huge changes that have occurred in the world of leadership, influence and persuasion in the last decade. Daniel Pink is naast schrijver ook spreker en presentator van het televisieprogramma Crowd Control van National Geographic. It was originally based on years of research my colleagues and I did on adaptations of MI with a wide variety of medical patients who expressed resistance to change. Privéleven. You made me laugh. If they do not really want to do something and you cannot motivate them differently, nothing will get done. The seller has to convince you that you have common ground, that through a sale you’ll both be better off.”. Daniel H. Pink is de auteur van bijzondere boeken over hoe het werkende leven verandert.Hij wordt beschouwd als een van de origineelste denkers over organisatie, management, leiderschap en 'psychologie op de werkvloer'. I hope this helps. In most endeavors, we should be awake to the power of beginnings and aim to make a strong start. So, after they tell you what would make it worse, ask them WHY they might want to work at avoiding the worse situation. What works in the workplace has changed. Good luck and let me know how it goes. Here are a couple of MI related books: Motivational Interviewing, Second Edition: Preparing People for Change, Motivational Interviewing in Health Care By Rollnick, Miller and Butler. Research from the past 50 years reveals that organizations rely on employee rewards that do not motivate people for long. Very well put, Stephan! 2. 95. Rewards can be used to This is another great book by Daniel Pink. Had not gone beyond their responses of changing their moods. Thanks for your interest in my work. Daniel H. Pink is the author of six provocative books — including his newest, When: The Scientific Secrets of Perfect Timing. Paperback $9.95 $ 9. It turns out there is no evidence to support that claim. The heart of “Instant Influence” is to help resistant people simply consider whether or not they have any of their OWN motives to do what you are asking of them, and it use some off-the-beaten path questions to provoke such thinking. “You need to be able to see things from the buyer’s perspective. Watching them has helped me learn more about myself and gain a skill that can help me move others. There’s nothing better than this part of my work – getting into the nitty-gritty of exactly how to us the approach with the people you most want to influence. manipulation is always a long-term losing strategy. NPR's Mary Louise Kelly talks with author Daniel Pink about his new book When: The Scientific Secrets of Perfect Timing. Thanks, Mike Pantalon. Does this work when used on supervisors too? Kanji is ingrained in the Japanese culture with each character having a different meaning. Whether we're employees pitching to our bosses, parents and teachers cajoling kids, or politicians presenting new policies, we … Instead I’ve found that irrational questions actually motivate people better. Thanks to Dan for posting this…a topic I love learning about. Get it as soon as Wed, Dec 9. Listen for illuminating stories -- and maybe, a way forward. Thanks. He was a host and a co-executive producer of the 2014 National Geographic Channel social science TV series Crowd Control. Neuro-Linguistic Programming at its best. My bet is that there IS some motivation there – beneath her superficial resistance. Pink looks to social science, which provides tips, clues, and strategies to become more effective. http://www.sciencedirect.com/science/article/pii/S0196064412001515, http://health.msn.com/health-topics/addiction/er-docs-can-help-curb-patient-alcohol-abuse-drunk-driving, A nifty trick for dealing with JERKS at work. He has also been the host and co-executive producer of “Crowd Control,” a television series about human behavior on National Geographic.Before that, Dan has been a business columnist, an advisor, and even a speech writer to then U.S. Vice President, Al … While the remaining questions of the “Instant Influence” approach ARE very important, the very next thing to do is to help the employee rehearse her positive reasons why she might move forward with the revisions. It may be a coincidence, but just a few weeks ago I read another book on the same theme: Punished by Rewards: The Trouble With Gold Stars, Incentive Plans, A'S, Praise, and Other Bribes by Alfie Kohn. Issue: Daniel Pink is bekend van de boeken 'Drive' en 'Een compleet nieuw brein' en als ex-speechschrijver van Al Gore. With her rehearsal of the positive done through #2, what’s the third question? Consciously spend a little more time listening than talking. Autonomy and the right questions can get us far with a resistant group. That is what you motivate her to do first. You need to strengthen your ability to influence and move others. Op bol.com vind je alle boeken van Daniel H. Pink, waaronder het nieuwste boek van Daniel H. Pink. The next time you’re in a setting involving a lot of people, take a cue from the introverts. The art and science of persuasion and how the brain really works. Find out more in this month's Nano Tool for Leaders, where Daniel Pink offers specifics on how to Sell Your Ideas through Attunement. What are your strengths and how can you use them to your advantage? How ready are you to make the revisions, on a scale from 1 to 10, where 1 means not ready at all and 10 means totally ready? Gather information before you dive right in. I love that question, especially because it draws change from the people you need it from – as opposed to imposing it. How do you get better at moving others? Best, Mike Pantalon. “Although we can’t always determine when we start, we can exert some influence on beginnings—and considerable influence on the consequences of less than ideal ones. Best, Mike Pantalon. You might even get some important feedback about your work environment. I’ll try this with my little girl, does’nt want to go to school. Did this for years in USMC and now in high school classroom. (Buy it at Amazon, BN.com, or IndieBound). Today, information like that is available to everyone. I’m glad Geoff isn’t my boss! Bestselling author Dan Pink shows us how to influence others more effectively; it’s as simple as A-B-C. I’m not an NLP expert, but I guess there could be overlap, especially given that the theory of NLP is quite broad and given that both “Instant Influence” and NLP use language in creative and seemingly irrational ways. However, most resistant people have some motivation that they keep from us. Hang back and read the landscape. Im sure both are still wondering why my son seemingly, “suddenly” decided to be a cooperative household guest. Daniel Pink's book, though, is much more readable, much shorter, and has a different slant. Daniel H. Pink is the author of six provocative books including his newest, When: The Scientific Secrets of Perfect Timing. And you are absolutely correct to think of MI in this context because “Instant Influence” started as an ultra-brief adaptation of MI. He has written six books, four of them New York Times bestsellers. Daniel Pink on Gaining the Influence Advantage, The Latest Thought Leadership for the COVID-19 Era, Customized Online Programs for Organizations, Customized Online Learning for Organizations, Meeting the HR Challenge: Data for an Uncertain Future, Advice for Investment Professionals: Invest in Yourself, Innovating in a Crisis: Lessons for 2021 and Beyond. Thus, there is no “programming,” in “Instant Influence.” The second difference is that, while NLP focuses on results and outcomes (e.g., success at work or home), “Instant Influence” focuses much more on the process of eliciting powerful and intrinsic motives from the influencee – their reasons for change. The recipe is straightforward. There’s nothing better than this part of my work – getting into the nitty-gritty of exactly how to us the approach with the people you most want to influence. We feel that the Kanji character below best captures the essence of … If she’s confused by the question (depends on her age), you could rephrase it by asking, “Why do you have ANY desire at all to go to school?” Let me know how it goes. Any fit with the irrational questions and any insight for me to ponder? In the end people will only do what they really want to do. ROBERT CIALDINI 20 BOOKS THAT HAVE MATTERED TO ME • DANIEL H. PINK The MI instructor demonstrated the scale questions to exlore the person’s level of importance and confidence in making the targeted change. Daniel H. Pink is one of the best-selling nonfiction authors of the last decade. Pink "Bad Influence": Alright, sir. Mike, I plan to check out your book and website. “But that said, we all tend to lean one way or other. Daniel Pink is the author of several bestselling books on the changing world of work. WHEN has spent 4 months on the New York Times bestseller list and was named a Best Book of 2018 by Amazon and iBooks. 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