Using Human Instincts in the World of Work Andrew O’Keeffe Hardwired 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

GoodBad 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, Accepting Active Anxious Attentive competent Confident Dominant Empathetic Enthusiastic Honest Likeable Optimistic Professional Supportive 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, seconds Accepting Active Anxious Attentive competent Confident Dominant Empathetic Enthusiastic Honest Likeable Optimistic Professional Supportive 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, seconds Accepting (0.6) Active (0.89) Anxious Attentive competent Confident Dominant Empathetic Enthusiastic Honest Likeable Optimistic Professional Supportive 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, seconds 15 seconds Accepting (0.6) Active (0.89) Anxious Attentive competent Confident Dominant Empathetic Enthusiastic Honest Likeable Optimistic Professional Supportive 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, seconds 15 seconds Accepting (0.6) Active (0.89) Anxious Attentive competent Confident Dominant Empathetic Enthusiastic Honest Likeable Optimistic Professional Supportive Warm 6 secs

Being Understood Bad IdeaGood Idea Source: Andrew O’Keeffe, Hardwired Humans

Bad Idea Being Understood 2 seconds = Good Idea Source: Andrew O’Keeffe, Hardwired Humans

Good IdeaBad 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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