1. BEHAVIOR CONDITIONING (CONDITIONING )

2. EMPOWERING YOUR PROFESSIONAL LIFE 1.Who’s pulling your strings at work? 2.Are you pulling the strings of co-workers the right way (tying them in knots)?? 3.Are you consistent in the wrong ways & inconsistent n the right ways? 4.Do you like roller coaster rides at work?

3. PRO SUCCESS TOOLS Behavioral conditioning techniques Positive vs. negative reinforcement of success

4. WHO PULLS YOUR STRINGS? WHOSE STRINGS DO YOU PULL?

5. 1.How much do you want to be in control of your own behavior, & how open are you to the influence of others? 2.How much are you willing for your org to “bend and shape” your pro behavior; your co- workers; yourself? 3.How much do you want to control who “programs” your personal & pro behavior?

6. WHAT IS BEHAVIOR CONDITIONING?

7. Human behavior is programmed/conditioned more by its OUTCOMES than its intentions. We tend to repeat behaviors that provide positive results & avoid behaviors that “gotcha” several times in the past.

8. Positive outcomes → future repetition Negative outcomes → future avoidance Mixed outcomes → inconsistent, uncertain, tentative future behaviors

9. Internal (self) reinforcement of your own behavior= dieting; studying; spending, etc. External reinforcement (via others) = Relationships Rewards Attention

10. Formal reinforcement = job descriptions; annual reviews; formal training Informal behavior conditioning = teamwork; co-worker comments; treatment by clients

11. THE MOST COMMON ORG BEHAVIOR CONTROLS Personal supervision of employees (personal attention) Job descriptions (reminder) Spending budgets (accountability) Workplace rules & regulations (conscience)

12. DIGITAL TECHNOLOGY BEHAVIOR CONDITIONING Instant reaction to incoming digi- messages → adrenaline rush Continuous multi-tasking nervous system excitation/exhaustion Reactive > proactive mental set *Social holism (continuous digital relationships maintenance) > work holism (work efficiency)

13. Conditioned to dislike & avoid her boss. Even the positive interactions they have don’t make up for the negative ones. “Over time they’re conditioned to avoid each other.

14. Work mistakes are best neutralized by immediate constructive reinforcement (not griping) from co-workers.

15. Public, positive reinforcement is worth its weight in gold.

16. Being conditioned to: Perform routine work only; Lose contact with the company as a whole; & Maintain the status quo > progress.

17. Competitive, performance-driven orgs often reward aggressive pursuit of self-agendas if they increase profit.

18. Employees empowered to manage their own informal teams are conditioned to accept responsibility.

19. Employees conditioned by office politics; lack of teamwork; & Social Darwinist (survival of the fittest) org culture.

20. NATHAN & VANESSA NORVELL CopyCat, Grand Rapids, Michigan

21. “Our sales and tech reps do a great job for our many customers around the region, so our success is no accident. We use a service follow-up system that keeps our customers loyal.”

22. “After each call, the tech rep immediately logs in 6 check points of vital information for our quality control and management information systems:”

23. 1.Arrival time 2.Client input about the problem needing to be fixed 3.Diagnosis of the actual problem 4.Feedback/explanation from the client 5.Departure time 6.24-hour follow-up call

24. “Each of these 6 steps reinforces a productive step towards success for both the rep and the client. Done over and over again, the rep and client are programmed for positive outcomes and expectations. Doing the right things in the right way at the right time certainly creates trust and good outcomes.”

25. The inconsistent conditioning emotional roller coaster

26. Consistent reinforcement of behaviors (+ responses to + outcomes & - responses to – outcomes) shapes those behaviors in predictable directions = behavior “conditioning”

27. Reinforcement inconsistency (such as driving in heavy traffic) makes for UNPREDICTABLE behavior.

28. COMMUNITY BEHAVIOR CONDITIONING

29. Strive to shape a positive work environment psychological gestalt in your professional zone via participative & conscious behavior conditioning

30. Virtual teams 4 I Ams (see Org motivators” slides) Contributions descriptions > job descriptions Having a presence when & where people are succeeding in their work