Human Terrain and individual 6D analysis

Stefan Hermanns

Where do you want to go today?

What is your DMP?

Despite all available technology, 70-90% of all actionable intelligence is gathered through Human Intelligence.

Know the Human Terrain you are operating in

PMESII - ASCOPE Analysis within COINHave you done your Homework?

Who are your partners? Who is your „enemy“? Who is a „key player“?

Who has the most influence? Who is the „gossip guy“?

Who can I win for my idea? Who are „gate openers“? Who do I need to know? Who do I not know (yet)?

Some Questions you should ask yourself for guidance:

Social Network Analysis (Have you got the staff?)

The four quadrants of knowledge

„I don’t know, what I don’t know“

„I know, what I know“

„I know, what I don’t know“

„I don’t know, what I know“

Very Good for you!

Always keep on analyzing yourself and develop knowledge

management systems

Who can you ask, where can you find it?

Get used to it!

Our Brain is lazy and we love stereotypes!

But is there for example THE GERMAN?

0

25

50

75

100

Power Distance Individualism Masculinity Uncertainty Avoidance Pragmatism Indulgence

40

83

656667

35

6D analysis by Hofstede for Germany

Personal Favorite Quote from Police Profiling Training:

„All acts are the endpoint of a deliberate decision“

Have a look at the following pictures of the Manager Magazine (German Edition) to see the different outputs of Individuals

Siegmar Gabriel, Vice Chancellor of Germany and leader of the Social Democratic Party (SPD) Currently Minister of Foreign Affairs

Klaus Regling, CEO of the EFSF and Managing Director of the ESM (vol. of 700 bn EUR)

Jürgen Müller, CEO Central Europe Devision US-Software Company CENTRIX (Actually decided not to have an office - this is an airport lounge)

Scott Woods, CEO Facebook Germany

Armin Papperger, CEO Rheinmetal

Christian Illik, CEO Microsoft Germany

What can you do? How can you identify and a analyze your human terrain?

Based on Hall, Hofstede and Trompenaar

Identity

Evaluation of Individual

Relationship

Communication

CollectiveIndividuel

Indirect(High Context)

Direct (Low Context)

DiffuseSpecific

Power Distance

Time Orientation

Gender Role

Religion

Uncertainty Avoidance High Low

Low High

Monochrom Polychrom

Masculin Feminin

Private Issue Open Issue

X

X

X

X

X

X

X

X

Needs to be tailored to your fit Needs to be done regular

Needs to be done by different people Needs to be talked over

Needs to be in your archive

What needs to be done?

Understanding the cultural context is essential and will assist on decision and communication,

BUT:

I will not solve all your problems!

Will I have enough meetings? Will I be able to gather enough informations on meeting?

External Rating vs. Internal Rating Personal Bias

Is it worth the effort?

Critiques

Claude Levi- Strauss: “Any classification is superior to chaos and even a classification at the level of sensible

properties is a step towards rational ordering“

„Human Terrain and 6D analysis are important for every business context!“

„I do not need to look at individuals. We all want to make business and money; that’s what’s important“

„From an business ethic perspective it is no correct to gather Data on people, especially partners“

Discussion StatementsQuestions and