presentation baba shiv
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Neuroscience and the Connection to Exemplary Leadership
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© Baba Shiv 2013, All Rights Reserved
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A Competitor…
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What would you do?
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Insights…
Ø Discovering solutions “Customers” don’t buy products or services, they buy solutions
Ø Designing solutions Crafting the value proposition to the solutions being sought
Ø Vantage point—The instinctual brain Most of our actions and experiences are shaped at the instinctual level
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The “X” Framework…
Bored Stressed
ExcitedContentComforted
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Bored Stressed
ExcitedContentComforted
Playing safe, by the rules, going for the familiar, reassurance
Taking chances,explore
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Labeling the pathways: Type 1 Mindset…
Bored Stressed
ExcitedContentComforted
Playing safe, by the rules, going for the familiar
Type 1 Mindset: • Fear of making
mistakes • Failure à painful
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Type 2 Mindset…
Bored Stressed
ExcitedContentComforted
Type 2 Mindset: • Fear of missing out on
opportunities • Failure à Challengeà
Exciting
Taking chances,explore
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Evolution of firms: Type 2 à Type 1…
Bored Stressed
ExcitedContentComforted
Good at Exploitation
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Ø “X” Framework Ø Understanding of where the “customer” is/would like to be
Ø The pathway or pathways (type 1, type 2, or both) Ø Heuristics (based on factors that influence the pathways) Ø Research
Influencing others…
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Ø Role of individual within an organization Ø In charge of running a tight ship: Late majority/Late Adopters Ø In charge of business development: Early adopters/Early Majority
Heuristics…
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Bored Stressed
ExcitedContent
Open to explorationNew IdeasFeeling reassured
Factors influencing the mindsets…
Ø Age éAGE êNEUROCHEMICALS [serotonin, dopamine]
Ø Time-of-day LATER IN DAY êNEURO-
CHEMICALS [serotonin, dopamine]
Ø Alcohol* ê CORTISOL
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Factors influencing the mindsets…
Ø Age éAGE êNEUROCHEMICALS [serotonin, dopamine]
Ø Time-of-day LATER IN DAY êNEURO-
CHEMICALS [serotonin, dopamine]
Ø Alcohol* ê CORTISOL
Time of day
Sero
toni
n
Wake up
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Other factors: Relevance for leaders…
Ø Sleep hygiene Ø Importance of deep sleep
Ø Fitness hygiene Ø About 15 min. of cardio: ANP à Serotonin
Ø Dietary hygiene Ø Importance of protein in the diet, especially
breakfast
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Sleep – my story…
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Other factors: Relevance for leaders…
Ø Sleep hygiene Ø Importance of deep sleep
Ø Fitness hygiene Ø About 15 min. of cardio: ANP à Serotonin
Ø Dietary hygiene Ø Importance of protein in the diet, especially
breakfast
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Discovery through research…
Ø Surveys yield very little insights Ø So too, conversations with customers
Ø Importance of Ø Observation and empathy Ø Immersive safaris/expeditions
Ø Actually experiencing the journey
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Ø “X” Framework Ø Type 1, type 2 mindsets
Ø Implications for Ø The firm, you as an influencer, you as a decision-maker
Ø Knowing where the “customer” is/will be Ø Importance of factors such as age and time of day Ø Importance of sleep, fitness and diet
Ø Getting Type 1’s to take chances Ø Familiarity, social proof, social reinforcement, social pressure, desperation (premortems)
Summary…
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THANK YOU!
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Recommended readings…
Decision Making
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Recommended readings…
Introduction to Neuroscience