Managing the Hidden Dynamics that Can Make or Break Your Success

Creating Culture Chemistry

Presented By: Ellen L. Moran, Ph.D.

What’s Your Experience?

We need someone who is more...

Proactive

Strategic

Process oriented

Innovative

Customer focused

Success!

We’ve found the right person!He’s what we need…

• He can shake things up

• Get us on the right track

• He’s already delivering the right messages

The Problem...

People don’t seem to be listening...Complaints about his style...

He thinks things are worse than we told him...

This is concerning…

Six Months Later

What did we miss?

One Year Later

Consequences

Hire someone more like the culture

Give up on culture change

Cynicism regarding leadership

Potentially unnecessary career failure

Reduced confidence in choosing the right person

Who has seen this movie before?

Can you share a brief story?

What went wrong?

• There was a key pattern (and language) mismatch

• Good intentions, ineffective impact

• Everyone is frustrated, but not sure why it happened or what to do about it (below conscious disconnect)

What’s the solution? Our Agenda

• Become aware of the power of patterns

• Discover some of our own

• Apply this awareness

• Connect and influence the culture

Patterns = Meta Programs

• Direct our attention and thought processes

• Describe characteristics of thinking, motivation and behavior

• Influence our experiences

• Patterns can make us effective or ineffective depending on the contexts

What I

prefer...

CriteriaWhat I

decide

Motivation

What are Criteria?

• Things that are important to us

• Personal labels for values

• Words that incite

What’s important to you in a car?

Criteria – What do you want in...X?

Criteria – What do you want in...X?

What are Criteria?

• Hot buttons• Can be positive or negative

• Composed of many elements, conscious and (mostly) unconscious

Examples

Innovative =

Love =

Make me laugh

New NovelAutomated

Be on time Spend time together

Specific Criteria

Challenge

Success

Competence

Recognition Ease

Freedom

Specific Contexts

Vacations

Interviews Culture

Relationships

Primary Criteria Questions

• What do you want (in context – a job, a relationship, a particular thing, etc)?

• Why is that important?

Discover yours

• Use your work sheet

• Consider your current job role or the one you want

• Write down your answer to the criteria questions

Uses for Criteria

• Decision making

• Job competencies

• Interviewing

• Decoding the culture

• Sales & Marketing

• Customer Service

• Team Dynamics

I f there is no t ime for any other discovery

• Probe and understand others’ criteria

• Many other patterns emerge from criteria

The Power of Criteria

Motivation Source – Internal/External

Motivation Pattern

ExternalInternal

Use your worksheet

Write your answer to the quest ion…

How do you know you’ve done a good job at be ing…(your

ro le)?

Discover Your Pattern

Internal Positives

• Evaluate things on the basis of what they think is appropriate

• Provide their own motivation and make their own decisions

• Decide about what they want to doand how they are doing

Internal Negatives

• Have difficulty accepting other people's direction and feedback

• May reject important feedback

• May be seen as distant, arrogant or uncaring.

When Both Parties are Internal...

Both sides believe:

• The other is wrong or mistaken

• Their motives are questionable

• Both sides have difficulty listening to reach resolution

How can you apply this now?

Company Culture

• Listen carefully and respectfully to their criteria and past successes

• Dig deeper to be sure you understand

• Do not imply you know more, have the answer or are imposing your standard

• Assume they are internal until you see signs they are looking for guidance

Other Patterns Can Be Important

Change

GeneralOptions

Proactive

• Achieve a goal or solve problems

• Explore options or follow correct process

• Take proactive measures or think through issues first

• Change, evolve or hold on to what’s working

• Tolerate difference or hold the line on standards

• Stay focused on the big picture or pay attention to the details

• And more….

Summary

Strong internal pattern leads to disconnects and conflict

Connect with criteria to influence and motivate

Understand your personal criteria/driving patterns for clarity- confidence-motivation

Listen for job/culture criteria to find the success connections

Words that Change Minds , Shel le Rose Char vet

Motivation Patterns Reference

Motivate Everyone, Jay Arthur