!!

The!Neuroscience!of!Leadership!

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Building(&(Mo,va,ng(High(Performance(Teams!

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Ian!Rheeder,!Markitects!Consul5ng!

The!Neuroscience!of!Leadership!&!TEC!Leadership!Model!©!Ian!Rheeder!2015!

OWNER & PRINCIPAL CONSULTANT

Cell: 083-300 8080

ian@markitects.co.za

Chartered Marketer (SA), MSc Leadership (cum laude)

Presentation by Ian Rheeder:

!  Strategy Facilitation

!  Research

!  Training (Marketing, Sales & Leadership)

www.markitects.co.za

!!!!

The Neuroscience

René!Descartes!C!1596!–!1650,!Father!of!Modern!Philosophy,!1600s!

“I!think,!therefore!I!am.”!“I!feel,!therefore!I!am.”!

The Neuroscience

Trust!is!an!emo:on!

People!don’t!act,!un5l!they!feel!something.!!Engagement!does!not!increase!unless!trust!increases.!The!decision!to!trust!is!not(intellectual!–!it’s!emo0onal.!

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6!

Men!

Women! Emo5ons!(80%)!Logic!

Emo5ons!Logic!(80%)!

How!our!mind!makes!Decisions!to!Act!

What!we!were!taught!!

Men!

Women! Emo:ons!(80%)!Logic!

Emo:ons!(80%)!Logic!

What’s!correct!!

Emo5ons!are!the!gatekeepers.!

Neuroscience!of!CEM:!Ian!Rheeder!

Leader!Employees!

Customers!Mirror!Neurons!

The Neuroscience

EMOTIONS!Drive!PEOPLE!–!PEOPLE!Drive!PERFORMANCE!

The Neuroscience

The!new!‘E’!word!for!Mo5va5on!

Engaged! 33%!

Not!!engaged! 49%!

Ac:vely!Disengaged! 18%!

In(the(USA,(49%(of(employees(are(not(engaged(–(Gallup,(2013(

82%!not!talented!to!lead!(therefore!training!required)!

70%!of!Engagement!variance!is!due!to!leadership!!

Neuroscience!of!CEM:!Ian!Rheeder!

Imagine!a!10Cperson!bicycle!approaching!the!finish!line:!!!!

•  3!are!pedaling,!!•  5!are!pretending,!and!!•  2!are!jamming!the!breaks!

Neuroscience!of!CEM:!Ian!Rheeder!

If!I!had!to!summarise!all!the!scien5fic!literature!on!the!causes!of!human!happiness!in!one!word,!that!word!would!be!“social.”!We!are!by!far!the!most!social!species!on!Earth.!!!CC!Daniel!Gilbert,!Harvard!psychology!professor,!(2012)!!!

Gilbert,!D.T.!(2012).!The!Science!behind!the!smile.!Harvard!Business!Review.!p.88.!Vol!90,!1/2.!

Why!Leaders!Need!to!Be!Likable!

0.77%!of!leaders!focus!on!both!!•  social!skills,!and!!•  results.!!

Socially!focused!AND!results!based!leaders!have!a!75%!chance!of!being!rated!a!great!leader!(versus!12%).!

MaUhew!D.!Lieberman,!Department!of!Psychology,!UCLA;!director!of!UCLA’s!Social!Cogni5ve!Neuroscience!lab.!(Book,!Social((2013),!Why!our!brains!are!wired!to!connect,!Crown;!hgp://www.scn.ucla.edu/socialbook.html!

Not!valuing!“social”!is!our!Achilles’!heel.!

"The(chances(that(a(manager(who(is(strongly(disliked(will(be(considered(a(good(leader(are(only(about(one(in(2,000.(A(growing(body(of(research(suggests(that(the(way(to(influence(RR(and(to(lead(RR(is(to(begin(with(warmth.”((

Cuddy,!A.J.C.,!Kohut,!M.,!&!Neffinger,!J.!(2013).!Connect,!Then!Lead:!To!exert!influence,!you!must!balance!competence!with!warmth.!Harvard(Business(Review,!91!(7/8),!54C61.!

Neuroscience!of!CEM:!Ian!Rheeder!

•  Creativity increases by 300%.

•  Call!centre!staff!400%!higher!sales!(tone)!

•  Other!sales!staff!37%!higher!sales!

Spreitzer,(G,(&(Porath,(C.((JanRFeb,(2012),(Harvard(Business(Review.(p.96,(and(p.102(

•  Blue Collared: 27% more productive

The Neuroscience

Basic!Emo5ons!

EMOTION! Opposite!Emo:on!(Nega:ve)!

Trust!!!!=!Oxytocin!

Disgust!!!

Robert Plutchik (21 October 1927 – 29 April 2006) was professor emeritus at the Albert Einstein College of Medicine and adjunct professor at the University of South Florida.

The Neuroscience

What the science has proven? !

1.  Be the First to do a small favour (reciprocity) 2.  Be Likable

1.  Body language & tone (mirror neurons) 2.  Similar to us (1:1 small talk doubles chances of winning a

negotiation) 3.  Pay genuine compliments (positive feedback) 4.  Cooperate (concede on something, win-win)

3.  Consensus: when people at all levels follow the leader (law of social acceptance), everyone starts to follow

Copyright Ian Rheeder

Trust Empathy

Oxytocin!

Dopamine!

Serotonin!

Reward`Mo:va:on!Reward!driven!Learning!

Challenging/Intense!Environment!!Enhances!awareness!&!Learning!

Feel`Good!Memory!&!Learning!

Hug!or!Love!Hormone!Bonding,!Contentment,!Calmness!

Norepinephrine!

Warmth! Happiness!

Energy! Energy!

TEC!Leadership!

Trust!+!Engagement!+!Competence!

4!x!neurotransmigers!are!produced!!

Copyright!©!Ian!Rheeder!2015!

The Neuroscience

SCARF!Model!(Dr!David!Rock,!2008)!

BASIC!NEEDS! Persuasion!:ps!to!build!trust!

Status! Democra:c!Style.!

Clarity! Visionary!Style.!

Autonomy!Freedom!to!choose!

Democra:c!Style.!!

Relatedness! Affilia:ve!Style.!Coaching!Style.!

Fairness! Democra:c!Style.!

(Rock, David: Your Brain at Work, 2009, p.169) !

People have an unconscious aversion to being persuaded.

Harvard!Professor,!Thales!Teixeira.!The!New!Science!of!Viral!Ads.!!Harvard!Business!Review,!Mar!2012,!p.25!

The Expert Negotiator

Trust is like a squeeze tube – once it’s squeezed out, it’s difficult to push back

in. Ian Rheeder, Markitects

So!how!do!you!persuade!then?!

How!much!money!is!a!good!leader!worth?!2009!report:!How!Extraordinary!Leaders!Double!Profits.!Jack!Zenger,!Joe!Folkman!&!Scog!Edinger!(Fortune!500!commercial!bank!study).!Cited!in!Entrepreneur!Magazine,!Sep!2014,!p.49.!

Best!10%!Leaders! Worst!10%!Leaders!15%!of!all!employees!who!thought!about!resigning!reported!to!these!10%!of!bosses!

50%!of!all!employees!who!thought!about!resigning!reported!to!these!10%!of!bosses!

Departments!reported!$4.5!million!annual!profits!

Departments!reported!$1.2!million!annual!losses!

60%!of!followers!were!happy!with!their!pay!

37%!of!followers!were!happy!with!their!pay!

“You!can’t!pay!me!enough!to!work!for!that!person!”!

“Working!for!a!great!boss,!I’m!happy!to!accept!less.”!

Case:!How!much!money!is!a!good!leader!worth?!!

1.!Engaged!employees:!!200!to!400%!more!produc:ve!than!average!(Ulrich!&!Smallwood,!2004).!!

2.!Highly!engaged!soiware!engineers:!!1,200%!more!produc:ve!than!average!!(Pfeffer!&!Sugon,!2006).!

3.!Disengaged!cost!you!34%!more:!!i.e.!$3,400!for!every!$10,000!spent!on!salary.!(Gallup)!

How!much!money!is!a!good!leader!worth?!

Businesses!with!the!most!gender!diversity!at!the!top!had!35%!beUer!return!on!equity,!and!34%!beUer!total!return!to!shareholders,!than!those!who!had!the!least.!

Catalyst!Consul5ng!group!(2004):!The!bogom!Line:!Connec5ng!Corporate!Performance!and!Gender!Diversity.!!

“If!you!can’t!explain!it!simply,!you!don’t!understand!it!well!enough.”!Albert!Einstein!

Three!TEC!Principles!Trust,!Engagement!&!hard!Competencies!

!!"As(to(methods(there(may(be(a(million,(

but(principles(are(few.!!

The(person(who(grasps!principles(can(successfully(select!their!own!methods.(

(!The(person(who(tries(methods,(ignoring!principles,!is!sure!to!have!trouble."(!Ralph!Waldo!Emerson!(1803C1882,!USA,!Lecturer,!Transcendentalists)!

!!

Trust!before!Engagement!&!Competence!

1. TRUST: "What are my leader’s intentions?”

2. ENGAGEMENT: “If there is no trust (i.e. disgust), then their engagement must be to manipulate me.”

3. COMPETENCE: "Is my leader capable of acting on those intentions (in #1 above)?”

Why!Listen!to!You?!

29!

People!don’t!logically!choose!to!listen!to!your!message,!and!then!get!emo:onal!about!it.!!People!first!have!a!feeling!about!you!(trust),!then!choose!to!listen!to!your!logic.!!Ian!Rheeder,!TEC!Leadership!System!

Trust!first!

“Vision!&!Values.!This!magers!more!than!all!the!hard!skills!that!we!spend!5me!on.”!!Sir!Terry!Leahy!(2012)!

!Leahy,!T.!(2012).!Leadership!Magazine!quoted!Sir!Terry!Leahy's!speech!at!The!Discovery!Invest!Leadership!Summit!2012.!Edi5on!331.!p.32!Between!1992!and!2012,!Leahy!grew!the!UK!retailer!Tesco,!ten!5mes!faster!than!other!major!retailer.!!!!

But!shared!values!or!culture,!will!eat!strategy!and!vision!for!breakfast.!

No!mager!how!“bad”!a!leader!is,!never!think!that!voters!will!not!vote!them!in!again.!Why?!

Shared!Values!

‘Soy’!Engagement!

Find!your!voice;!then!voice!your!voice.!

The Neuroscience

EMOTIONS!Drive!PEOPLE!–!PEOPLE!Drive!PERFORMANCE!

‘Hard’!Competence!

www.markitects.co.za(

“A!leader’s!ac,ons!contribute!more!to!commitment,!loyalty,!mo5va5on,!pride,!and!produc5vity!than!does!any!other!single!variable.”!!!Kouzes,!J.M.!&!Posner,!B.Z.!(2012:25).!The(Leadership(Challenge.!5th!Edi5on.!!

LEADERSHIP!TIP!

Mutual!Trust!

1.!CHARACTER! 2.!ENGAGEMENT! 3.!COMPETENCE!

Shared!Values!(Intent)!

Shared!Vision!(Intent)!

Shared!Mission!(Intent)!

Integrity/!Accountability!

Approachable!(open!door)!

Intelligence!&!Knowledge!

Transparency! Compassionate!(inquiring)!

Results!of!Ac5on!(Capability)!

Authen5city! Passionate!!(advoca5ng)! Wisdom!&!Skill!

Empower!&!Enable!Others!!

Fairness!&!Consistency!

©!Ian!Rheeder,!2015!

OWNER & PRINCIPAL CONSULTANT

Cell: 083-300 8080

ian@markitects.co.za

Chartered Marketer (SA), MSc Leadership (cum laude)

Presentation by Ian Rheeder:

!  Strategy Facilitation

!  Research

!  Training (Marketing, Sales & Leadership)

www.markitects.co.za

!

Thank!You!!