jochen peter breuer connecting emotional and business needs
TRANSCRIPT
- 1 -From Heart to Hard Facts © he2be 2015
Cost cutting
EBIT
Deadlines
Process Shareholder value
Bonus
Predictability
ROI
Facts & figures
How to connect emotional needs to rational business needs
Jochen Peter Breuer
From Heart to Hard Facts
- 2 -From Heart to Hard Facts © he2be 2015
Some of the business challenges I was involved in the last 30 years
An European consortium for the construction of a helicopter, having
already invested 1,7 B€, threatened to
collapse
An international merger in the
transportation sector lost high market
shares
A German mail order group impended to
close its UK subsidiary due to continued high
losses
A French and a German bank co-operating in Eastern Europe took
each other’s best customers away
A car supplier was going to lose its largest customer
because of serious quality defects
- 3 -From Heart to Hard Facts © he2be 2015
» And what is the common denominator of all these challenges?
There are PEOPLE behind each business challenge
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»And the second common denominator
of all these challenges?
The ROOT causes for the problems were:
»Deficient processes
»Low budgets»Technical failures»Time pressure»Fiscal constraints»Legal issues»Staff shortage»…
»Power & money issues
»Personal fears»Different values &
beliefs»Missing language
skills»Lack of
appreciation»Bursted certainties
& dreams
NOT: BUT:
- 5 -From Heart to Hard Facts © he2be 2015
• Who dares to address the „hot potatoes“• How can you fix the „emotional viruses“?
Emotional Viruses
Objectives and strategy
are clear ...
RIGHT! Let’s just do it!
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Constant change & pressure create self-defence reflexes ...
… and activates “emotional viruses”
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Emotional viruses“:Negative emotions with contamination
potential
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Emotional Viruses absorb a great quantity of energy…Fear
s
Temptations
I have to protect myself!
How to avoid conflicts?
Will I loose my job?
I’m going to look after my turf!
I’m not going to tell them that…!
Arrogance
… inducing a “mental pollution”
Resignation
I give in! They always want to have it their way…When it was only ‘us’, it was much better!
I’ll show them they’vegot it wrong!
Those guys over there know nothing!
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Headlock
“Mental pollution”: Negative state of mind generated by emotional
viruses
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How to deal with the mental pollution
in the organization?
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The most simple way is to value people !
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»The most simple way to value people is: Gather their
perceptions Do not judge
their perceptions Share your own perceptions
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» From desire to action: How to connect individual emotional needs
to rational business needs?
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Unlock.Align.
Deliver.
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1.Unlock: Gather
PERCEPTIONS
Identify emotional viruses generating protective intelligence behavior and structure them
The process: mentalmerger®
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It’s all about “Perceptions
”
»There is no “one” reality. You can only get the commitment of your team mates, if you value
their individual perceptions
- 17 -From Heart to Hard Facts © he2be 2015
We don’t see
things as they are. We
see things
as we are.
OSHO ZEN TAROT
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66! 9!
1. UNLOCK.
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The aim is not to judge the correctness of a perception, but to understand the “Why“
of the perception.
6 1. UNLOCK.
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Using metaphors and visualisation
1. UNLOCK.
A powerful tool to fix emotional viruses
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Is there a pilot in the plane ?
No clear strategy strongly affects employees.
They mention a lack of leadershipand clear directions.
1. UNLOCK.
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Informations
Statistics
Reports
STOP !
The French headquarter bombard us with requests for
reports and statistics
1. UNLOCK.
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« German steamroller »
1. UNLOCK.
The German managers don’t care about the
specifics needs of the Swiss market
- 24 -From Heart to Hard Facts © he2be 2015
You can’t describe
emotions.
You have to
express them.Jochen Peter Breuer
OSHO ZEN TAROT
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Gathering perceptions: Enables to put
emotional viruses “under quarantine”
“Rebalances” the organization emotionally
Prepares the organization for a switch into “collective intelligence” mode
It’s all about “Perceptions”
1. UNLOCK.
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1.Unlock. Gather PERCEPTIONS
2. Align. Get PERMISSION
Treat emotional viruses and align key players to enable solutions
finding
2. ALIGN.
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It’s all about “Permission
”
»You cannot align people on strategic and organizational issues
unless they are emotionally aligned.
2. ALIGN.
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the N°1 cause of dysfunctions in ambitious projects
2. ALIGN.
28
Get lost! I’m working on
important matters!
HEARTFACTS
The «Business is Business» mindset
Cost cutting
EBITDeadlinesProcess
Shareholder value
ROI
Facts & figures
Motivation
Subjectivity
Trust
Emotion
Mystery
Relationsship
Fun
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The « Business is Business » mindset provokes a protective intelligence behaviour
2. ALIGN.
The Nr. 1 cause of dysfunctions
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2. ALIGN.
Protective Intelligence Self-defense reflex to protect its interests and knowledge
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Increase pressurein order to IMPOSE
a new behavior.
Just do it !
Protective intelligenceattitude
2. ALIGN.
The established way of management:
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Emotional viruses
Drop of productivity:Objectives not reached
STRESS
Caricaturalbehavior
Cooperation=
burdenManagement by“damage control”
Fear of
failure
The strongest side dictatesthe law, or … break down
1+1= 0
Growing mistrust
Increased control & pressure
The toxic spiral of “business is business”
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If we use our protective intelligence,
we discourage one another.
2. ALIGN.
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If we use our collective intelligence,
we encourage one another.
2. ALIGN.
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2. ALIGN.
How to turn « protective intelligence »
into« collective intelligence
»
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How to getPermission ?
2. ALIGN.
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2. ALIGN.
Workshop objectives:1. Generate practical and concrete business
solutions2. Improve relationship effectiveness3. Differentiate between intercultural and
personality driven misunderstandings4. …
Dealing with
taboos
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2. ALIGN.
“Our leadership
reality inside our
company”
Germany
Objective
Logistics
Hierarch
y
Export Champions
Reporting Bala
nce
Dealing with
taboos
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2. ALIGN.
“Our leadership
reality inside our
company”
Vision & ambition
Enemies’ Target
Sharks
No means
France
Crocodiles
Archer
Archers
Good
teammate
Objective
Courageous
teammate
Opportunistic
teammates
We are the
best!
Dealing with
taboos
- 40 -From Heart to Hard Facts © he2be 2015 Spain
2. ALIGN.
“Our leadership
reality inside our
company”
Objective
Try to
catch the bus!
Follow me, or …
Blood
Enemies
Blood
Blood
Dead
enem
ies
Dealing with
taboos
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“Our leadership
reality inside our
company”
Spain
Germany France
2. ALIGN.
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More effective than imposing your power
Empowers people
The team builds its own collective perceptions
It’s all about “Permission”
2. ALIGN.
Getting permission
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Anchor positive behaviors in the daily routine
to speed-up objectives achievement
1.Unlock. Gather PERCEPTIONS
2. Align.Get PERMISSION
3. Deliver.Put into PRACTICE
3. DELIVER.
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It’s all about “Practice”
»A change in behavior is a process, that requires Practice, Practice,
Practice.
3. DELIVER.
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1+1=11
1+1= 0
Growth
Collapse
Stagnation
1. Optimism
EV3. Fear & Insecurity
2. Wait & See
4. Rebeillion or Resignation
EV
5. Confusion CRISIS
EVEV
6. Crisis management
EVEV
7. Identification
8. Stabilization
1 2 3 4 5Years
9. Performance
3. DELIVER.
The change curve is unavoidable. Integrating collective emotions helps reaching stability faster
and with less damage.
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3. DELIVER.
A powerful tool: the Ambassadors’ network MISSION
To coach change projects by preventing and removing emotional barriers in order
to enhance the human capacity of the
organization
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3. DELIVER.
Key-playerA person who is essential for the
success of a project, regardless of its hierarchical position
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3. DELIVER.
Creating an Ambassadors’ network to:Gather the key-players and maintain a shared visionEncourage and speed up the crucial exchange of
information and know-how
Anticipate upcoming emotional viruses leading to time-consuming and expensive blockages
Intervening as facilitators and mediators throughout the organization
Keep on the momentum and practicing
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3. DELIVER.
The 3 areas to take care of:Set-up quick
fixes on work-
issues:From
«Reacting»to
«Anticipation»
Re-enchant your mission: From «We shall do» to «We walk the extra
mile»
Become professiona
l in
relationships:
From «What’s in it
for ME?» to
«What’s in it for US?»
- 50 -From Heart to Hard Facts © he2be 2015
A behavior change is a process, not a one-shot “teambuilding”
Re-enchanting the mission builds up the basis for emotional involvement and a sense of community
The ambassadors’ network helps to remove emotional barriers in order to make behavior change happen
It’s all about “Practice”
3. DELIVER.
Practicing
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Hard Facts
HEART Facts
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HEART Facts
HARD Facts
Emotions are an asset !
Turn the iceberg upside down!
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Remember…
Here is the …
golden rule !
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All you will do and say…… will be retained in your
favour !
The golden rule
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or not to be !
A last important message
Connecting HEART to HARD FACTS requires…
courage !
Thank you !