Human Dynamics

1. Human Dynamics Austin and San Antonio Chapters Association Of Energy Engineers

2. Who Am I & Where Am I ???

3. TheColiseumGame

4. Customers Your Bosses Competitors Fellow Workers

5. Oh what fun that Coliseum place is . . . that is . . . unless you are a Gladiator . . . You Are NOT A GLADITOR!!!

6. Human Dynamics What Are

7. Just What Are Human Dynamics ??? The mixing together of individual, seemingly unrelated interpersonal and social elements, to produce relatively predictable interpersonal results.

8. TheseElements Have An Infinite Number Of Combinations With No Two Being Alike We will first take a look at some of the elements separately . . . then look at a few of the combinations . . . and what they most likely will produce . . .

9. What They Are 10 The10Powers Of Human Dynamics

10. Human Dynamics Triangle Food Building Alliances Control The Dance Floor TheFirst Minute Disarming Fii Fishing Territorial Imperative The Male Ego Being Different The Gambler TheGambler

11. 10 The 10 Powers Of Human Dynamics 1. The Power Of The Territorial Imperative 2. The Power Of The Male Ego 3. The Power Of Being Different 4. The Power Of The Gambler

12. 5. The Power Of The First Minute 6. The Power Of Disarming 7. The Power Of Fishing 8. The Power Of Controlling The Dance Floor

13. 9. The Power Of The Building Alliances 10. The Power Of The Food

14. #1The Power Of The Territorial Imperative

15. What Is The Territorial Imperative? 1. Marking One’s Territory 2. People’s Office Lay – Out 3. Men Talk In Rows

16. #2The Power Of The Male Ego

17. Men 1. Like to feel Superior 2. Like to be In-Charge 3. Like to talk about Themselves 4.Like to feel Important 5. Like to be Included

19. How Do Play To Their Ego? 1. Let them talk about themselves 2. Put men in a smallgroup-setting 3. Always do everything First Class 4. Put the spot-light onthem

20. What Else Is There To Know About The Male Ego 1. Men feel threatened with they are face-to-face in a Business Situation They react by: a. throwing up their Wall-Of-Defense b. mentally get: Ready To Rumble

21. There Are Two Specific Ways To Get A Man To Let-His-Guard-Down The trick with Men . . . is to take them out of their logical / business mode . . . and to get them into a personal / emotional mode . . . once you have done that, they are yours.

22. 1. Get Them Out From Behind Their Desk & Side-By-Side Invite them to sit at the Conference Table Sit down next to them: a. conference table b. two chairs c. next to them at their desk (be aware of their Territorial Imperative)

23. 2. Papers Help Create A Conversational Triangle Clientvs PaperDialog By introducing a third-party element and creating a triangle discussion where Men feel less-threatened, more open to listening, thus increasing Producer’s chances of success

24. #3The Power Of Being Different

25. Remember Lucy

26. Wassberg’ism Our Class Motto: “If you do what everyone else does . . . You get what everyone else gets” C.W.W. 6/29/2006

27. Wassberg’ism If you want something that others don’t get. . . Do something that other’s don’t do . . .

28. Speaking Of Being Different Start with the Receptionist . . . talk with them Next talk with the President’s Assistant . . . (If you are not the President’s Assistant Best Friend, it is your job to make yourself one)

29. A Human Relations Tip: Tip: always carry peppermints (not the cheap ones) . . . hand them out . . . people will always positively remember you . . .

30. Another Way To Be Different: Talk in stories – purpose is to aid in: Creating Visual Communication Turn your words into images-in-the-mind . . . which aids retention and increases comprehension

31. #4The Power Of The Gambler

32. Words From That Kenny Rogers’ Song Know when to . . . . hold’um fold’um walk away run

33. #5The Power Of The First Minute

34. What Is The First Minute ??? From the time you first meet someone, you have 60 seconds to: 1. Find Out Three Things About Them 2. Make Them Smile

35. #6The Power Of Disarming

36. Disarm = Put At Ease Definition of Disarm: To make friendly

37. Ways To Disarm A simple is the most effective / fastest way of: a. Disarming Someone b. Putting Them At Ease c. Creating A Warm Feeling d. Connecting With Someone

38. Ways To Put People At Ease 1. Complements: a. About Them Personally 1) reputation 2) clothing b. Their Office (Building, Reception Area) c. Their Employees (Receptionist)

39. Also: 2. Being niceto people is powerful 3. Manners are powerful

40. #7The Power Of Fishing

41. How To Create A Comfortable, Non-Threatening Environment 1. Be A Periscope For Other’s Passions aka “Going Fishing” (Looking For Something To Talk About) 1) On The Way To Their Office 2) When First Inside Their Office

42. #8The Power Of Controlling The Dance Floor

43. You don’t control the Dance Floor by being the Best Dancer You control the Dance Floor by controlling the Music

44. Fishing

45. #9The Power Of Building Alliances

46. Divide Your Work Into Three Categories 1. “A” items = The most important parts of your idea ( They are non-negotiable) 2. “B” Items = May negotiate, but only if it betters your position 3. “C” Items) = These are up-for-grabs early, and often

47. Be A Marriage Broker Find out what others want . . . Then seek to pair-them-up with others who need help . . .

48. #10The Power Of Food

49. The Power Of Food Once a person agrees to have a meal with you . . . it is a sign that they are letting you into their Private Space . . . you then move immediately from merely a business relationship . . . into a personalrelationship . . . and the person’s “guard”starts to let-down”

50. Final Tips Three