Magicians and scientists know humans are irrational and unreasonable. They have learned to take advantage of the gap between how we think we act and how we really behave. Organizations often choose a different approach, by expecting people to act rationally and reasonably -- which is akin to forcing someone to be tall. We will uncover some key relationships between human behaviour and business situations as we explore questions like: "What makes a business case compelling?" "How much documentation is enough?" and "How can change resistance be minimized?"
Become more effective by learning a magic trick of your own: how to make use of human nature to turn garbage into gold, by countering irrationality when it is damaging, and using it to benefit your stakeholders when it helps.
- Facilitate (and make) better decisions by calling out “fear management” masquerading as risk management.
- Improve change management by accepting the fundamental irrationality of all humans.
- Recognize business implications of human limits to memory and perception.
- Use arguments, disagreements, and resistance to reveal key information.
- Practice a new mantra to improve stakeholder relationships.
- Learn to NOT trust your gut when making decisions.