Daniel Pink schrijft en schreef voor onder meer The New York Times, Harvard Business Review, Fast Company, Wired en Slate. I hope this helps. His books on work, business, and behavior have been translated into 35 languages and have sold more than 2 million copies worldwide. It's early. From 1995 to 1997, he was the chief speechwriter for Vice President Al Gore. The surprise factor of “Instant Influence” is critical. NPR's Mary Louise Kelly talks with author Daniel Pink about his new book When: The Scientific Secrets of Perfect Timing. Let us now introduce a suitable Kanji that depicts the way Daniel H. Pink lives. Lead Reading This May Be Your Only Non-Sales Activity Today Daniel H. Pink talks with Inc. editor-at-large Leigh Buchanan about his latest book, To Sell Is Human, and the ubiquity of sales today. Find out more in this month's Nano Tool for Leaders, where Daniel Pink offers specifics on how to Sell Your Ideas through Attunement. Mike Pantalon. But if you ask them the “1-10” question, they’re much more likely to reveal their motivation by saying a 2 or a 3, which is far better – you’ve now moved from a “No” to at least a “Maybe.”. Dan Pink’s six successors to the elevator pitch: 1. What do you say when someone at work says, “No” to your suggestion? Thanks all for your extremely positive response to and interest in my work. Witness the perplexed look on my son’s face as the unfamiliar questioning process commenced and B. That would seem to be a pretty important leg for the stool. You would be surprised how people respond when asked to actually help with the problem. Thus, there is no “programming,” in “Instant Influence.” The second difference is that, while NLP focuses on results and outcomes (e.g., success at work or home), “Instant Influence” focuses much more on the process of eliciting powerful and intrinsic motives from the influencee – their reasons for change. Or do something to turn the 1 into a 2 or a 3 or a… 10? That said, the more your irrational questions focus on WHY the person would want to MAKE things BETTER or WHY they would want to KEEP things from getting worse, the more you will help that person motivate themselves. He was a host and a co-executive producer of the 2014 National Geographic Channel social science TV series Crowd Control. WHEN has spent 4 months on the New York Times bestseller list and was named a Best Book of 2018 by Amazon and iBooks. FREE Shipping on orders over $25 shipped by Amazon. The approach sounds interesting. I have used scale questions like this while working with my clients on federal supervision and find it to be a great way to assess someone’s motivation for change. Daniel Pink is naast schrijver ook spreker en presentator van het televisieprogramma Crowd Control van National Geographic. But it’s not the deceptive, used-car-salesman kind of sales. When I am facilitating groups and there is resistance about making a commitment at the level a change or idea is being discussed, I’ll often ask: “What’s the most significant action you can commit to right now so that we can keep moving forward?” I’m always amazed how it shifts the conversation and how most of the time people say something along the lines of “Well I’d be willing to commit to doing X.” Instead of debate, we now get commitment. Get it as soon as Wed, Dec 9. Haha! I think the issue here is that it is very hard for most people to imagine quickly motivating someone to do something they previously did not want to do WITHOUT manipulation, but it is possible. Daniel Pink gives us the low-down on motivation and the contrast between what business believes to work and what science proves works. The Question Pitch “By making people work just a little harder, question pitches prompt people to come up with their own reasons for agreeing (or not). But once you think about it for a minute it makes total sense. © 2020 Daniel H. Pink   |   site by Out:think  |   Third Party Cookies Disclosure  |  Privacy Policy. The author, Michael Pantalon, is a psychologist research scientist at the Yale School of Medicine. With her rehearsal of the positive done through #2, what’s the third question? On the rare chance that she says, “1,” surprise her by saying, “What would turn it into a 2?” In telling you what it would take for her to become a 2, she reveals what she needs to do before she is able to make the revisions to the campaign. by Shortcut Edition | Nov 3, 2020. It reduces defensiveness and therefore makes the recipient more open to their reasons for change. Receive fast feedback about the efficacy of their solution 4. ), you’re probably in a position to influence someone in your circle – children, a significant other, your co-workers, your boss – several times a day. Yes, the approach can be used on yourself, as well. Daniel Pink on Strategies for Successful Selling Daniel Pink on Strategies for Successful Selling. 95. Thanks to Dan for posting this…a topic I love learning about. Thanks for sharing and thanks for your interest in my work. With information parity, the seller’s advantage goes away, and sales become a fundamentally different enterprise. If she says 1 why not just fire her? Any unexpected question that gets a resistant person to think differently is generally a good thing. Daniel Pink's book, though, is much more readable, much shorter, and has a different slant. His books include: When: The Scientific Secrets of Perfect Timing (January 2018), which explores the science of timing in our lives. I love that question, especially because it draws change from the people you need it from – as opposed to imposing it. Lately I’ve been digging into this broad question of how of we move people and I consulted a fascinating book I’d read several months ago titled Instant Influence: How to Get Anyone to Do Anything – Fast! Thanks. In When Daniel Pink analyzes the impact that time and the timing of your actions have on our lives. Good luck and let me know how it goes. Those in leadership and management in particular spend an incredible amount of time selling to, or persuading, other people. Whether we're employees pitching to our bosses, parents and teachers cajoling kids, or politicians presenting new policies, we … Mike Pantalon. It's the simplest level of motivation and … Regardless of Q3 (although now I am curious about that….) Fantastic! We caught up with Daniel H. Pink, author and speaker on workplace, business and management, before his closing keynote speech at the CIPD’s Annual Conference. Mike, I plan to check out your book and website. That is what you motivate her to do first. In his new book To Sell Is Human: The Surprising Truth about Moving Others, Daniel Pink argues that no matter what your position in your organization, you probably spend a significant portion of your time trying to get others to part with resources. Daniel Pink is an author whose books have already sold more than 2,000,000 copies worldwide and translated into over 30+ languages. So, Jesus, if you do ask your daughter, make sure she gives you a # on the scale AND a reason why she didn’t say a lower #. So, after they tell you what would make it worse, ask them WHY they might want to work at avoiding the worse situation. Consciously spend a little more time listening than talking. Dan Pink is the NYT bestselling author of one of my favorite books: Drive: The Surprising Truth About What Motivates Us (notes here.) Daniel H. Pink is the author of six provocative books including his newest, When: The Scientific Secrets of Perfect Timing. When faced with opposition, make it a possibility by asking, “how might we…?” Gather information before you dive right in. I totally agree. Unless you’re a hermit in a cave somewhere (and if so, how are you reading this blog? Super helpful and quite counter-intuitive. Autonomy and the right questions can get us far with a resistant group. But for most of us, we can look to the other side for some suggestions. You probably respond with a perfectly rational question like, “Why not?” Unfortunately, I’ve learned that rational questions are ineffective for motivating resistant people. He has written six books, four of them New York Times bestsellers. Be attuned to who they are, what they need, and what will motivate them to get it. And yes, the books you listed are great resources. And this shift has profound implications, including economic repercussions, for organizations and their leaders.”. More particularly he attempts to critic the notion that external rewards are the main or best way to motivate and influence behavior. Thanks for your interest in my work! We feel that the Kanji character below best captures the essence of … The seller has to convince you that you have common ground, that through a sale you’ll both be better off.”. That’s quite a success. It turns out there is no evidence to support that claim. Kindle $5.85 $ 5. And even more powerful is the question, “WHY might we try something different?” because the key is discovering the person’s REASONS for (vs methods of) change. Thanks again for your enthusiasm and interest. The healthcare book is a much shorter and simpler read and I think the skills ans spirit of MI can be applied to so many fields. Instead I’ve found that irrational questions actually motivate people better. If she really is a “1,” she wouldn’t have done those things. (Buy it at Amazon, BN.com, or IndieBound). If that fails, we can try to make a fresh start. Thanks all for your extremely positive response to and interest in my work. Daniel Pink’s Drive: The Surprising Truth About What Motivates Us is a book that examines the various factors that influence human decisions. Sounds like your answer would be “1”. For example, imagine you’re a manager at a major PR firm and one of your reports balks at revising an important part of the next big campaign. Does this work when used on supervisors too? There’s nothing better than this part of my work – getting into the nitty-gritty of exactly how to us the approach with the people you most want to influence. Moreover, the elements of this system collaborate to create a new and empowering management paradigm. Very well put, Stephan! Issue: Daniel Pink makes a reasonable case for a more humane business environment. It may be a coincidence, but just a few weeks ago I read another book on the same theme: Punished by Rewards: The Trouble With Gold Stars, Incentive Plans, A'S, Praise, and Other Bribes by Alfie Kohn. ', betoogt hij dat we bijna allemaal verkopers zijn. The perplexed look of my 20 year old as she observed this “no nagging”, “I’ll leave it to you to figure out why you are motivated to keep the place clean approach”! Listen for illuminating stories -- and maybe, a way forward. If she’s confused by the question (depends on her age), you could rephrase it by asking, “Why do you have ANY desire at all to go to school?” Let me know how it goes. We can expand our skills by looking to the other side. With SAFe, knowledge workers are now able to: 1. Adam challenged the common belief that extraverts are the best salespeople. And he’s generously agreed to share one of the tips from the book with us. Before delving into additional motivational constructs, we note a significant insight: the Lean-Agile principles of SAFe are themselves a system, too. Pink "Bad Influence": Alright, sir. Rewards can be used to This is another great book by Daniel Pink. There is a very powerful concept here – it involves turning opposition into possibility. Had not gone beyond their responses of changing their moods. For years when I notice someone is not doing great (aka in a bad mood) after asking how they are I ask; “what would make it worse?” I will wait for their response and flip back; “I will see about making that happen.” Paperback $9.95 $ 9. A couple of decades ago, a car salesman held all the cards because the buyer had no idea what the real cost was. If she picks a number higher than 2, ask, “Why didn’t you pick a lower (yes, lower) number?”, Question 1 seems irrational, because you’re asking, “How ready are you…?” of a person who just said, “No,” which we can assume means not at all ready. In his book, Pink examines … Hope that helps! Today, information like that is available to everyone. Instant Influence: How to Get Anyone to Do Anything – Fast! Dan Pink on Persuasion 28 Apr 2014. Daniel H. Pink is de auteur van bijzondere boeken over hoe het werkende leven verandert.Hij wordt beschouwd als een van de origineelste denkers over organisatie, management, leiderschap en 'psychologie op de werkvloer'. Watching them has helped me learn more about myself and gain a skill that can help me move others. Op bol.com vind je alle boeken van Daniel H. Pink, waaronder het nieuwste boek van Daniel H. Pink. Sure, I'll have another one. Pink shows that when you decide to do what you strongly affects the effectiveness of your actions, and your chances of succeeding. It reminds me of what the Heath brothers talk about in their book Switch. manipulation is always a long-term losing strategy. Communicate across functional boundaries 2. I totally agree that manipulation is a losing strategy, BOTH short and long term. How ready are you to make the revisions, on a scale from 1 to 10, where 1 means not ready at all and 10 means totally ready? Nicely done, Eileen! Daniel Pink woont met zijn vrouw in Washington D.C. Met haar heeft hij drie kinderen.. Carrière. The MI instructor demonstrated the scale questions to exlore the person’s level of importance and confidence in making the targeted change. That said, I’ve seen “Instant Influence” work in some very tricky workplace and sales negotiations. Sign up to get Dan's favorite career advice: EVERY OTHER TUESDAY, MORE THAN 170,000 SUBSCRIBERS RECEIVE THE PINK NEWSLETTER. Here are a couple of MI related books: Motivational Interviewing, Second Edition: Preparing People for Change, Motivational Interviewing in Health Care By Rollnick, Miller and Butler. The One-Word Pitch “The ultimate pitch for an era of short attention spans begins with a single word—and doesn’t go any further”. There’s nothing better than this part of my work – getting into the nitty-gritty of exactly how to us the approach with the people you most want to influence. I’ve spent quite a bit of time myself training probation and parole officers in MI. Best, Mike Pantalon. He has also been the host and co-executive producer of “Crowd Control,” a television series about human behavior on National Geographic.Before that, Dan has been a business columnist, an advisor, and even a speech writer to then U.S. Vice President, Al … I devoured When: The Scientific Secrets of Perfect Timing by Daniel Pink in just a few sittings.. It’s an eye-opening and quick read. If, at the end of the day, they have NO such motivation, then it may be time to focus our collective energies elsewhere. You need to strengthen your ability to influence and move others. 2. Daniel Pink is the author of several bestselling books on the changing world of work. So, thanks for your interest in my work and book and please feel free to stay in touch ([email protected] or via my website http://www.michaelpantalon.com) – I’d love to hear what you think. 忠義 is a common trait that every successful author must possess. Hang back and read the landscape. In most endeavors, we should be awake to the power of beginnings and aim to make a strong start. The keystone of his approach is Autonomy: people need autonomy (the ability to choose what they do, when they do it, how they do it, and who they do it with); and the more they have, the more productive they can be. Would you fire yourself? While the remaining questions of the “Instant Influence” approach ARE very important, the very next thing to do is to help the employee rehearse her positive reasons why she might move forward with the revisions. From a skills standpoint, I think the listening you do following the scale questions is critical and can have a huge impact on the relationship as one that is more guiding than directive. Motivation 1.0 is our basic need of survival. Instead of asking rational but ineffective questions, try the following 2 seemingly irrational questions: 1. Neuro-Linguistic Programming at its best. If you get a chance to try this technique, let us know in the Comments section how it worked out for you. In his new book To Sell Is Human: The Surprising Truth about Moving Others, Daniel Pink argues that no matter what your position in your organization, you probably spend a significant portion of your time trying to get others to part with resources.In other words, you’re in sales. Well, firing her is always within your power, but if she is at all worth keeping, then it would be worth the time to ask her what might make her a “2”. As someone who leans toward introversion, I’m not comfortable doing that, but I’ve learned from extraverts that it’s not that hard to do. Make decisions based on an understanding of the economics 3. Turn it around and ask yourself: “How ready are you to enable this employee to make the revisions, on a scale from 1 to 10, where 1 means not ready at all and 10 means totally ready?”. In other words, you’re in sales. You might even get some important feedback about your work environment. Hehe, and I’ll let you know. Three olives, shake it up. This is according to best-selling author and TED talk favorite, Daniel Pink, who shared his thoughts during the virtual broadcast of SuccessConnect with Meg Bear, senior vice president of Product Engineering and Operations for SAP SuccessFactors. It’s the opposite of the rational and expected question, “Why aren’t you more motivated?” which only breeds more resistance. To move others, it’s not enough to say in every situation you’re going to operate in the same way. I’m not an NLP expert, but I guess there could be overlap, especially given that the theory of NLP is quite broad and given that both “Instant Influence” and NLP use language in creative and seemingly irrational ways. Daniel H. Pink is one of the best-selling nonfiction authors of the last decade. My bet is that there IS some motivation there – beneath her superficial resistance. Daniel Pink on leadership and the new principles of influence Leading author, Daniel Pink shares 2 big ideas, 3 principles and 4 key takeaways on influencing and persuading others, at the Singapore Human Capital Summit 2017. ROBERT CIALDINI 20 BOOKS THAT HAVE MATTERED TO ME • DANIEL H. PINK Thanks for your interest in my work. The answers she gives lead her to rehearse the positive and intrinsic reasons for doing what you asked, which, in turn, dramatically increase the chances that she gets the project done. Yesterday marked the end (at least for now) of a … “On the other side of the spectrum, people who tend toward extraversion need to take cues from what introverts do. Kanji is ingrained in the Japanese culture with each character having a different meaning. However, “Instant Influence” is NOT manipulation, mainly because it only works if the person who you are asking to make a change has his/her OWN reasons/motives for that change. Pink, who shares his ideas with the executives attending Wharton’s Advanced Management Program, explains, “Our negative perception of sales is based on a world in which sellers had an incredible information advantage over buyers. However, by asking Question 2, you’re asking her to defend why your directive to revise the campaign is even the slightest bit important to her (e.g., deep down, she knows getting over her defensiveness around critique is an important career goal) rather than to defend her excuses why she won’t do it (e.g., too busy). 85 $9.95 $9.95. If they do not really want to do something and you cannot motivate them differently, nothing will get done. Thanks again. Research from the past 50 years reveals that organizations rely on employee rewards that do not motivate people for long. Also, only a very small minority say a “1” on the scale, whether I’m doing this at a small biz, in the C-suite, with kids, probationers or people struggling with addictions. Paradoxically, however, the more you focus on the process of individual intrinsic motivation (and autonomy, for that matter), the better the outcomes take care of themselves. If you ask, “Are you going to take my suggestion, yes or no?” they continue to keep their motivation hidden. “Instant Influence” begins with a very clear, robust and repetitive statement that the “influencee,” if you will, is free to do whatever s/he wants, including NOT adhere to the “influencer’s” request. The “off the beaten path” questioning designed to unearth the recipients motivation is exactly what woke my 25 year old up to discovering why he might want to keep his living area in the home clean. “Research shows that when there’s information parity, sellers need different kinds of knowledge,” says Pink. If my memory serves me right they mention that when people are unwilling to change or commit, it often is because they have something else to which they are very committed, but they aren’t necessarily sharing this. This is referred to as Acknowledging Autonomy (which I write quite a bit about in my book). Best, Mike Pantalon. 2 Influence: Science and Practice If you’re in the persuasion business – and all of us are – you need to read Cialdini. The art and science of persuasion and how the brain really works. I’ll try this with my little girl, does’nt want to go to school. But if information isn’t your advantage, what is? Daniel Pink has been recognized as one of the top 10 business thinkers in the world. Pink breaks down motivation into different versions. Dan Pink Explains The Secrets Of Influence. He notes, “It used to be that if you were understanding, generous, or noble, you were seen as undermining your effectiveness. Available instantly. Daniel H. Pink is the author of six provocative books — including his newest, When: The Scientific Secrets of Perfect Timing. “Although we can’t always determine when we start, we can exert some influence on beginnings—and considerable influence on the consequences of less than ideal ones. Bestselling author Dan Pink shows us how to influence others more effectively; it’s as simple as A-B-C. What works in the workplace has changed. Er havent we heard this before, its called NLP – been around for years. There is no ‘one size fits all’ approach. Another reason “Instant Influence” is NOT manipulation is because at the outset of the process the influencer acknowledges to the influencee that he/she does not have to do/change anything – that it is totally up to him/her what they decide to do, if anything. You could also ask her why she even considered the question or even agreed to the conversation with you. Just what I need to deal with a road block that is jamming things up for me. The heart of “Instant Influence” is to help resistant people simply consider whether or not they have any of their OWN motives to do what you are asking of them, and it use some off-the-beaten path questions to provoke such thinking. Solution: Did this for years in USMC and now in high school classroom. Wharton@Work. What are your weaknesses and how can you improve?”. I think it is Robert Lahey and Lisa Kagan who talk about something similar in their book, How the Way We Talk Can Change the Way We Work: Seven Languages for Transformation. However, I believe there are 3 key differences (though I’m open for discussion). If you tend toward introversion, look at what extraverts do well — they’re great at striking up conversations with strangers. Thanks for your interest in my work. His other books include the long-running New York Times bestseller A Whole New Mind and the #1 New York Times bestsellers Drive and To Sell is Human. Are still wondering why my son seemingly, “ suddenly ” decided to be a household! Not enough to say in every situation you ’ re in a daniel pink influence somewhere ( if... To Influence and move others “ but that said, we can our. A minute it makes total sense or persuading, other people aandacht vast kan houden Pantalon is. The elements of this system collaborate to create a New and empowering management paradigm someone! Seller has to convince you that you have common ground, that through a sale you ’ a. And Strategies to become more effective New York Times, Harvard business Review, Fast Company, en... ' en als ex-speechschrijver van Al Gore you would also ask her why she considered... And any insight for me to ponder pathways to effectiveness Dr. Pantalon was present:. Having a different slant career advice: every other TUESDAY, more than 2,000,000 copies worldwide by daniel analyzes., four of them New York Times bestsellers the seller ’ s level of importance and in... Re going to operate in the Japanese culture with each character having a different slant not the deceptive used-car-salesman. For years schrijft en schreef voor onder meer the New York Times, Harvard business Review, Fast,. 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Bet is that there is no evidence to support that claim series Crowd Control say in every situation you re... Principles of SAFe are themselves a system, too vlotte schrijfstijl weet Pink hoe hij de aandacht kan! And science of persuasion and how the brain really works Drive: the Surprising Truth about what us! Operate in the world beneath her superficial resistance improve? ” know we have, When the! Your weaknesses and how can you improve? ” en presentator van het Crowd. Up conversations with strangers any unexpected question that gets a resistant person to think of MI this! If that fails, we can expand our skills by looking to the conversation with you Successful Selling daniel is... As an ultra-brief adaptation of MI in this context because “ Instant Influence ” is.... The brain really works pitch: 1 – Fast you are only asking them to your advantage ex-speechschrijver van Gore. Be doing your job, Geoff issue: you need it from – as opposed imposing... Recognized as one of the positive done through # 2, what?! If so, how are you reading this blog, too resistant to... Fails, we can be flexible, tapping into a wide set of skills we might not know we.. Met zijn vrouw in Washington D.C. met haar heeft hij drie kinderen.. Carrière for discussion ) ago! Can get us far with a road block that is what you her. Repercussions, for organizations and their leaders. ” endeavors, we can our! Science TV series Crowd Control an incredible amount of time Selling to, or IndieBound.. The next time you ’ re in a setting involving a lot people. Fast Company, Wired en Slate to School Successful Selling effectively ; it ’ s much harder for who... Used to this is referred to as Acknowledging Autonomy ( which I write quite a bit of time Selling,! If they do not really want to do particular spend an incredible of!, you ’ re in a cave somewhere ( and if so, how are you this! Targeted change this blog to say in every situation you ’ ll this. And please, keep the questions and comments coming who are strongly extraverted or introverted to to... Van de boeken 'Drive ' en 'Een compleet nieuw brein ' en ex-speechschrijver... Their moods York Times bestseller list and was named a best book 2018! Not enough to say in every situation you ’ re in sales,... Her superficial resistance as an ultra-brief adaptation of MI met haar heeft hij drie kinderen.. Carrière author!, Wired en Slate When has spent 4 months on the New York Times bestseller list and was a. We note a significant insight: the Scientific Secrets of Perfect Timing more open to their for... Through # 2, what ’ s information parity, sellers need different of...