Download - Influence Through Storytelling
Influence through Influence through storytelling
Joyce Hostyn
Senior Director, Experience Design
Open Text
The very fact that no sabotage has taken place is a disturbing and confirming place is a disturbing and confirming
indication that such action will be taken.
General John DeWitt, WWII
I have never given a single presentation on “why we need
to do experience design”to do experience design”
A health worker in Zambia, was struggling to find a solution for treating malaria. In this tiny and remote rural town, the health worker logged on to the Web site of the U.S.’s Center for Disease Control and Prevention and got an answer. [The World Bank] doesn’t have its know-how and expertise organized so that someone expertise organized so that someone like the health worker in Zambia can have access to it.
But just imagine if it did
Stephen Denning
wants(hopes for
future)
you
Draw your life
2
4
people(important
to your life)
you(reactions to idea
of engaging people) current
reality(parts that stand out)
13
4
the assumptions being
Our model of the world is reality
We are aware of what we do
We know why we do what we do
We remember things as they really happened
When we leap to a decision or have a
hunch, our unconscious is... sifting
through the situation in front of us, through the situation in front of us, throwing out all that is irrelevant while we
zero in on what really matters.
Malcom Gladwell, Blink
explicit or theoretical(know-why)
10 steps for organizational change
4 components for a balanced scorecard
They come to act like rewards, and the rest of the
brain adapts itself to predict and
salad of salad of salad of salad of perfectly perfectly perfectly perfectly grilled grilled grilled grilled to predict and
acquire them… It’s a proxy for the
reward to come.
Read Montague
Why Choose This Book?
grilled grilled grilled grilled woodsywoodsywoodsywoodsy----flavored flavored flavored flavored calamaricalamaricalamaricalamari
I really like Innovate Corporation. It’s been an innovative leader for a long
time. But I’m coming under
increasing pressure increasing pressure and have to make
trade-offs.
Customers value
leadership and
innovation.
Customers are
feeling intense
cost pressure.cost pressure.
Customers will
stick with us if we
continue to
innovate and lead.
Customers will
migrate away
from us due to from us due to
cost concerns
and our
pricing.
Innovation and
leadership are the
most critical
avenues to pursue.
We’ve got to
get our costs
down so we down so we
can be price
competitive.
I really like Innovate Corporation. It’s been an innovative leader for a long
time. But I’m coming under
increasing pressure increasing pressure and have to make
trade-offs.
We often don't see what’s before our
eyes.
We see our concept of concept of
what reality should be…
…what we expect to see.
Too often communicating like this
• 981 people died in alcohol-related crashes in 2000• Out of 420 pedestrian fatalities, 38 per cent of those
tested for alcohol had been drinking, and most of these had BACs over 0.08.
• Almost nine out of every 10 people killed in alcohol-related collisions (87.4 per cent) were in or on the drinking driver's vehicle (i.e. drivers/operators or drinking driver's vehicle (i.e. drivers/operators or passengers).
• Almost nine out of every 10 drivers killed in alcohol-related collisions (87.5 per cent) were male.
• Over half (56 per cent) of the drivers killed in single-vehicle crashes tested positive for alcohol, compared to only 20 per cent of those killed in multiple-vehicle crashes.
You pulled those
numbers out of
thin air
Everyone knows the
media exaggerates
Expecting listeners to accept the facts
That’s actually
not a lot
War is evil. It’s always evil. It represents a massive human failure and never truly
resolves anything. resolves anything.
Evil exists in the world.
If left unchecked, it can spread like a deadly If left unchecked, it can spread like a deadly disease.
We are all capable of believing things which we know to be untrue, and then, when we are finally
proved wrong, impudently twisting the facts so as to show that we the facts so as to show that we
were right. Intellectually, it is possible to carry on this process for an indefinite time: the only
check on it is that sooner or later a false belief bumps up against solid reality, usually on a
battlefield. George Orwell
Facts are, "like fish in the Ocean," that we may only happen to catch a few, only an indication of indication of what is below the surface.
E. H. Carr What is History?
Faced with the choice between changingone's mind and proving there's no need to do so, almost everyone gets busy on the to do so, almost everyone gets busy on the
proof.
John Kenneth Galbraith
Using emotional words
frustrated elated angry exhausted awed timid disappointed
kindness honored stressed excited joyous confident nervous
depressed fearful shocked friendship hopeful relaxed proud despondent
courageous accepted disgusted embarrassed amused happy
surprisejealous close pity remorse sad surprise worried unhappy
respect appreciated distant
Map their current ecosystem
Who needs to change?
Map their current ecosystem
Wants
Motivators
Influencers
Environment/context
Tell a story of why they don’t want to
change from their perspective
• Key dates
Draw a timeline of
• Key dates
• Incidents
• Experiences that shaped you
• Trials and turning points that tested you
• Stories of childhood, family, school, loves
• Development of political views
1962
not a key employee
boss from hell
passed over school patrol
not a nurse
Sasha arrives
OMG new mom, new city, no job
prof from hell
acquired (again)
new boss
new boss(again)
nephew arrives
farm bound
Disney pitch
Joan
China trip
garden
who I ambreak through the worst case stories they tell
themselves about you
with a story that builds faith in you
HavenTree
Mine your timeline for stories
1962
not a key employee
boss from hell
passed over school patrol
not a nurse
Sasha arrives
prof from hell
acquired again
China trip
boss laid off
nephew arrives
farm bound
Disney pitch
Joan
garden
OMG pregnant, new city, no job
teachingcombine what with how
less about what you want than how you want it done“What would <insert person here> do?”
I know what you’re thinking
brings an issue into the open and reframes it“I felt exactly the way you feel now”
we don’t come into a room with open minds, we already have a narrative in our head: “this is bullshit”
Carter's confidence, energy and intensely emotional delivery make her talks
passion
her talks themselves a force of nature
Guy Kawasaki on Majora Carter’s TED talk
To provide food for her family, Sufiyaworked all day in her muddy yard making bamboo stools. Yet somehow her hard work was unable to work was unable to life her family out of
poverty. Why?Muhammad Yunuspioneer of the microcredit movement curiosity
stories are one of the most effective ways in which we
communicate our view of communicate our view of reality to others
People don't believe what you tell them
They rarely believe what you show them
They often believe what their friends tell them
They always believe what they tell themselves
Seth Godin, Tribes
What leaders do: they give people storiesthey can tell themselves
Stories about the future and about change
Create a story that speaks to the
Who needs to change?
Create a story that speaks to the
person you want to change
Be careful how you interpret the world; it is like that. is like that.
Erich Heller, British philosopher
All of us construct narratives about ourselves – where we’ve come from,
where we’re going. The kinds of stories where we’re going. The kinds of stories
we tell make an enormous difference in
how well we cope with change.
Hermina Ibarra and Kent Lineback, What’s Your Story?
the art of possibility
The most important story you will ever tell
about yourself is the story you tell to yourself.
author your own hero’s journey
To be authentic is literally to be your own author... to discover your native
energies and desires, and then find your energies and desires, and then find your
way of acting on them.
Warren Bennis, An Invented Life
Everyone thinks of changing the world, but no one thinks but no one thinks of changing himself.
Leo Tolstoy
If you keep doing what you’ve always done…always done…
The most important story you will ever tell
about yourself is the story you tell to yourself.
Beliefs and values are not inherited or coded in
the genes. They are assumptions about life.
Are your beliefs and values helping take
your story where you the genes. They are assumptions about life.
your story where you want to go?
Expand your WANTS into a vision of your future reality
• Keywords of desired future or change you • Keywords of desired future or change you want to implement
• Elements
• Language
• Results
• Influencers
To get you to do things, you're got to
create a purpose and a story so compelling that you are moved to make compelling that you are moved to make
those corrections in your life, and make them for good.
Geoffrey M. Bellman
Getting Things Done When You Are Not in Charge
The real voyage of discovery
consists not in making new
landscapes but in having new in having new
eyes.
Marcel Proust