human dynamics

© Copyright 2006 Charles W. Wassberg, CIC. All Rights Reserved

Human Dynamics

Austin and San Antonio ChaptersAssociation Of Energy Engineers

© Copyright 2006 Charles W. Wassberg, CIC. All Rights Reserved 2

Who Am I & Where Am I ???


The Coliseum Game


Customers

Fellow Workers

Your Bosses

Competitors


Oh what fun that Coliseum place is . . . that is . . . unless you are a Gladiator . . .

You Are NOT A GLADITOR!!!


What Are

Human Dynamics


Just What Are Human Dynamics ???

The mixing together of individual,

seemingly unrelated interpersonal and

social elements, to produce relatively

predictable interpersonal results.


These Elements 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 . . .


The 10 Powers Of Human Dynamics

What They Are

10


Human Dynamics Triangle

10

Territorial Imperative The Male Ego Being

Different The Gambler

The First Minute Disarming Fii

Control The Dance Floor

Building Alliances

Food

Fishing

The Gambler


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

10


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


9. The Power Of The Building Alliances

10. The Power Of The Food


#1

The Power Of

The Territorial Imperative


What Is The Territorial Imperative ?

1. Marking One’s Territory

2. People’s Office Lay – Out

3. Men Talk In Rows

15


#2

The Power Of

The Male Ego


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


How Do Play To Their Ego?

1. Let them talk about themselves

2. Put men in a small group-setting

3. Always do everything First Class

4. Put the spot-light on them


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


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.


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)


2. Papers Help Create A Conversational Triangle

Client vs Paper Dialog

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


#3

The Power Of

Being Different


Remember Lucy


Wassberg’ism

Our Class Motto:

“If you do what everyone else does . . .

You get what everyone else gets ”

C.W.W. 6/29/2006


Wassberg’ism

If you want something that others

don’t get. . .

Do something that other’s don’t do . . .


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)


A Human Relations Tip:

Tip: always carry peppermints (not the cheap ones) . . . hand them out . .

. people will always positively remember you . . .


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


#4The Power Of

The Gambler


Words From That Kenny Rogers’ Song

Know when to . . . .

hold’um

fold’um

walk away

run32


#5

The Power Of

The First Minute


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


#6

The Power Of

Disarming


Disarm = Put At Ease

Definition of Disarm:

To make friendly


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


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)


Also:

2. Being nice to people is powerful

3. Manners are powerful


#7

The Power Of

Fishing


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


#8

The Power Of

Controlling The Dance Floor


You don’t control the Dance Floor by being the Best Dancer

You control the Dance Floor by controlling the Music

43


Fishing


#9

The Power Of

Building Alliances


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 46


Be A Marriage Broker

Find out what others want . . . Then seek to

pair-them-up with others who need help . . .

47


#10

The Power Of

Food


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 personal relationship . . . and the person’s “guard”starts to let-

down”


Three

Final Tips


Ordering Wine

$65 - $85 . . . French Red or White


Trust-Building Tip

When handing someone your Business

Card . . . give it . . . then ask for it back

. . . then hand-write your home phone

number on it . . .


Wassberg’ism

Don’t let the size of the box . . .

Limit what you can put in it . . .


One . . . Last . . .

Final Thought


Wassberg’ism

People may forget what you said, but they will never forget how you

made them feel.

Carl W. Buechner

human dynamics

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