Ingenuous You we’re able to hide in a crowd, using them to conceal what we’re afraid to ask and hiding our fears and our greatest success.
A Gentlemen’s Technique to Living
with your own Living Genius.
People based knowledge. PeopleNology by Gregory Bodenhamer is A complete overview of your evolutionary history and all the things you need to know. Taking the
philosophy, concepts, principles and theories from Bedrock to Bedroom to Boardroom. Thought provoking explanations of your brain and
body and how every human thinks and acts through the human thought process. Helpful insights on how you feel, what makes you smile
or makes you fail. The inside scoop on you and everybody you know or will meet in the future. Take control of your life as you only get one
chance for the brass ring. Discover the truth about Adam and Eve, Dick and Jane and explore your own great potential. Surprise your
friends and amaze your associates. This is the journey that nobody talks about because your father couldn't tell you and your mother didn't
know.
Take my hand and journey to a new place you’ll always call home sweet home. Your future is not fulfilling someone else's goals and
dreams, with you as a simple actor, in another persons play. For the first time in your life, you’re going to understand what’s going on
around you, why people do certain things, how they feel and how they direct your thoughts, feelings and control you. All the things that can
help you and have hurt you are going to be explored to make a better you. You’re going to discover art and music, the magic of how you
think and in what order you think. You’ll learn how to control your thoughts and emotions, learn and apply principles that only top experts
understand. Learning about yourself is learning about every person around you and discovering a new life inside you that’s been waiting.
You’re going to learn how to get what you want, enjoy your life, enrich the life of others, gain greater wealth than you could imagine. You
owe it to yourself to learn why people do strange things and how they control you. GREGORIAN EMOTIONAL CALENDAR Gregory
Bodenhamer 2001-2007
Ever wonder why people act bizarre even faced with the truth? Ever wonder about your mate and what makes them think, fall in love, want
to run away, go back to school or join a club down the street? Why do some people have great wealth and others struggle from day to day?
If you could only appreciate this new knowledge, you’re going to gain greater knowledge which gives you the power, the absolute power to
gain a better life, help your children, have friends of the heart and mind, grow past today and influence other people. When you fully
understand what and why people think certain things at certain times you could influence their thinking and actions. Imagine the power of
knowledge, imagine the influence you’ll have to control actions and results.
In practice, changing minds is an important part of most jobs and it’s always been the basics of my own profession. To make your company
bigger and better you have to move forward and walk with other people, and you’re going to start with yourself. That perfect orange is inside
you, it’s always been there for the asking. The evolution of you will amaze you and make you stronger. The power inside you is all yours
for the asking and the taking.
You must reach your individual potential so you can improve the entire group of individuals that drive you and your company. The give and
take policy of your employees, friends and family will not do the task. Most people are taught by teachers that only know certain things to
be true. Your math teacher educated you about 2 + 2 = 4 and other arithmetic sums. If this equals that then this must be true. It’s the
foundation or starting point for most of us. We know our A B C’s because some other person said it was true and the way of the world. We
understand that the apple will fall from the tree to the earth. What many people fail to understand is the knowledge about people. People,
just like me and you struggle daily with our knowledge. We strive to achieve some disciplined result and we wonder why we sometimes fail.
Others tell us when we win and when we sin. It must be unpleasant to lose the race as everybody bets on the winner? Your place in the
future is being determined by other people with more knowledge. You’re going to obtain the start of this knowledge today so you can begin
you’re own journey within life.
Their experience drives your future. Their position of strength allows your weakness. The stronger and bigger they become the weaker and
smaller you become.
How can you turn the tide? What would you do with unknown knowledge? How many people need to know what I know? If you became
strong would you help the weak? If you became bigger would you help the smaller people understand? The ingenuous you as the ability to
understand complex mathematics and competition within the marketplace. You can build organizations and profit from your results. The
same ingenuous you needs more to do more. You know that some days not everything works. The perfect machine breaks down and the
profit stops. All the people you know, what makes them go and stop. How do they feel good about you, the company, the spouse and the
house they live in? Great people leave your company and the ones that stay complain and protest. You’re missing the truth about people
and the answers now are upon you. What would you do with the Harmony of your people? How big would your business become if you took
all the people with you? What if you allowed the good people to be the good teacher of something new?
The generations of live and let live in friendships name has cost good companies their future. What you did yesterday won’t work today.
Your friends move away, your love moves from side to side and new ideas and people confuse you. You’re going to learn what makes up
that perfect orange and how you can grow your own personal wealth of knowledge, friends and companions.
If you’re smart enough to understand writing you can learn about your next great success and that of your company.
I’m going to give you authority of knowledge where most just hide the truth. You’re going to be a better person. You’re going to help
hundreds or thousands of people not including thousands of customers. You’ll be physically powerful with this new knowledge. Your
employer will admire you and people will gather when you speak. We’re going to embrace people and their minds to you can change what
they think so they can become what they must become.
You’re going to create a enormous following of people from around the world. People that know you will wonder how you went to the top so
quietly and quickly. People at work will admire and appreciate you for what you know and what you can get done. You’re going to be in
charge of you and everything around you. It’s about time. It’s your gladness as the reward. More money, the bigger home, the nicer new
car, better friends and no more sorrow. The confusion will go away as a new type of success takes hold of your life.
You’ll understand why people do things. You’ll be the only one to get the message that I will grant you today. Why do we run so fast? Who
took the time to draw the finish line? Why are we so glad to see our hero’s fall? Learn about what everybody wants to know. Watch the
trickery move out of the way as you use my proven methods of persuasion.
You’ll love people again and hold close the brightest of the class. The intellectual results combine with the irresistible friendship and
affection that’s never been allowed in the past. You’ll be able to understand people, from their bedrock past of ancient times, to their
bedroom antic's to their boardroom madness at work. The most powerful force on earth is people and you’re going to hold the key to
success in the palm of your hands. You’ll be in a new place. The confidence and authority will cascade over the best and they will return
the act of kindness. This contest we must win takes people and we know so little about them. You must learn so much before its too late.
Any business has about a 90 day future without great people, products, services and a proven plan of action.
Your people, they have been taught to die for their country, to work two shifts without sleep, that an “A” on the test is the only way. It’s
glorious to win but we’re not sure why. The gloom of failure surrounds our daily life and your employees. People watch as we move around
the business, the field of battle. They look up for answers to their questions. They look up for hope and come back with their dreams. You
have a free born mind, the blank slate that allows you to create the future. We get glimpses of ourselves but you have no idea. Removing
the distractions, framing your better ideas so people can help you operate your business. Help them become interested and believe in
quality as there is no substitution. Others tell you what to think, how to feel, how to drive and even who to marry. You’ll be able to trust
yourself in your new future, the most important thing.
I had such friends to show me the way to my own great success. Only a few must know as they’re just a few giants of men in the world.
Who really knows the goal? How do you find the glow of friendship and partnership without fear of the unknown? Stop your own
dependence on other people and gain knowledge of that Living Genius that we’re going to set free within your mind. The twin of you, the
genius inside will be brought to the surface and all the things you think you know will be reviewed again. Other people telling you what to
think and feel will stop forever. That genius in you is based within mother nature, emotional control, education and experiences. The person
that you are is just below the surface and all the great things you are capable of will start to show.
Understanding you, knowing all about you is the key to your own success and that of your family and friends. Knowing you is only the
beginning.
A Gentlemen's Technique to Self Actualization - Achieving Individual Potential - Gregorian Emotional
Calendar - PeopleNology -
Gregory Bodenhamer 2001-2007-2008 All rights reserved - Mechanicsburg Pa 17055
Gregory Bodenhamer
PeopleNology
In practice, changing minds is an important part of most jobs and it’s always been the basics of my own profession. To make your company bigger and better you have to move forward and walk with other people.
You must reach your individual potential so you can improve the entire group of individuals that drive your company.
The give and take policy of your employees, friends and family will not do the task. Most people are taught by teachers that only know certain things to be true.
Your math teacher educated you about 2 + 2 = 4 and other arithmetic sums. If this equals that then this must be true. It’s the foundation or starting point for most of us.
We know our A B C’s because some other person said it was true and the way of the world. We understand that the apple will fall from the tree to the earth.
What many people fail to understand is the knowledge about people. People, just like me and you struggle daily with our knowledge. We strive to achieve some disciplined result and we wonder why we sometimes fail.
Others tell us when we win and when we sin. It must be unpleasant to lose the race as everybody bets on the winner? Your place in the future is being determined by other people with more knowledge.
Their experience drives your future. Their position of strength allows your weakness. The stronger and bigger they become the weaker and smaller you become.
How can you turn the tide? What would you do with unknown knowledge? How many people need to know what I know?
If you became strong would you help the weak? If you became bigger would you help the smaller people understand?
The ingenuous you as the ability to understand complex mathematics and competition within the marketplace. You can build organizations and profit from your results. The same ingenuous you needs more to do more. You know that some days not everything works. The perfect machine breaks down and the profit stops.
Great people leave your company and the ones that stay complain and protest. You’re missing the truth about people.
What would you do with the Harmony of your people? How big would your business become if you took all the people with you? What if you allowed the good people to be the good teacher of something new?
The generations of live and let live in friendships name has cost good companies their future. What you did yesterday won’t work today. Your friends move away, your love moves from side to side and new ideas and people confuse you.
I don’t have the cloak-and-dagger secrets of your future but I do have the truth. Imagine the certainty and reality of knowing what to know about knowing. See in your mind’s eye what you could do if all the people could see the truthfulness of your vision. Picture happy employees and delighted customers.
Learn how to appreciate the power of people by understanding them and helping them.
Who gives and who takes? Who’s the friend and who’s just friendly? We’ve been taught that it’s not nice to gloat over success. We’ve been taught the linear way to the finish line. We’ve been taught to start fast, run faster and make it to the winner circle.
What you must know is not taught at the Harvard School of Business. Your superior won’t tell you because they don’t know. The rich and powerful few of us know the truth about truth. Great company’s study people and then their products. They spend money on culture and instruction. They take the best of the best and they show them the Living Genius we all have inside.
If you’re smart enough to understand writing you can learn about your next great success and that of your company.
I’m going to give you authority of knowledge where most just hide the truth. You’re going to be a better person. You’re going to help hundreds or thousands of people not including thousands of customers.
You’ll be physically powerful with this new knowledge. Your employer will admire you and people will gather when you speak.
We’re going to embrace people and their minds to you can change what they think so they can become what they must become.
You’re going to create a enormous following of people from around the world. People that know you will wonder how you went to the top so quietly and quickly.
It’s your gladness as the reward. More money, the bigger home, the nicer new car, better friends and no more sorrow. The confusion will go away as a new type of success takes hold of your life.
You’ll understand why people do things. You’ll be the only one to get the message that I will grant you today.
Why do we run so fast? Who took the time to draw the finish line? Why are we so glad to see our hero’s fall? Learn about what everybody wants to know. Watch the trickery move out of the way as you use my proven methods of persuasion. You’ll love people again and hold close the brightest of the class. The intellectual results combine with the irresistible friendship and affection that’s never been allowed in the past.
You’ll be in a new place. The confidence and authority will cascade over the best and they will return the act of kindness.
This contest we must win takes people and we know so little about them. You must learn so much before its too late. Any business has about a 90 day future without great people, products, services and a proven plan of action. Your people, they have been taught to die for their country, to work two shifts without sleep, that an “A” on the test is the only way. It’s glorious to win but we’re not sure why. The gloom of failure surrounds our daily life and your employees. People watch as we move around the business, the field of battle. They look up for answers to their questions. They look up for hope and come back with their dreams.
You have a free born mind, the blank slate that allows you to create the future. We get glimpses of ourselves but you have no idea. Removing the distractions, framing your better ideas so people can help you operate your business. Help them become interested and believe in quality as there is no substitution. Others tell you what to think, how to feel, how to drive and even who to marry. You’ll be able to trust yourself in your new future, the most important thing.
I had such friends to show me the way to my own great success. Only a few must know as they’re just a few giants of men in the world. Who really knows the goal? How do you find the glow of friendship and partnership without fear of the unknown? Stop your own dependence on other people and gain knowledge of that Living Genius that we’re going to set free within your mind.

You desire the bad to go away and only the good in your life. You have motivation but it does no good. You read important papers and you take notes and try to learn what others will teach you. What if they won’t teach you that makes them their own success? What to do?
Do you have a degree of forgiveness to forgive yourself for not knowing? Can you muster the acknowledgement that smarter people have roamed the earth and some walk today? Can you understand that some people know things you don’t think about? It’s not about who you know it’s all about what you know and how you apply knowledge.
Can you capture the divine spark of knowledge when you see it? Can mankind and womankind grow past their burning past and education? Can you try and forget some of the things your parents said to do when this or that happens? Can you get the idea that teachers only teach what they know?
A Gentlemen’s Technique to Living with your own Living Genius is all about you.
It’s about your success first. It’s about your education first and then you move to bring about dramatic changes in other people.

I put my trust in you that you want to learn about the most important person on earth.
We’ll talk about many things that you already know but do not fully understand. You’ll gain serenity when you accept that people you don’t even know love you. When you understand that you heart and mind governs the affairs of everything around you.
You’ll understand that you are the matching of me and we don’t even know each other. We mostly feel the same way about the same things. We like soft candles and good food. We enjoy out-of-doors and our friends and family. When someone touches our hand we feel more than a simple touch of a chord.
We have been completed by design to protect our person and that of family. We tremble when we’re cold and we shiver when a warm hand touches ours.
We can take all this productive knowledge and learn how to reach people within their minds. We can make easier their work life and help them become better people.
The adventure of the intellect maps out and shows the way how and when people react in certain ways concerning certain things.
Our mother taught us that fire is hot but we spend thousands of dollars creating fires in our furnaces to warm our homes. We tell our children not to drive too fast but we speed our way to work daily. We’re honest when people watch and ourselves when we’re alone. We want things and need things that we’ll never talk about. We love people from a distance and disgusted by some in the same way. We give guidance and advice and then we stay on the wrong path concerning our life and deeds.
We can break up this patterns of right and wrong so you can really decide what you want. You can help yourself and then your friends and family.
You’ll gain liberty in life and love as you only gain liberty and love when you reach out and grab it. Discover the hidden purpose in your life by first understanding you, the most important person. The sleeping giant, the gentle and living genius remains the strange gift that very few of us understand. Enjoy your future with this new information.
A Gentlemen’s Technique to Living
with your own Living Genius.
Gregory Bodenhamer - Copyright 2005-2006
14 East Green Street
Mechanicsburg Pa 17055 - historypaper@msn.com
Our shelter and our shield, our friends, lovers and family will all grow better through understanding hard won knowledge.
You’re going to achieve good today and then the next day. We’re going to speak of holding hands in the mind. We’re going to learn about the positioning you hold with me and others close around you.
Positioning defined is the opinion you occupy in the minds of other people.
What do people think of you? It’s important and can make you very wealthy over time.
Just think of it. You administer what others think about you.
Your image or the perceptions of you have been created by you and others that know you. You have the absolute ability to control what people think. If you control what people think of you ( Your Positioning ) you can build the future you want and describe to others.
You control the few things that other people think about. Envision the power you have to affect the other person. Most people, almost 97% of people you know, stop learning about anything when the forced education is over.
Over 50 percent of our children do not finish high school. This makes the other 50% very powerful. When people exit school most people just stop learning. They carry with them instinctive thoughts and actions and rely on them daily to survive and prosper.
Whatever business you’re in today or the next you can master greater things because you’ll know what others think about certain things.
If you build or supply a service to others you’re going to be better and bigger. People will follow you and you’ll know why. The people around you are half slave and have free. Together, we’re going to free them from worry and bad teachings.
The free system of the mind, how to help others, changing their minds must surely change their actions and results.
By the people, we’ll build things and reduce the resistance to change. You’re going to develop trust before you build the machine. You’ll hear the sounds of the people power in stead of the clatter of the factory floor.
By definition you’re going to have the power, the ways and means to make friends and build life long partnerships and groups with mutual understanding and goals.
I’ll teach and you’ll learn the things you think you already know. It’s the cultivation you’ve been looking for to prosper and grow as a human being.
Every company will need you. Every employee will respect you and they will contribute to better days.
The more we have similar attitudes to other people, the more we are attracted to them.
You’re in the land of the living. We do not live in the land of the machine or the land of process controls, bells and whistles. Real people doing the right things at the right time.
You live in a non-linear world and we’re taught in a very linear way. We deal with people the only way we know and it’s mostly wrong. We’re taught to deal with other people by many people that do not understand. You were taught about people by other people. Your mother is not the expert on people and neither is your father. They can give insights but they cannot give you the truth. You like people that like you and we stay together within groups because it makes our life simple. You don’t like to be confused about friends, employers or the food you like to eat. You mix with people that agree on things, even if they’re wrong.
This is a pretty linear relationship. 'Birds of a feather flock together' much more than 'Opposites attract'. I like you because you’re a lot like me. I can love you because I like you. You can love me because you can like me first.
Your company is about relationships and better mouse-traps. You have the plans to build but you don’t have the relationships. You have to build long term readiness with your people. It only takes one person with the courage to change your company forever.
Most company’s are disconnected from their people. Their people come and go and offer little quality while their on the payroll. We wonder why, hire consultants, issue policy and procedures and reward and discipline our workforces.
What you must know is that people were not built for defeat. People were not built to make mouse-traps, computers, roads and more and more machines. Truck drivers were not born to drive the truck. They’re silent most of the time but they don’t want to drive all night to make service.
People are intelligent and free by nature and we have them boxed inside our contraptions we call our business. We work on software and build new buildings but we don’t work with the people.
Most supervisors and managers spend no time in learning about their most important asset. They learn how to close a sale, increase production, moving the numbers and earning profits. We’ll learn even more about those things but first things first.
The greater company’s are married to their people. They’re holding hands and growing their education, pride, understanding and the market knows who has the better people because they build better products and services.
Key Results
are
Knowledge Based and
People Based
Some key knowledge topics will start to bring in focus the great success you’re about to bring about.
Motivation: Basic systems that get us going (and keep us going).
Belief: What and how we believe.
Meaning: How we make sense of the world and infer meaning.
Emotion: Affect and what we feel as emotion.
Memory: Memorizing and recall.
Attention: How we pay attention to things around us.
Understanding ourselves: How we perceive ourselves.
Understanding others: How we make sense of other people.
Discomfort: How we handle discomfort.
Attribution: How we attribute cause.
Forecasting: How we forecast what will happen.
Decision-making: How we make decisions.
Decision errors: Mistakes when we make decisions.
Conforming: Conforming with social rules.
Being contrary: Acting differently or in non-conforming ways.
Helping others: Sometimes we are just very helpful.
Persuasion: Changing the minds of others.
Resistance: Resisting attempts to persuade.
Trust: Building trust of others.
Lies: Telling things that are not true.
Power: Being able to achieve our goals.
Friendship: Making friends with others.
Behavior: General behavioral responses.
Groups: How groups think and act.
Speaking is acting
sometimes we say something we don't believe.
we can change our own memories.
Closeness to, and liking of, the other person.
Intense longing and physiological arousal
The readiness to do anything
Trusting, without concerns for abandonment, feeling self-worth and being liked.
As relationships develop, they penetrate deeper and deeper into private and personal matters. This exposes vulnerabilities, so trust has to be developed along the way.
Orientation stage. Here, we play safe with small talk and simple, harmless clichés
Exploratory affective stage. We now start to reveal ourselves, expressing personal attitudes about moderate topics such as government and education. This may not be the whole truth as we are not yet comfortable to lay ourselves bare. We are still feeling our way forward. This is the stage of casual friendship, and many relationships do not go past this stage.
Affective stage. Now we start to talk about private and personal matters. We may use personal idioms. Criticism and arguments may arise. There may be intimate touching
Stable stage. The relationship now reaches a plateau in which personal things are shared and each can predict the emotional reactions of the other person.
In building a relationship, notice the stages and do not try to hurry things too much. For example do not get too intimate in your touching
Stage theories in general describe how we go through distinct stages as we develop. Thus, rather than gradually changing, we typically make sudden shifts to different plateaus of perception and behavior
We meet other people and feel an initial attraction, often based on physical beauty and similarity.
We become increasingly interdependent as we reveal more and more about our private selves. We get irritated by one another, but the more pleasant aspects may well keep the relationship going.
Longer-term commitments are made
The partnership enters what may be a life-long stable relationship
We select our friends and close partners through a three-stage model, filtering out those who do not fit at each stage
All elements may well be important throughout the relationship, but their relative importance changes.
We are generally attracted to people of a similar age, appearance and ethnicity.
we compare their values with ours and decide whether we are sufficiently compatible to continue the relationship. In particular, we look at attitudes towards religion, sex, careers, families and gender differences.
we share out the activities to build a working relationship. It helps if preferences for these are complementary (you do this and I’ll do that), although role attitudes need to be similar.
Advertising
Acting
Argument
Auctioneering
Brand management
Change Management
Children
Communication
Confidence tricksters
Conflict management
Consulting
Counseling
Cults
Dating
Diplomacy
Espionage
Financial advisors
Friendship
Gambling
Government
Human Resources
Hypnotism
Interrogation
Job-hunting
Journalism
Lecturing
Lawyers
Leadership
Management
Marketing
Market trading
Mediation
Missionaries
Multi-level Marketing (MLM)
Negotiation
Networking
Parenting
Philosophy
Poetry
Police
Politics
Propaganda
Protesting
Publication
Public Relations
Recruitment
Religion
Romance
Screenwriting
Sales
Seduction
Storytelling
Teaching
Terrorism
Therapy
Trade Unions
Writing
we seek the comfort of internal alignment.
we need beliefs to be consistent.
non-alignment is uncomfortable.
factors that align attitude and behavior.
discomfort when freedom is threatened.
we need to attribute cause, that supports our ego.
external: tangible rewards.
value-based rewards.
we select tasks based on how doable they are.
our commitment depends on what we have invested.
different types of goals motivate us differently.
we seek power, achievement or affiliation.
We seek to fulfill needs of existence, relatedness and growth.
We are motivated by desirable things we expect we can achieve.
we seek to control the world around us.
we need to attribute cause, that supports our ego.
we use constructs as perceptual categories.
mental combinations that affect perception.
mental structure to organize and interpret the world.
constructs that represent understanding.
we derive meaning around symbols.
we simplify complex things into concrete images.
We piece together complex situations into stories to build understanding.
Aggression: a learned and social act.
supported people feel less stress.
we catch emotions from others.
we decide what to feel after interpreting events.
physiological changes lead to emotions.
we deduce feelings from our situation.
emotions lead to physiological changes.
We recall things that match our current mood.
Our moods bias our judgments.
recent events seem more likely.
We can change our own memories.
we pretend we remembered everything.
we remember what happened first.
we remember recent stuff.
We recall things that match our current mood.
We can create memories that are false.
we seek confirmation that we made a good decision.
persuasion requires attention and comparison with previous views.
we cannot avoid thinking about things we want to avoid thinking about.
we initially believe everything; then we think.
We accept things that fit into our belief systems.
once formed, a belief will persist.
beliefs can change suddenly when we see the light.
we believe our internal models are accurate
we see things through beliefs, not as they really are.
when we do a favor, we like them even more.
we see ourselves through the eyes of others.
we learn about ourselves by comparing with others.
we infer our feelings from what we do.
we decide our feelings after. interpreting events.
we underestimate less evident causes of behavior.
after a quick discussion, we believe we can predict many behaviors.
we are affected by how others see us.
we blame our failures on external things.
others' behavior caused by disposition, ours by situation.
we attribute disposition to good things about ourselves.
we justify what can't be explained rationally.
we pretend we knew everything all along.
we need beliefs to be consistent.
we take credit for success and deny failure.
we seek confirmation that we made a good decision.
we devalue forbidden activity
sometimes we tell white or gray lies.
we are too confident in our own judgments.
we like having someone else to blame.
information about others reduces stereotyping.
we have expectations of others' behavior
we overestimate how much people agree with us.
we classify people in broad groups.
expecting others to return our favors.
we are optimistic about others when we need them to cooperate.
we dislike people who are very different from us.
we are shocked by unexpected language.
we need to attribute cause, that supports our ego.
we over-estimate importance of available information.
we learn by ourselves and through others.
we derive meaning around symbols.
we simplify complex things into concrete images.
we learn much by watching others, thinking, then trying it out.
our commitment depends on what we have invested.
when we are involved we pay more attention.
we find things we have worked on attractive.
we feel obliged to complete a public commitment.
we seek confirmation that we made a good decision.
we anticipate regret and so want what is scarce.
we base estimates on known anchors.
we base decisions on available small samples.
we only use limited logic in decisions.
we value more highly the things we own.
we guess probability from a 'comparable' event.
recent events seem more likely.
an overlap seems twice as likely.
we see correlation where it is not.
we value certain gains and try to avoid certain losses.
we care about direct outcomes. We also compare in ratios rather than absolute amounts.
persuasion requires attention and comparison with previous views.
when we are uncertain we copy others.
after a decision we think it was a good one.
men and women fall into expected roles.
we like simple, explainable
we make choices through a series of selection filters.
we use various strategies for different types of choice.
simple exposure makes us like things more.
we decide by comparing things.
evidence for a decision is accumulative.
when we are involved we need more information
justifications can lead to silly or immoral acts.
we compensate for competence threats by affirming elsewhere.
we compensate for self-concept threats by seeking social recognition.
we aim to align beliefs and self-perception.
we take credit for success and put blame elsewhere.
we seek confirmation of our self-view, even if it is negative.
we behave well when we are being watched.
we act politely or rudely depending on whether we care.
we need to return another's favor.
acting how we are treated.
we follow social rules when we are watched.
how we behave depends on how many, etc. are watching.
we keep quiet if we are in the minority the more bystanders,
the less likely it is one will help
we morph to be like others.
when we don't know what to do, we copy others.
the presence of others helps the competent and hinders the unskilled.
we hide in a crowd, using them to conceal laziness.
limited resources leads to conflict
we dislike those who are not like us.
relationships break down in stages.
bringing enemies together increases understanding.
we are happiest when give and take are equal.
perception of relationships depends on fairness perception
Social Influence: How we are strongly influenced by others.
Sleeper Effect: when persuasive messages increase effectiveness over time.
Scarcity Principle: we want what is of limited availability.
some words are particularly powerful.
lying is a dynamic dance of liar and listener
is acting to change a person's behavior against their will.
power depends on problem skill, centrality and uniqueness of skill.
there are several factors that increase chances of friendship.
Law of Attraction: similar attitudes leads to friendship.
Matching Hypothesis: romantic partners tend to be similarly attractive.
Mere Exposure Theory: exposure to people increases liking.
meeting and interacting increase chance of friendship.
meeting and interacting increase chance of friendship.
supported people feel less stress.
we talk/act like those we like.
a repeated stimulus will trigger associated event.
threat leads to danger- or fear-control.
when stopped from reaching goal, people turn to aggression.
behavior + reward = more behavior (and vice versa).
prevention of action leads to action (to prove control).
we communicate hugely without words.
members are motivated to achieve group goals.
groups have rules that must be followed.
groups are more extreme in decisions.
to sway others in group, arguments tend to be extreme.
Alignment: When everything lines up, there are no contradictions to cause agreement.
Amplification: Make the important bits bigger and other bits smaller.
Appeal: If asked nicely, we will follow the rules we have made for ourselves.
Arousal: When I am aroused I am full engaged and hence more likely to pay attention.
Association: Our thoughts are connected. Think one thing and the next is automatic.
Assumption: Acting as if something is true often makes it true.
Attention: Make sure they are listening before you try to sell them something.
Authority: Use your authority and others will obey.
Bonding: I will usually do what my friends ask of me, without negotiation.
Closure: Close the door of thinking and the deal is done.
Confidence: If I am confident, then you can be confident.
Confusion: A drowning person will clutch at a straw. So will a confused one.
Consistency: We like to maintain consistency between what we think, say and do.
Contrast: We notice and decide by difference between two things, not absolute measures.
Daring: If you dare me to do something, I daren't not do it.
Deception: Convincing by trickery.
Dependence: If you are dependent on me, I can use this as a lever to persuade you.
Distraction: If I distract your attention, I can then slip around your guard.
Evidence: I cannot deny what I see with my own eyes.
Exchange: if I do something for you, then you are obliged to do something for me.
Experience: I cannot deny what I experience for myself.
Framing: Meaning depends on context. So control the context.
Harmony: Go with the flow to build trust and create subtle shifts.
Hurt and Rescue: Make them uncomfortable then throw them a rope.
Interest: If I am interested then I will pay attention.
Investment: If I have invested in something, I do not want to waste that investment.
Logic: What makes sense must be true.
Objectivity: Standing back decreases emotion and increases logic.
Perception: Perception is reality. So manage it.
Pull: Create attraction that pulls people in.
Push: I give you no option but to obey.
Repetition: If something happens often enough, I will eventually be persuaded.
Scarcity: I want now what I may not be able to get in the future.
Similarity: We trust people who are like us or who are similar to people we like.
Specificity: People fill in the gaps in vague statements.
Substitution: Put them into the story.
Surprise: When what happens is not what I expect, I must rethink my understanding.
Tension: I will act to reduce the tension gaps I feel.
Threat: If my deep needs are threatened, I will act to protect them.
Trust: If I trust you, I will accept your truth and expose my vulnerabilities.
Understanding: If I understand you, then I can interact more accurately with you.
Poor productivity, budget performance, attendance, quality, inventory control, housekeeping remains a direct result of negative people
behavior concerning policy and procedures. We want the negatives to go away and to be replaced by positives. We want the negative
people, places and things (the nouns of business- N3’s) to become extinct.
EXTINCTION is the process or fact of N3’s disappearing completely, the state of no longer being valid or practiced, or the process of
ceasing to be valid or practiced. Psychologically the decreasing or dying out of a behavioral response created by conditioning because of
lack of reinforcement. Effective delivery of reinforcement or sustaining positive motivation fails in many different ways. Many managers and
supervisors use PR positive reinforcements or PC positive consequences that they like. The contingency error relates to the relationship
between the behavior and the reinforcer. Contingency - something that occurs or exists only as a result of something else or that depends
on something else. Reinforce - in behavioral psychology, a reward or stimulus used to encourage a particular action in order to increase
the probability that it will be repeated.
The only way a positive reinforcer should be given to any employee is for the employee to enter into a particular behavior that is acceptable.
Managers and supervisors must spend more time where the work is actually being done. Never wait to reinforce good behavior, the longer
you wait the less value it has for the employee. Invest your time in reinforcing while the behavior is occurring. A few positive reinforcers
change nothing. These frequency errors are caused by managers or supervisors (MS) not wanting to change their own working habits.
These same MS simply make feeble attempts and continue to fail until such time that you fail them. Remember, if you don’t tell people
they’re appreciated they always assume the opposite. Short-term results are often achieved with totally inappropriate behavior so MS must
be very careful. MS must require long-term success and know the precise outcomes required and the exact behaviors that produce them.
MS must be able to pinpoint procedure success and failures that change the production output. Productivity, Quality, Compliance, Profit,
Service and Revenue Growth cannot be the flavor of the month.
Hourly Associates (HA) must receive performance feedback. Effective performance feedback is not to be confused with general information
and data. FEEDBACK is information about performance that allows the HA and also MS to make specific adjustments to his/her behavior
inside the procedures. Learning requires specific information. If you display errors to an HA and the errors continue the HA is not
learning and will not change behavior. HA are only given a vague idea of how the group is doing. Sharing sales, production, quality and financial
information is helpful to some but is not specific feedback, it’s sharing information.
Feedback is reporting about something that happened yesterday and is very important but will not sustain behavioral change. Feedback
will produce or cause a performance surge, for a short period of time. How people respond to feedback or their performance history
depends on the consequences. If you’re not happy with housekeeping and never do anything about it you won’t like housekeeping
performance next month. People measure the consequences, both good and bad by their own experiences not yours, the things they have
experienced or expect (future) to experience based on your own previous behavior.
Feedback, Positive Reinforcement and Persuasion form the most powerful combination of techniques you can use to bring out the best
of the best of your people. These are the right pinpoints (specific behaviors aimed at specific results), add feedback and positive reinforcement to
create the right mix to maximize performance. The fastest way to improve performance for the long run seems to be very slow. It involves
positively reinforcing small improvements. People not taking extended breaks, error remedy tables worked in 30 to 60 minutes, proper
line-balancing, sequence - speed - rhythm, remaining productive, not leaving the production line, housekeeping, following proper
procedures, not horsing around, building relationships, meeting deadlines etc.
Since Positive Reinforcement increases the rate of behavior by reinforcing small changes in performance behavior, we are able to
accelerate performance early and often. The rate of performance improvement is directly related to the number of reinforcers received. If
you care about quality, how do you show it? If you care about people leaving the
line how do you show it? The technical name for this feedback, positive reinforcement and persuasion effort is called SHAPING. Shaping
is to mold or pattern the process, people, places and things for making or giving something that is acceptable and produces value within
supply - profit - chain. Shaping is the process of positively reinforcing successive approximations toward our goals. Shaping is very difficult
and takes MS time as it requires patience and the discipline to reinforce even the smallest of changes for the better. The ability to shape
behavior is the essence of effective teaching, coaching, managing or supervising a process or another human being.
What type of people sets the stage for what type of results.
The Analytical Strengths = precise, adaptable, thorough, systematic, cautious, orderly, well-prepared, accurate and disciplined.
The Analytical Weaknesses = too careful, analysis paralysis, suspicious, finicky, detached, sensitive, indecisive, too quiet.The Analytical
needs to openly show concern and appreciation of others. Occasionally try shortcuts and time-savers. Try to adjust more readily to change
and disorganization. Work on timely decision making and initiating new projects. Compromise with the opposition. State unpopular
decisions. Use policies as guidelines only. The Analytical measures their results by precision, accuracy and progress.
The Amiable Strengths = self-controlled, accommodating, persistent, patient, easy-going, calm, sympathetic, relationships. The
Amiable Weaknesses = complacent, indifferent, confrontational-averse, plodding, indecisive.
The Amiable needs to say “NO” a lot more often. Attend to completion of tasks without over-sensitivity to others’ feelings. Be willing to reach
beyond their comfort zone. Take risks. Delegate to others. The Amiable measures their results by the amount of attention they receive
from others.
The Expressive Strengths = charismatic, confident, persuasive, participate, optimistic, stimulating, enthusiastic,
communicative.The Expressive Weaknesses = impulsive, unrealistic, overconfident, poor listener, self-centered, too trusting, emotional.
The Expressive needs to control time and emotions. Develop an objective mindset. Spend more time checking, verifying, specifying,
organizing, follow through. Concentrate on the task. Take a more logical approach. The Expressive measures their results by
acknowledgement, recognition, applause.
The Driver Strengths = decisive, initiating, forceful, assertive, competitive, goal-oriented, authoritative, independent, organized.
The Driver Weaknesses = overbearing, abrasive, impatient, demanding, hasty, dictatorial, controlling.
The Driver needs to listen better and give reasons for their directive. Pace themselves to project a more relaxed image. Develop more
patience, humility and concerns for the needs of others. Use more caution and verbalize their reasons for the conclusions they draw.
Identify better with the group they are with. The Driver measures by their results and their track record.
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