Human beings make decisions to act (behave) based on beliefs and emotions. Training programs which seek to change behavior must appeal to our beliefs and emotions.

1. Organizational Learning:The Right Brain Way Knowledge Alone is Not Enough David Kaiser, PhD 1

2. Our Struggle We give employees knowledge & tools to make them more productive and empowered… but many of them don’t change their behavior… so we feel frustrated & ineffective (and our jobs are on the line in a recession!)

3. Our Response We try new ways of presenting the knowledge: Different media Online Instructor-led Webinars Latest techniques Make it Engaging “Razzle Dazzle!”

4. The Problem: We try new ways of presenting the knowledge… But knowledge is NOT enough

5. Knowledge If knowledge were sufficient to make change… No one would smoke No one would use drugs Everyone would use “best practices” Time management People management Sexual harassment and diversity policies Interpersonal skills

6. Who decides? The rational “left brain” is the consumer of knowledge… But the emotional, values-driven “right brain” really makes the decisions, and it is not swayed by knowledge

7. WHY first, then HOW We tend to skip the WHY and go right to HOW without making the case first

8. So Make the Right Brain Your Friend! Make the PAIN and the GAIN, of the “old way” and the “new way” explicit & powerful (WHY) Remove / replace limiting beliefs (WHY NOT) Insert your content here…(HOW) Create support & accountability until the change is a habit (reinforce both HOW and WHY)

9. PAIN & GAIN We put off change because the immediate PAIN outweighs the long-term GAIN Examples?

10. PAIN & GAIN: Reframe Think of a change you want to make What is the PAIN and GAIN now? Reframe it to get a compelling emotional or values-based vision for the change.

11. Creating PAIN & GAIN Ask them to describe, in detailed, sensory, emotional language the current PAIN, the future PAIN they want to avoid, and the future GAIN they want Get them to SEE it, HEAR it, FEEL it strongly

12. Limiting Beliefs Learning is EASY…the real work is UNLEARNING Until we UNLEARN limiting beliefs, the real LEARNING will be slow. Often, we’re not even aware of our beliefs!

13. Limiting Beliefs Examples: “I’m not organized…I’m creative!” “All really good sales people are sleazy” “I can’t say what I think, people won’t like me (or I’ll get fired)” What are your limiting beliefs?

14. Getting at Limiting Beliefs Ask your participants: What’s the payoff for not changing? Let them “gripe” or complain out loud Complete the sentence – “I’m not organized, I’m _______”

15. Replacing Limiting Beliefs Once their limiting beliefs are on the table, challenge them, then replace them! “How much more creative could you be if you didn’t waste time looking for stuff you can’t find?”

16. Insert your content here…(HOW) Now that they have a compelling desire for change, and they are aware of their limiting beliefs, they are much more receptive to the knowledge, the HOW, that you want to present

17. Support & Accountability It takes time for new feelings, beliefs and actions to become familiar habits The “old ways” will keep popping up Participants need the to be reminded about the PAIN and GAIN, and their beliefs

18. Support & Accountability: Making it Stick Accountability buddy - check in Informal reward and / or punishment system Daily checklist Write it into the development plan / goals Reminders: Pictures Affirmations / mantras / cheers! Symbols

19. Recap PAIN & GAIN (WHY) Limiting beliefs (WHY NOT) Insert your content here…(HOW) Support & accountability (reinforce HOW & WHY)

20. References How We Decide, Jonah Lehrer Descartes’ Error, AR Damasio “The role of emotion in decision-making: Evidence from neurological patients with orbitofrontaldamage,” Antoine Bechara, Brain and Cognition 55 (2004) 30–40

21. About Us David Kaiser, PhD, Executive Coach and CEO of Dark Matter Consulting (www.DarkMatterConsulting.com), is a learning and development executive with expertise in leadership coaching and corporate training. We use coaching, training and program management skills to help our clients finish their critical projects. Our clients are high-potential leaders at consulting firms and digital media agencies, who have projects that are bogged down and stuck. Dave has 20 years of corporate and academic experience, has lived in Russia and Poland, and holds a top secret clearance from the U.S. Government.