*As seen on ProductCamp, altMBA and PMI Austin Chapter* Professionals are becoming aware that the journey to success increasingly includes moments in which reality does not match expectations. Recent Neuroscience findings shed light on how humans process those situations and open the door for us to act confidently and compassionately grow when faced with the inevitable of failure. Can we mature our individual and collective emotions to where we process these situations more freely, learn in the process, and come back willing to perform better as a team? What if we could increase our ability to bounce back stronger from these situations? This interactive, two-way presentation will challenge participants to do just that. In this presentation, you’ll learn: 1. Defining failure and learning 2. The Neuroscience findings on how humans learn 3. Strategies to connect and influence others: the SCARF model 4. The Drama Triangle: 3 roles we often use to tell stories... And the issues involved in those narratives 5. How cognitive reappraisal can improve individual and team's ability to connect and learn 6. Leading change using these constructs: failure, insights, patterns, lessons, commitments 7. A step-by-step process to make all these things happen, graciously

1. Global Marketing
Andre Piazza @apiazza
http://linkd.in/andrepiazza
Andre Piazza @apiazza

2. Global Marketing
Andre Piazza @apiazza
http://linkd.in/andrepiazza
Andre Piazza @apiazza
as seen on

3. agenda
1. defining failure and learning
2. neuroscience: how humans fail and learn
3. strategies to connect, influence others: SCARF model
4. drama triangle: 3 roles we often use to tell stories... And
the issues involved in those narratives
5. how cognitive reappraisal can improve team’s ability to
connect and learn
6. leading change using these constructs: failure, insights,
patterns, lessons, commitments
7. a step-by-step process to make all this happen
Learning from Failure: how to bounce back when you need the most @apiazza 3

4. what is failure?
Listening to people speak about it, keywords emerge:
• perceptions
• beliefs, worldviews
• expectations
• success
• reality
• shame, guilt, fear, rejection?
Learning from Failure: how to bounce back when you need the most @apiazza 4

5. what is failure?
failure = reality – expectations
• an event that happens inside your brain, almost instantly
• reason engaged only later to debrief reality
• it bears neurochemical implications
• it bears binary cognitive impact: threat reward
Learning from Failure: how to bounce back when you need the most @apiazza 5

6. the learning process
in 8 steps
1. Expectations are formed
context + biases & filters + beliefs, determined by culture & behaviors
2. Process / execution
action + decisions + reality
3. The moment
event in the brain where reality is measured against expectations
4. The cognitive impact
threat reward
5. Narrative: the story we tell
making sense of what just happened
6. The shift of altered cognition
avoidance curiosity
7. Avoidance leads to “who?”  looking for fault
Curiosity leads to “why?”  open to learning
8. Learning: resetting risk intelligence
commitments + new risk taking ability + vulnerability
Then: Embrace creative tension. Dance with fear.
Learning from Failure: how to bounce back when you need the most @apiazza 6

7. what is learning?
learning = commitments + new
ability to take risks + fresh
willingness to be vulnerable
• it requires emotional, rational and physical effort over time
Learning from Failure: how to bounce back when you need the most @apiazza 7

8. brain dynamics
upon receiving stimuli,
the brain triggers mechanisms
that propel a binary response:
threat reward
Learning from Failure: how to bounce back when you need the most @apiazza 8

9. how the brain handles…
threat
sudden release of: adrenaline cortisol
stop non-essentials
fight flight
Learning from Failure: how to bounce back when you need the most @apiazza 9

10. how the brain handles…
anticipation: as reality gets closer to expectations…
reward
progressive release of: dopamine
joy pleasure
Learning from Failure: how to bounce back when you need the most @apiazza 10

11. SCARF: a brain-based model for
collaborating with and influencing others
5 things the mind scans for all the time:
SCARF – NeuroLeadership
Journal
by David Rock
Status
Certainty
Autonomy
Relatedness
Fairness
Learning from Failure: how to bounce back when you need the most @apiazza 11

12. SCARF: a brain-based model for
collaborating with and influencing others
towardsaway from
rewardthreat
Status
Certainty
Autonomy
Relatedness
Fairness
Learning from Failure: how to bounce back when you need the most @apiazza 12

13. narratives & storytelling
• activate multiple parts of the brain
• synchronize the brain waves of multiple people
Learning from Failure: how to bounce back when you need the most @apiazza 13
Language comprehension areaLanguage production area

14. narratives & storytelling (cted.)
Learning from Failure: how to bounce back when you need the most @apiazza 14
mammalian brain
lizard brain

15. narratives & storytelling (cted.)
villain hero
victim
drama
triangle
Learning from Failure: how to bounce back when you need the most @apiazza 15

16. narratives & storytelling (cted.)
villain hero
blames others or self
•“it should be different”
•“who’s to blame?”
•“you’re wrong”
victim
drama
triangle
Learning from Failure: how to bounce back when you need the most @apiazza 16

17. narratives & storytelling (cted.)
villain hero
seeks temporary relief
•“I can handle it”
•“I can help”
•“poor you”
victim
drama
triangle
Learning from Failure: how to bounce back when you need the most @apiazza 17

18. narratives & storytelling (cted.)
villain hero
victim
drama
triangle
Brené Brown - Blame (3:25)
Learning from Failure: how to bounce back when you need the most @apiazza 18
is at the effect of < x >
•“it’s hard”
•“I have to”
•“there’s nothing I can do”

19. there‘s hope: cognitive reappraisal
• step outside the situation
• view it as an external observer
• fail more freely by learning to reframe the story
Learning from Failure: how to bounce back when you need the most @apiazza 19

20. Global Marketing
Andre Piazza @apiazza
http://linkd.in/andrepiazza
Learning from Failure: how to bounce back when you need the most @apiazza 20

21. cognitive reappraisal (cted.)
villain hero
challenger coach
victim
creator
re-telling
the story
Learning from Failure: how to bounce back when you need the most @apiazza 21

22. cognitive reappraisal (cted.)
villain hero
challenger coach
provokes others to
take action
•“I felt _____. Is that
what you intended?”
•“I wonder what really
happened”
victim
creator
re-telling
the story
Learning from Failure: how to bounce back when you need the most @apiazza 22

23. cognitive reappraisal (cted.)
villain hero
challenger coach
facilitates self-
empowerment
•“Here are the
options”
•“Let me know
if you need help”
victim
creator
re-telling
the story
Learning from Failure: how to bounce back when you need the most @apiazza 23

24. cognitive reappraisal (cted.)
villain hero
challenger coach
victim
creator
re-telling
the story
Learning from Failure: how to bounce back when you need the most @apiazza 24
claims personal power
•“decided to”
•“chose to”
•“contributed to”

25. leading change
increasing learning in the organization
failure
Your
• emotions
• thoughts
• decisions
• attitude
create / shape the culture
Learning from Failure: how to bounce back when you need the most @apiazza 25

26. leading change
increasing learning in the organization
shaping the culture
• dialogue
• clarity
• empathy
• accountability
• paraphrasing
facilitating and guiding
lessons learned process
Learning from Failure: how to bounce back when you need the most @apiazza 26

27. leading change
increasing learning in the organization
Kim Scott –
Radical Candor — The Surprising
Secret to Being a Good Boss
(21:20)
Learning from Failure: how to bounce back when you need the most @apiazza 27

28. what‘s required for the human
brain to learn?
the shift
blame  fault curiosity  learn
• novelty
• variety
• challenge
Learning from Failure: how to bounce back when you need the most @apiazza 28

29. lessons learned process
1. Insights
expectations, success, beliefs, decisions, actions,
context, awareness, feelings, thinking, narratives
2.Patterns
which patterns are we noticing?
3.Commitments
name the temptations
am I willing to do things differently?
can we improve < A > or < B > in the future?
Learning from Failure: how to bounce back when you need the most @apiazza 29

30. questions that generate insights
1. What were the expectations?
2. How did I / we define success?
3. What were the core beliefs that shaped my actions?
4. What key decisions did I / we make?
5. What was the cultural context?
6. When did you know that a failure to meet the original expectations had
occurred?
7. What were the feelings and reactions you had?
8. What was the story that you began to tell about the event (especially to
yourself)?
9. What changed in your thinking?
10. What new behaviors or beliefs formed?
11. How was your approach to risk-taking impacted?
12. How did this impact your willingness to be vulnerable, to express yourself
with candor and transparency?
Learning from Failure: how to bounce back when you need the most @apiazza 30

31. Global Marketing
Andre Piazza @apiazza
http://linkd.in/andrepiazza
Learning from Failure:
how to bounce back when
you need the most
@
ap
ia
zz
a
1831 - Lost his job
1832 - Defeated in run for Illinois State Legislature
1833 - Failed in business
1834 - Elected to Illinois State Legislature (success)
1835 - His Sweetheart died
1836 - Had nervous breakdown
1838 - Defeated in run for Illinois House Speaker
1843 - Defeated in run for nomination for U.S. Congress
1846 - Elected to Congress (success)
1848 - Lost re-nomination
1849 - Rejected for land officer position
1854 - Defeated in run for U.S. Senate
1856 - Defeated in run for nomination for Vice President
1858 - Again defeated in run for U.S. Senate
1860 - Elected President of the United States (success)
on overcoming failure
Learning from Failure: how to bounce back when you need the most @apiazza 31

32. Global Marketing
Andre Piazza @apiazza
http://linkd.in/andrepiazza
“I have missed more than 9,000 shots
in my career.
I have lost almost 300 games.
On 26 occasions I have been
entrusted to take the game winning
shot, and I missed.
I have failed over and over and over
again in my life.
And that is why I succeed.”
on overcoming failure
Learning from Failure: how to bounce back when you need the most @apiazza 32
Michael Jordan "Failure" (30 sec)

33. Global Marketing
Andre Piazza @apiazza
http://linkd.in/andrepiazza
"Se terminó para mí la Selección.
Fueron cuatro finales.
Lamentablemente lo busqué. Era
lo que más deseaba. No se me
dio.
Creo que ya está. Me duele más
que a ninguno no poder ser
campeón con la Argentina. Me
voy sin poder conseguirlo".
failure = learning, interrupted
Learning from Failure: how to bounce back when you need the most @apiazza 33

34. Global Marketing
Andre Piazza @apiazza
http://linkd.in/andrepiazza
Learning from Failure: how to bounce back when you need the most @apiazza 34
success = learning, continued

35. Global Marketing
Andre Piazza @apiazza
http://linkd.in/andrepiazza
Learning from Failure: how to bounce back when you need the most @apiazza 35
failure = a badge of honor
Tyrion “Wear it like armor " (13 sec)

36. Global Marketing
Andre Piazza @apiazza
http://linkd.in/andrepiazza
Learning from Failure: how to bounce back when you need the most @apiazza 36
failed to break the internet

37. Global Marketing
Andre Piazza @apiazza
http://linkd.in/andrepiazza
Learning from Failure: how to bounce back when you need the most @apiazza 37
courage is what counts

38. Global Marketing
Andre Piazza @apiazza
http://linkd.in/andrepiazza
on dealing with criticism
Learning from Failure: how to bounce back when you need the most @apiazza 38

39. The road to sales enablement
failure
learning
patterns
commitments
insights
• commitments
• new ability to take risks
• new willingness to be
vulnerable
Learning from Failure: how to bounce back when you need the most @apiazza 39
reality expectations

40. thank you
Andre Piazza @apiazza
http://linkd.in/andrepiazza
@apiazza
Linkedin.com/in/AndrePiazza
Andre Piazza
Slideshare.net/Apiazza

41. bibliography
SCARF – NeuroLeadership
Journal
by David Rock
Daring Greatly: How the
Courage to Be Vulnerable
Transforms the Way We Live,
Love, Parent, and Lead
by Brené Brown
Learning from Failure: how to bounce back when you need the most @apiazza 41
Rules for Renegades: How to
Make More Money, Rock
Your Career, and Revel in
Your Individuality
by Christine Comaford-Lynch
Drive: The Surprising
Truth About What
Motivates Us
by Daniel Pink