Composition, Coordination, and Compassion
Problem Solving vs. Problem Finding
The Cascade Effect
TEDGlobal: The Puzzle of Motivation
The Cascade Effect: How Small Wins Can Transform Your Organization
We’ve all been there. An organization announces a huge, comprehensive, top-down change initiative. And we all know what happens next…almost nothing. The siren call of big, dramatic change is seductive—but the reality of how organizations really transform is more complicated, says best-selling author Daniel Pink.
In his provocative and entertaining presentation, Pink will draw on his National Geographic television program Crowd Control, a wealth of social science evidence, and vivid examples from business to show that the most effective path to change is through small experiments that reveal larger truths and small wins that cascade to broader transformation.
You will learn:
- Why context matters more than content in changing behavior—and how to quietly reshape context to achieve your goals;
- How to disrupt people’s “default behaviors” through novelty and surprise;
- How to deepen results and response by moving from impersonal, abstract language to personal, concrete language.
- When to use games—and equally important, when not to use them—to alter behavior;
- How to appeal not just to people’s intellects, but also to their senses;
- Why each week you should have two more conversations about “why” and two fewer about “how.”
Leadership and the New Principles of Influence
Leaders at every level today confront two stark realities. First, in these fiercely competitive and endlessly turbulent times, they must do more with less. Second, the old-school management techniques we’ve long relied on to produce results frequently fail. Enter Daniel Pink, best-selling author of Drive and To Sell Is Human, with a fresh approach.
Drawing on a rich trove of social science and cutting-edge practices from organizations around the world, Pink will demonstrate the new ways leaders are persuading, influencing, and motivating others. He will show the power of underused techniques such as perspective-taking, problem-finding, and using purpose as a motivator – and offer concrete steps to put these ideas into action.
In this entertaining and provocative presentation, you will learn:
- Why changing people’s minds often matters less than giving them an “off-ramp” to act;
- Why the most persuasive leaders aren’t introverts or extraverts, but “ambiverts”;
- 3 rules for taking the perspective of those you lead;
- How the principles of improvisational theater can help you overcome resistance;
- 5 ways to frame your message for maximum influence.
To Sell Is Human: The New ABCs of Moving Others
“A-B-C,” Alec Baldwin tells a group of salesmen in the classic movie Glengarry Glen Ross. “A-B-C. A-Always, B-Be, C-Closing. Always be closing, always be closing.” But best-selling author Daniel Pink says this steamroller approach has become a relic, because sales has changed more in the last 10 years than it did in the previous 100. Today, when buyers have just as much information as sellers—along with ample choices and the means to talk back—the rules have changed.
In his entertaining and provocative presentation, Pink—author of To Sell Is Human and one of the top business thinkers in the world—will draw on cutting-edge social science and best practices from organizations around the world to reveal the new A, B, Cs of selling. A-Attunement (taking another perspective). B-Buoyancy (staying afloat in an ocean of rejection). C-Clarity (identifying hidden problems and making sense of murky situations).
Pink will show you:
- Why caveat emptor (buyer beware) is giving way to caveat venditor (seller beware);
- Five ways to frame messages to increase clarity and lead to action;
- Why problem finding has become more important than problem solving;
- Why questioning your abilities before a sales call is more effective than pumping yourself up;
- Why the most effective salespeople are not extroverts;
- Two principles that can move your sales from transactions to transcendence.
How Smart Organizations Are Rethinking Innovation
Innovation is no longer anyone's job. Today it's everyone’s job. That’s why a top concern of organizations around the world is not just generating a few new ideas— but creating an entire culture of innovation. In this entertaining and provocative presentation, Daniel Pink, best-selling author of Drive, A Whole New Mind and To Sell Is Human, shows how to build that culture. He explains which environments promote innovation—and which suffocate it. He describes why people accept some breakthroughs and reject others. And, he demonstrates new techniques for talking about innovations with colleagues, bosses and customers.
Using the latest findings from social science along with an array of fascinating stories, Pink reveals the big ideas and practical steps that innovators need to move others to their side. You will learn:
- The single most important question you want colleagues and customers to ask;
- The six new pitches of the 21st century;
- How “blemishing” your offering can lead to increased buy-in;
- How the three principles of improvisational theater can open others to your idea;
- Why reducing others’ options can actually increase your persuasiveness;
- How making your offering both personal and purposeful can deliver big results.
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