Everything Rewired

When Americans are asked what they do, they don’t respond with “I do volunteer work at the community center,” “I build ships in bottles,” or “I try to ensure the survival of my genes.” No, we answer with a description of our jobs. While other, more civilized countries may see us as a bit obsessed, the workplace is the center of our lives.

We spend the majority of our waking hours at work, commuting to and from work, or trying to forget about work. Our success at our jobs, or lack of it, determines the material quality of our lives, our freedom to control our own destiny, and the psychological state with which we approach activities outside of work.

Because of the central role work plays in life, rightly or wrongly, I’ve devoted mine to improving the conditions under which we perform our labor. The discoveries of cognitive neuroscience are tremendously useful in that regard. They teach us how to improve the performance of organizations and, dare I say, how to make work more fun.

The latest lessons highlight the importance of relationships. Because we all perceive situations differently and make our decisions emotionally rather than logically, conflicts are inevitable and costly. When managers and employees don’t see eye to eye, productivity suffers. When we fail to appreciate the perspective of our customers, sales, revenues, and profits all decrease.

But neuroscience doesn’t just identify the problems, it offers solutions as well. It demonstrates that questions summon forth more engagement than declarations, that stories are more persuasive than arguments, and that big ideas have the power to change the world. Taking the lessons of this new science to heart makes us more successful at working through people to get things done.

Life outside of work is all about relationships as well. Whether with our families, the airline gate agent assigning us a center seat, or the police officer pulling us over for speeding, our facility for managing human interaction determines how much peace we enjoy at home, the elbow room we have on a five hour flight, and the percentage of our income lost to traffic fines.

The ideas we learn rewire our brains, changing the way we operate. Knowing its impact on the bottom line, the corporate world devotes significant resources to teaching managers how to improve relationships. In our personal lives, we should be just as focused on proactively and intelligently managing our interactions with others.

Life’s better when we all just get along.


When there’s less money coming in, the conventional wisdom holds that it’s prudent to cut your spending, whether you’re a consumer or a multinational corporation. This is particularly true if the economy is experiencing the worst downturn in eighty years, and it’s not at all clear when there will be a return to prosperity.

Sure, there are always opportunities, if the wolves aren’t yet at the door, for those willing to take a risk. While everyone else is being tight-fisted, you can get a great deal on that new Cadillac Escalade you’ve been lusting after. If all of your competitors are cutting back, a well-timed investment in marketing can help your company gain share.

But fearful times have a tendency to bring out the worst in people. The emotion-generating amygdala starts pumping cortisol into the system, slowing our thinking and narrowing our vision. Just when we need to be at our best, we become stupid. Across the board cost cutting driven from the top down isn’t always the smartest approach.

When you’re up to your neck in alligators, you may forget that your goal was to drain the swamp.  However, that doesn’t make the snapping jaws any less real. Nor will a trip aboard the Starship Enterprise to the final frontier of culture change, despite the assertions of a recent article in The Wall Street Journal.

It’s hard to argue against the two studies quoted in the article, claiming the limitations of cost-cutting initiatives.  I’m even willing to believe in the benefits of culture change, though the survey touting them was conducted by a consulting firm that makes its money from, of all things, selling culture change.

But what bothers me is the article’s mystification of culture. The “right” culture comes across as the magic beans that will grow a giant stalk of profitability. The definition we’re offered by a business school professor is “people believe in the organization, in their land manager, and therefore help them perform as much as possible, they think they are valued by the organization, both employers and workers are gaining mutual benefit.”

Now all of this is good stuff, but it’s just the kind of thing that gives my profession a bad name (or makes people question if it is a profession.)  I can’t see any one of my clients betting their company’s survival on “you’ve got to believe,” nor would I have any idea how to quickly effect such a belief.

Culture is the set of ingrained habits that determine the way people do things in the absence of prescriptive policies and procedures. But more than just belief is needed to realign those habits with the critical success factors of the business. It takes a consistent message, conveyed through everything leaders do and say, about how people can come together, behave in specific ways to overcome obstacles, and achieve an exciting vision of the future.

But when the alligators are restless, there’s a more immediate way to achieve efficiencies and refocus efforts. Gather the responsible people together and give them all of the unvarnished information you can about the state of the business. Share the financials and the challenges. Then ask them to work together to come up with recommendations on what to do.

This will engage them, give them control over their destiny, and create ownership for what needs to be done.  Since they’re closer to the work, they’ll avoid many of the mistakes that are inevitable when cost-cutting is mandated from the top down.  If two heads are better than one, an entire organization of minds is bound to come up with better ideas than an individual manager, no matter how smart he or she may be.

This approach can be implemented quickly and doesn’t depend on turning around the Queen Mary of corporate culture before results are achieved.  Nor does it require a starship, or beans of any kind.  And when it’s employed, a high performing culture magically takes hold.

What Can Brain Science Teach Us About Nasal Spray and Accountability?

In a recent study, researchers found that the neuropeptide Oxytocin leads to more trusting behavior, even in relationships where there’s built in conflict. Subjects that received Oxytocin through a nasal spray displayed more trust in the classic game Prisoners’ Dilemma than those that were administered just a placebo.

In Prisoners’ Dilemma, the logical bet is for both prisoners to look out for themselves and not depend on the other one being trustworthy. It’s a particularly interesting game for business because it mirrors life in most organizations. Each member stands to benefit from collective action, if everyone else is trustworthy. But if they’re not, looking out for number one is often the safer strategy. Or as a client once put it, “If it’s a question of my team being successful or sending my son to college, it’s a no brainer.”

Because of this, leaders have long struggled with the issue of trust, but now through the miracle of modern science, we have a solution. Everyone just needs a little sniff of Oxytocin nasal spray, which is apparently available on the internet for as little as $29.95 for a two week supply. That’s quite a bit cheaper than hiring a team building consultant.

Tempting as it may be, this is precisely the kind of lesson we don’t want to learn from brain science. It’s not only that the same spray could be used for dishonest purposes–imagine if it were pumped into the showrooms of used car dealers, but that we’re drawing the wrong kind of lessons from the latest discoveries. The real learning is that our behavior is driven less by the nature of any situation we may find ourselves in, than by the way we think about the situation. Change the thinking and we change the behavior, and we can it do perfectly well without recourse to pharmaceuticals.

Recently, one of my clients was distressed by the unwillingness of his direct reports to be held accountable. As a result, he was focused on how to improve the organization’s measurement systems and how to establish clear consequences for non-performance. While the right kind of measures are critical for any business and while people should not be immune from the consequences of a failure to perform, accountability is less of a problem to be solved than it is a symptom of a more basic issue.

When I talked to the direct reports, they weren’t unwilling to be held accountable. They just didn’t agree with what they were being held accountable for. Their objectives were set top down, and they felt that they didn’t match the reality of their businesses. Much as they respected and even admired their boss, they were convinced he was too far removed from operations to understand what they were up against. The perceptions of each were different and in conflict.

Our logical minds are deluded into either/or thinking. In fact, one of Aristotle’s laws of logic mandates that there can be no middle ground–something is either the case or it is not.  Either the objectives are fair or they’re not. Either the boss is right or the employees are. But when we move beyond logic and incorporate how the mind works, we appreciate that both the manager and his direct reports are right, from their point of view.

The solution to this disconnect is not tighter measures and more draconian consequences. It’s impossible to build an infallible system for accountability and threats of punishment hardly motivate people to give their all for the business. Instead, the conflict should be taken as an opportunity to rethink the business from the top down.

Our ideas are instantiated  in neural networks arranged hierarchically in the brain. Those at higher levels drive decision-making and behavior at lower levels that are in harmony with them. If we get agreement at the highest levels, operational conflicts disappear.

When I pulled together my client and his team to address the conflict over accountability, we started by agreeing on a vision for the business and a strategy to achieve it.  With everyone in sync on what they wanted to accomplish and how best to do it, the objectives and how to ensure they were met just fell out naturally. Even better, the managers now worked toward achieving their objectives because they wanted to, not because they were afraid of the consequences if they didn’t. The result was a tighter and more efficient organization, and far more engagement from everyone. In just a quarter, performance improved significantly.

A squirt of nasal spray might have made the direct reports more trusting of their boss and the boss more trusting of his people. But it wouldn’t have made the direct reports able to achieve objectives that didn’t fit their businesses. The best chance of improving performance is to address how people think at the highest level.

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