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$149.95 The Secret Service of Human Resource Experts PeopleNology Human Earth Laws Typical Human Behavior Heirlooms and Genes Taming The Wild Organization 7 Things God Wanted You To Know Mother Nature’s Home Sweet Home Bedrock - Boredom - Bedroom - Boardroom INTRODUCTION SERIES Gregory Bodenhamer Copyright 2008 Intellectual Property Rights All Rights Reserved and Protected University Quality Research - Systems - Design INTRODUCTION SERIES PeopleNology SUPERCRUISE YOUR BUSINESS TODAY Gregory Bodenhamer Copyright 2008 Intellectual Property Rights All Rights Reserved and Protected University Quality Research - Systems - Design Gregory Bodenhamer’s PeopleNology Theories - Principles - Techniques The Key to Nature’s Biggest Mysteries The Most Dramatic Knowledge, Revealed To The Public For Your Survival and Prosperity Nature’s Secrets Exposed PeopleNology@Hotmail.com Take any business and quickly move from simply survival to stability within a few days. Influence and persuade any human being quickly and safely through Social Engineering Techniques that change Work Habits, Improve Performance, Starting and Stopping Conflicts, enjoy Delegating, Assigning Tasks, and watch as your Expert Real Self comes to life at work and at home. The Fascinating and Amazing PeopleNology explains the things that nobody talks about. Get started on improving Leadership, Customer Service, Teamwork and Motivate Customers and Associates. PeopleNology Gregory Bodenhamer’s PeopleNology Social Engineering Welcome to your own Voyage of Discovery. The natural history of you and others, all the important events that made you and control you today is the absolute key to nature’s biggest mystery, the human being. The secrets of you have been written and more amazing discoveries are revealed daily. Today’s scientists and their discoveries will amaze the brightest of the human-race. The Key to Nature’s Biggest Mysteries PeopleNology For Continued Success PeopleNology@Hotmail.com You are the Secret Inside PeopleNology you’re going to discover the things that people never talk about. Expert knowledge, research, theories and explanations about things you cannot learn from common higher learning institutions. Little companies, medium and large organizations, including Fortune 100 enterprises have gotten the message. It’s about people. It’s about knowing all the hidden powerful knowledge. The Invisible Structures thats working inside and outside of your business makes the difference. Gregory Bodenhamer’s PeopleNology Social Engineering 500,000 years ago, Homo Erectus discovered how to tame and use fire. It wasnt you. Look at the picture above,Erectus was almost you but not yet. Within a cave near Beijing, China the first real hard archaeological evidence revealed the truth. Erectus was almost the human, You - Homo Sapiens, that walk around with you and me today. To control the use of fire, starting it, perpetuating flames, applying fire and stopping it was only the beginning. Simply look around. The Key to Nature’s Biggest Mysteries This FREE STUDY GUIDE will help you get started. Follow the exciting trail of proven facts, remove what you think you know with the truth about people. Enjoy your success. Exclusive Curiosity of People The guide into ancient earth laws that govern and control every human being on earth. Thought provoking knowledge brought together for the first time in a easy to use and understand format. PeopleNology Extreme Business Energy Easily unleash all the inclinations of a human being. Quickly improve and understand any relationship up close and personal or from a distance. Easily persuade any human being to do almost anything. Secrets of the Bedrock-Bedroom-Boardroom The series of easy to understand principles, laws, formulas and human evolutionary theories that brings clarity to your life and business. Make your dreams come true, start knowing vs. guessing, start doing. Squaring Up for Business 50 Top Human Secrets Undisclosed, hush-hush knowledge about things your father didn’t know. Cloak-and-dagger things about you that your mother doesn’t want to know. Learn the ancient programming inside every human. Quickly gain the ability to persuade and influence any human being 99% of the time. Exciting - Proven - Tested SOCIAL ENGINEERING for Business, Pleasure, Friends, Family and Associates. America’s Study Guide The Magic Workshop Series included for your healthy mind ERECTUS SAPIENS Gregory Bodenhamer’s PeopleNology Social Engineering Before us came many. They were not the humans that you see today. Maybe, up to four or five other human type beings have walked the earth. Starting a fire, defeating the cold darkness, providing heat from the elements, cooking food, providing a weapon against a stronger animal, transforming raw materials into something else. Homo Erectus was the foundation of you. Homo Erectus first and then came the human you are today Homo Sapiens. We have millions of years of evolutionary biology running through our veins and our brain cells. The Key to Nature’s Biggest Mysteries If you really want to SUPERCRUISE your business and jump out in front of all your competitors you have found your key to success. Exclusively Bodenhamer’s PeopleNology changes everything. Gregory Bodenhamer’s PeopleNology@Hotmail.com PeopleNology Social Engineering You’re about to discover the most powerful knowledge in the world that is very seldom talked about. Major universities; Tufts University, Notre Dame, World Class Harvard University, Wharton School, Standford and many other knowlede and culture centers can provide you with a glimspe of the topics you can learn about today. PeopleNology combines the knowledge of known Geology, Biology, Chemistry, Physics, Psychology and many other disciplines into a single source concerning the Human Being. You’re going to dramatically increase your knowledge without spending tens of thousands of dollars on reseach or struggle. You’ll soon discover that you can influence, inspire, persuade almost any person walking around the office, down the street or the other side of the world. You’ll learn about the 38 Evolutionary Triggers found within every human being (homo saipens) walking the earth today. Not every other human, not one out of a hundred, every human being on earth has inbeded 38 Evolutionary Triggers and more are being discoverd and researched every year. You’ll benefit from learning the 12 Absolute Laws that every western culture based human being uses to decide things that affect your own family, friends, associates and business success. When you’ve tried everything else; Paying more, bonuses, distant learning, incentives, corner offices, research funding, new product lines, company picnics, seminars, business management books, culture programs, new managers and supervisors its time to learn about PeopleNology. Increase your sales, market exposure, stop employee turnover, write better advertisements, persuade your internal groups, inspire and provide leadership that others can only dream about. Improve customer services, see motivation work for the first time, watch teamwork explode into new products and services. Better companies can afford the research, plans, system designs and experts concerning Social Engineering and all the benefits. With the help of PeopleNology, pre-designed seminars, workbooks, learning-letters and a host of other products your company can gain the abundance and prosperity that you’ve dreamed about. The Key to Nature’s Biggest Mysteries Gregory Bodenhamer’s PeopleNology Social Engineering Your mind and instincts have evolved by natural chance, natural mutation and the necessity or the pressure of selection. You are here on earth, we can compete and reproduce or we would have already been condemed to extinction. Earth is inhabited by mutating species, not copies of the earliest organisms. We are of the higher animal and we have the ability, it seems, to adapt to situations and new threats. You are the most amazing creature on earth. No matter your beliefs, creation or nature, realize, maybe for the first time, you have become the most perfect being. The Key to Nature’s Biggest Mysteries Gregory Bodenhamer’s PeopleNology Theories - Principles - Techniques Nurture PeopleNology@Hotmail.com You were born without any working knowledge or skills. Your blank mind slate is written upon through your education and your life experiences. The human stimulation is experience and education through culture knowledge and building. But there’s a lot more to the story. The Key to Nature’s Biggest Mysteries Gregory Bodenhamer’s PeopleNology Theories - Principles - Techniques Behavior PeopleNology@Hotmail.com Behavior that is rewarded will occur more often while behavior that is not rewarded will become extinct. All Human Behavior is based on some positive or negative actions or some consequences. Your primitive mind decides what to do, most of the time, without any help from you. The Key to Nature’s Biggest Mysteries Gregory Bodenhamer’s PeopleNology Social Engineering Astronomy Astrology Meteorology Ocenography Ecology The combination of complex knowledge has revealed the principles and laws about all people around the world. The History of the Earth and the other planets tell their own story. Five billion years ago, exploding stars, the creation, enormous clouds of gas and interstellar dust in space. This primordial cloud or nebula, 70% hydrogen and 27% helium and heavy elements like gold and lead was our beginning. You did have a beginning and you do have an ending. All the things that made you now control you. From dust to life, from nothing to us, the most perfect creature. Did nature create you? Did a creator create you? Was it a combination? Have we discovered how the creator made the human being? The Key to Nature’s Biggest Mysteries Gregory Bodenhamer’s PeopleNology Theories - Principles - Techniques Heredity PeopleNology@Hotmail.com Complex skills are shaped by both biological inheritance and our life experiences. Your heredity gives you the potential and your life experiences determines how and how much of your potential is realized. The equations, formulas, principles and laws are explained and revealed by the teachings of PeopleNology The Key to Nature’s Biggest Mysteries Gregory Bodenhamer’s PeopleNology Social Engineering The shock wave, big bang, red-hot sphere, formation of earth crust, first forms of life, the formation of oceans and our own primordial atmosphere became real about 3.9 billion years ago. We’re not guessing anymore. We have doubts and questions, all considered nothing in complete agreement but, we’re here by Creation or Nature maybe both. 99.9% identical, all humans the same. We know that every human has Emotions which reveal the truth about Emotional Intelligence. You feel the exact same things as every human. How could you use this powerful knowledge? Can you help others? The Key to Nature’s Biggest Mysteries Accept the idea that very intelligent human beings have been on earth a long time. All human beings have well-defined inclinations that constrain or maneuver us in every day living. These tendency characteristics make every human being on earth almost like the next one. From the ancient times found within the historical record human beings that populate the world have sense and gut feelings about everything. These tendencies are the inclinations that control most human beings. You’re going to see everything in a new light with PeopleNology. You’re going to have a new sense of wonder and discover the things that you think you already know. PeopleNology is Power that will quickly change everything in your personal and professional life for the better. PeopleNology gives you the base knowledge that is very difficult if not impossible to find in one place. One thing is for sure. Learning about PeopleNology is fun, exciting and very profitable. The things you were taught were taught by people within a culture that had a set of values and beliefs about knowledge. What you’re about to discover is what your father didn't talk about and your mother didn't know has hurt you, held you back, guided your missteps and a host of other things that you can change. Improving your ability to persuade another human being takes us deep into many recognized sciences, disciplines, proven theories litterly by the thousands. PeopleNology (PN) makes it simple to understand the Evolutionary Earth Laws that control everything about you and the person down the hall or on the other side of the world. You’re going to become a PeopleNologist if you decide by learning the things that nobody talks about and only a few ever teach. Your Leadership skills, customer services and products that you offer, motivation techniques that you use and the creation of real teamwork is at hand. PeopleNology mixed with Evolutionary Earth Laws will change you, your business success, improve relationships with friends, family and customers and it happens very quickly. A very special series, Millions of working women continue to struggle within the workplace. The simple evolutionary truth, the things never talked about explode the facts into your life. World Aspirations for Women and Curiosity of People Wanting to Know You is the perfect combination learning-letter and (LTL) Lap-Top-Lecture for any business. You can quickly, easy 1-2-3, learn about and apply real life ancient earth laws within your organization. Capture the absolute power of women at work by removing the folklore and using known facts to help inspire and persuade this dynamic and important Study of Humankind was the original purpose of PeopleNology The word anthropology itself tells the basic story--from the Greek anthropos ("human") and logia ("study")--it is the study of humankind, from its beginnings millions of years ago to the present day. Nothing human is alien to anthropology. Indeed, of the many disciplines that study our species, Homo sapiens, only anthropology seeks to understand the whole panorama--in geographic space and evolutionary time--of human existence. Though easy to define, anthropology is difficult to describe. Its subject matter is both exotic (e.g., star lore of the Australian aborigines) and commonplace (anatomy of the foot). And its focus is both sweeping (the evolution of language) and microscopic (the use-wear of obsidian tools). Anthropologists may study ancient Mayan hieroglyphics, the music of African Pygmies, and the corporate culture of a U.S. car manufacturer. But always, the common goal links these vastly different projects: to advance knowledge of who we are, how we came to be that way--and where we may go in the future. Curiosity. In a sense, we all "do" anthropology because it is rooted in a universal human trait: curiosity. We are curious about ourselves and about other people, the living as well as the dead, here and around the globe. We ask anthropological questions: • Do all societies have marriage customs? • As a species, are human beings innately violent or peaceful? • Did the earliest humans have light or dark skins? • When did people first begin speaking a language? • How related are humans, monkeys and chimpanzees? • Is Homo sapiens's brain still evolving? Such questions are part of a folk anthropology practiced in school yards, office buildings and neighborhood cafes. But if we are all amateur anthropologists, what do the professionals study? How does the science of anthropology differ from ordinary opinion sharing and "common sense"? Comparative Method. As a discipline, anthropology begins with a simple yet powerful idea: any detail of our behavior can be understood better when it is seen against the backdrop of the full range of human behavior. This, the comparative method, attempts to explain similarities and people holistically, in the context of humanity as a whole. differences among Anthropology seeks to uncover principles of behavior that apply to all human communities. To an anthropologist, diversity itself--seen in body shapes and sizes, customs, clothing, speech, religion, and worldview--provides a frame of reference for understanding any single aspect of life in any given community. To illustrate, imagine having our entire lives in a world of red. Our food, our clothing, our car--even the street we live on--everything around us a different shade of red. And yet ironically, in a scarlet world, isn't it true that we will have no real grasp of the color red itself, nor even the concept of color, without being able to compare red with yellow, blue, green, and all the hues of the rainbow? LapTop Lectures Fascinates, Captivates, Attracts and almost Hypnotize any audience within your organization. PeopleNology launched an educational revolution many years ago. As the knowledge became clear so did the results of teaching this evolutionary extreme business energy that has become known as PeopleNology-EarthLaws. You or your business can purchase many of our LapTopLectures right from the comfort of your home or office. These LapTopLectures brings PeopleNology Earth Laws to full color life for your friends, family and business associates. Using PeopleNology (PN) Earth Laws (EL) through our LapTopLectures (LTL) services allows you to receive our products via PDF computer file transfers. All the equations, formulas, principles, notes and laws have been developed into fasinating tutorials, wookbooks and seminars that you can project in your own conference room. Teaching each of your executives, managers, front-line supervisors and even hourly associates about PeopleNology makes sense for the organization. PeopleNology@Hotmail.com PeopleNology is Guaranteed to Work for Any Company, Ancient Fossils have yielded the most dramatic evidence in the form of DNA fragments that tell the story. We’re sure where we came from, how we survived so far and we’re getting very close to learning the Milestones of the Brain and what makes us tick. Gregory Bodenhamer’s PeopleNology Social Engineering Many of the most complex knowledge disciplines are explored within PeopleNology that explodes your current knowledge base and brings you to the forefront of higher thinking. PeopleNology allows you to explore these complex issues without the thousands of hours of study. Breaking down these disciplines into easy to understand, bite-size knowledge courses allows you to understand or de-mystifying what you think you already know. One of the all time best business books in history has never been sold. It’s been given away since 1974, free for the asking. The Key to Nature’s Biggest Mysteries Everything you do has a history. You wake up each morning and get out of bed using an anatomy that allowed your ancestors to stand upright at least 4 million years ago. You go to the kitchen and eat cereal with a bowl and spoon that are part of a toolmaking tradition at least 2.5 million years old. As you munch your cereal, you page through the newspaper, which you can understand thanks to a brain capable of language, abstract thought, and prodigious memory a brain that has been expanding for 2 million years. Until a few decades ago, most of that evolutionary history was hidden from science's view. But these days hardly a month goes by without news of a significant discovery. Paleoanthropologists keep digging up new fossils of our ancestors, and some of those fossils have even yielded DNA fragments. Meanwhile, geneticists have compiled a veritable encyclopedia of evolution—the sequenced human genome and within a few years they'll be able to compare it with the genome of one of our closest living relatives, the common chimpanzee. Still, what we don't know about our evolution vastly outweighs what we do know. Age-old questions defy a full accounting, and new discoveries introduce new questions. That's not unusual for any field of science, but the eight mysteries on the following pages are intimate ones, because understanding our origins is key to understanding ourselves. Taking a trip back in time and you can discover the real human being that’s alive and well on earth today. The mind programming started about 500,000 years ago and that program is still running in every human on earth today. What’s amazing, we’ve proved it over and over. Evolutionary Perspective As a field, anthropology brings an explicit, evolutionary approach to the study of human behavior. Each of anthropology's four main subfields sociocultural, biological, archaeology, and linguistic anthropology acknowledges that Homo has a long evolutionary one is to know what it means to be a human being. history that must be studied if Time travel would make everything so much easier. imagine that you could drop down by an African lake some 7 million years ago and watch the parade of aardvarks, antelopes, and elephants pass by until, sooner or later, you caught sight of a group of apes. They'd probably look something like chimpanzees about the same height, with the same coat of hair but their flat faces and the other odd proportions of their bodies would indicate that they belong to a different species. Perhaps they would turn your way and look you in the eye a gaze from your most distant hominid ancestors, the first primates to split off from the other apes and begin the family that produced us. Such are the daydreams paleoanthropologists indulge in as they endure blazing heat, merciless sandstorms, and years of fruitless fieldwork. If the earliest hominids were anything like chimps, bonobos, and other living apes, each species may have numbered in the hundreds of thousands, even millions. But few left fossils behind. Most of their bones were scavenged and scattered by hyenas or other animals, and what little remained rotted. When it comes to early hominids, paleoanthropologists have to make do with a few teeth or skull fragments. Yet paleoanthropologists are learning a lot about our origins. Not long ago, the oldest known hominid was Australopithecus afarensis, a species that walked the savannas of East Africa around 3.6 million years ago and is best known from one well-preserved female skeleton found in Ethiopia in 1974 and nicknamed Lucy. Gregory Bodenhamer’s PeopleNology Social Engineering Homo Erectus, the tamer of fire, started learning things that we still use today. This 500,000 year old knowledge has been passed on to you by culture education. The Key to Nature’s Biggest Mysteries You have thousands of preconceptions that guide your every action. The struggle you feel, that feeling inside is Mother Nature pulling you and pushing you back to your core knowledge and instincts. That little voice that speaks to you is the real you fighting back against culture building. Cultural Anthropology In North America; the discipline's largest branch, cultural anthropology, applies the method and evolutionary perspective to human culture. Culture represents the entire database of knowledge, values, and ways of viewing the world, which have been transmitted from one generation ahead to the next nongenetically, apart from DNA--through words, concepts, and symbols. Cultural anthropologists study humans through a descriptive lens called the ethnographic method, based on participant observation, in tandem with face-to-face interviews, normally conducted in the native tongue. Ethnographers compare what they see and hear themselves with the observations and findings of studies conducted in other societies. Originally, anthropologists pieced together a complete way of life for a culture, viewed as a whole. Today, the more likely focus is on a narrower aspect of cultural life, such as economics, politics, religion or art. Cultural anthropologists seek to understand the internal logic of another society. It helps outsiders make sense of behaviors that, like face painting or scarification, may seem bizarre or senseless. Through the comparative method an anthropologist learns to avoid "ethnocentrism," the tendency to interpret strange customs on the basis of preconceptions derived from one's own cultural background. Moreover, this same proGregory Bodenhamer’s PeopleNology Social Engineering cess helps us see our own society--the color "red" again--through fresh eyes. We can turn the principle around and see our everyday surroundings in a new light, with the same sense of wonder and discovery anthropologists experience when studying life in a Brazilian rain-forest tribe. Though many pictures cultural anthropologists thousands of miles from home residing in thatched huts amid wicker fences, growing numbers now study U.S. groups instead, applying anthropological perspectives to their own culture and society. comparative traditional Your natural state of mind, or how you may think and feel is controled by biology and pre programming of your mind that has been in place for over 500,000 years. Your evolutionary traits beat out cultural training every time. The Key to Nature’s Biggest Mysteries Linguistic Anthropology One aspect of culture holds a special fascination for most anthropologists: language--hallmark of the human species. The organization of systems of sound into language has enabled Homo sapiens to transcend the limits of individual memory. Speech is the most efficient medium of communication since DNA for transmitting information across generations. It is upon language that culture itself depends--and within language that humanity's knowledge resides. Linguistic anthropologists, representing one of the discipline's traditional branches, look at the history, evolution, and internal structure of human languages. They study prehistoric links between different societies, and explores the use and meaning of verbal concepts with which humans communicate and reason. Linguistic anthropologists seek to explain the very nature of language itself, including hidden connections among language, brain, and behavior. Language is the hallmark of our species. It is upon language that human culture itself depends. Linguistic anthropologists, of course, are not the only ones who study historical dimensions of culture. Anthropologists recognize that, in seeking to understand today's society, they should not confine attention only to present-day groups. They also need information about what came before. But how can they trace the long-ago prehistory, reaching far back into the millennia, of societies that left no written record? Archaeology Fortunately, the human record is written not only in alphabets and books, but is preserved in other kinds of material remains in cave paintings, pictographs, discarded stone tools, earthenware vessels, religious figurines, abandoned baskets which is to say, in tattered shreds and patches of ancient societies. Archaeologists interpret this often fragmentary but fascinating record to reassemble long-ago cultures and forgotten ways of life. Archaeologists, long interested in the classical societies of Greece, Rome, and Egypt, have extended their studies in two directions--backward some 3 million years to the bones and stone tools of our protohuman ancestors, and forward to the reconstruction of lifeways and communities of 19th-century America. Regarding the latter, many archaeologists work in the growing field of cultural resource management, to help federal, state, and local governments preserve our nation's architectural, historical, and cultural heritage. Gregory Bodenhamer’s PeopleNology Social Engineering Your thoughts have been implanted on your own blank mind slate. You can quickly discover how to insert thoughts in any other person you want. Easy, 1 - 2 - 3 Imagine Associates doing what you want. The Key to Nature’s Biggest Mysteries Gregory Bodenhamer’s PeopleNology Social Engineering In recent years, paleoanthropologists have found perhaps as many as five species that are older than A. afarensis—in some cases much older. Just last year, Michel Brunet of the University of Poitiers, in France, and his team of explorers announced that amid the sand dunes of the Sahara they had found a species between 6 million and 7 million years old: Sahelanthropus chadensis. These new fossils have thrown cherished orthodoxies into question. The first flowers, dinosaurs, birds, and the triumph of mammals tell a story. In order to survive desolate environments, predators of all sizes, ecological problems and constant daily extinction pressures we’ve had to change or mutate biologically to survive. These instincts of change are inside you right now. We’ve colonized our environment through our human instincts and acquired knowledge. The Key to Nature’s Biggest Mysteries "We saw human evolution as a nice, straight line," says Leslie Aiello of University College London. Now some researchers are arguing that human evolution looked more like a bush, with lots of species branching off in different directions. No new orthodoxy has gained enough strength yet to take over the old one. Instead, there's lots of debate. Some paleoanthropologists, for example, have declared Sahelanthropus to be on the line that led to gorillas, not humans. "That's crazy," replies Brunet, who points to small teeth and other key traits that link the creature with hominids rather than apes. But while Brunet is confident he has discovered the oldest known hominid, he doesn't think it's possible yet to make grand pronouncements about the shape of the hominid tree and its various branches. "You can't say that it's bushy," he says. "Maybe it is; we don't know. Our story has just doubled in time, and we're just beginning to understand it." Gregory Bodenhamer’s PeopleNology Social Engineering Ancient Earth Laws control the most of you and all the other human beings. When you learn about them you can influence, persuade, innovate anything you want. The Key to Nature’s Biggest Mysteries For millions of years, the earliest hominids were a lot like other apes. They were short, had tiny brains compared with modern humans, and could not speak or fashion a Between 16 and 22 million years ago lived the last ancestor common to both humans and large higher spear. But there was a profound difference that set them apart: In 1948 we discovered its remains in Africa, on an They could stand up and walk. island in the middle of Lake Victoria. Something like Bipedalism was the first great transformation of our got a lot more interesting in 1974 while we were ancestors, coming long before the evolution of all the other things that make us uniquely human. running around Ethiopa. The answer to the question of how our ancestors evolved into bipeds seemed pretty clear for decades. "The long-standing idea was that we became bipedal because we moved out of the forest and onto the savanna, either because we had to look over tall grass or get to isolated stands of trees," says Craig Stanford, a primatologist at the University of Southern California's Jane Goodall Research Center. But in recent years new evidence has thrown that scenario into doubt. "The time-honored idea that a weakling hominid left the safety of the forest for the dangerous savanna and had to live by its wits and stood upright is a nice story, but it's probably fiction," says Stanford. As researchers have looked closer at the older hominid sites, many have concluded that the areas were not savannas at all but a variety of lightly to densely wooded landscapes. Gregory Bodenhamer’s PeopleNology Social Engineering apes such as chimpanzees called Proconsul Africanus. gorillas and orangutans, something like me and you. It The Key to Nature’s Biggest Mysteries Evolution Human evolution is the lengthy process of change by which people originated from apelike ancestors. Scientific evidence shows that the physical and behavioral traits shared by all people originated from apelike ancestors and evolved over a period of at least 5 million years. One of the earliest defining human traits, bipedalism -- the ability to walk on two legs -- evolved over 4 million years ago. Hominids may not have lived in savannas until 2 million Gregory Bodenhamer’s PeopleNology Social Engineering to 2.5 million years ago—2.5 million to 3 million years after the earliest In western Africa, between 2.8 and 3.7 million years known hominids walked on two legs. ago, lived Australopithecus Afarensis our most wellknown primitive hominids. The skeleton, dating back 3.2 million years ago is named Lucy. She walked in an erect position and together with similar creatures, is often called biped chimpanzee. Before me and you numerous specis of hominid developed, coexisted, competed and declines. The Key to Nature’s Biggest Mysteries Gregory Bodenhamer’s PeopleNology Social Engineering Homo Sapiens, you, the only living genus representative on earth for the last 35,000 years. We’re not at the top of the evolutionary tree of hominids, merely the only small branch that is still alive. Many scientists agree our big advantage was our invention of language. We could teach each generation what we discovered that gave us distinct advantages with our adversaries. Now scientists are trying to figure out what evolutionary pressure led hominids to become bipedal in the forest. To answer that question, they have to figure out what upright walking evolved from. Fossils offer some The Key to Nature’s Biggest Mysteries clues, but opinion is divided over what the clues mean. Some paleoanthropologists studying Lucy's skeleton say she walked much as we do, for example, while others say she moved awkwardly on the ground and spent a lot of time in trees. Paleoanthropologists can say even less about the oldest hominids, because they've found hardly anything below the skull. Unstoppable Earth Laws What is total objectivity in the assessment of which method works best, which person is worth keeping, who must be removed? The mechanization of work and the elimination of the human being within the process seems to be the best method. The human element needs so much and the machine needs so little. Rigorous measurement of the machine is simple 2 + 2 = 4 thinking, the human-being is a different story. The practice and principles of PeopleNology allows you to travel a new management map. The books on process controls and how to read control charts fill the books stores and boardrooms. When you use the discrete and identifiable activities known as PeopleNology Principles you’re going to change your company from the inside out. Other important human characteristics -- such as a large and complex brain, the ability to make and use tools, and the capacity for language -- developed more recently. Many advanced traits -- including complex symbolic expression, art, and elaborate cultural diversity -emerged mainly during the past 100,000 years. Humans are primates. Physical and genetic similarities show that the modern human species, Homo sapiens, has a very close relationship to another group of primate species, the apes. Gregory Bodenhamer’s PeopleNology Social Engineering The accepted accredited theory, our ancestors were born in Africa and then spread from there throughout the world. Migration was caused by need of a food supply, dramatic climate changes and a host of other adventures as our prehistoric hunting communities just tried to survive the day. About 100,000 years ago, starting with the Middle East, Homo Sapiens started the colonization of the planet. In our mass-production world of machines and computers the new management map on people was once rejected, reviled and yet alternately practiced by a few leading edge companies. The new-ancient knowledge known as PeopleNology Earth Laws has been discovered and rediscovered again within many organizations. You will find PeopleNology undeniably significant today and the next while you build the most fantastic people company you could ever hope for in the future. Imagine the contribution of all your people. Their hearts and mind connected joined with your own new ability to influence their moods, efforts, activities and their ending results. PeopleNology has attempted over the last thirty years to identify the individual traits, habits and inclinations of the human being. It seems after all these years, we’re the instant success. The well used and old fashioned scientific management that you use today founded before your grandparents were born has imposed it discipline and binding and attitudes for most of th the 20 century. The unstoppable assembly line, scientific, control charting, stop watch and clip board approach to management has fundamental flaws and should be divorced from your organization. As you try to determine and examine every single task of a project or a task, draw time lines and fish-bone charts, struggle to understand why things go from good to bad, other companies are leaving you behind in the dust. The Key to Nature’s Biggest Mysteries Humans first evolved in Africa, and much of human evolution occurred on that continent. The fossils of early humans who lived between 2 and 5 million years ago come entirely from Africa. Most scientists currently recognize some 10 to 15 different species of early humans. Scientists do not all agree, however, about how these species are related or which ones simply died out. Many early human species -- certainly the majority of them -- left no living descendants. Scientists also debate over how to identify and classify particular species of early humans, and about what factors influenced the evolution and extinction of each species. Early humans first migrated out of Africa into Asia probably between 1.6 million and 2 million years ago. Gregory Bodenhamer’s PeopleNology Social Engineering Australopithecine apes walked on their rear legs without leaning on their knuckles, leaving their hands free to transport objects, to use tools, (sticks and stones) and to clean carcasses left by lions and other predators. About 2.5 million years ago, a group of Australopithecus Africanus gave rise to a human that was more similar to us than to a chimpanzee, Homo habilis. The management style your father taught you is dehumanizing. Who really thought you could take the human out of business? The reliance you need can be found in gears and drives, lifts and conveyors, mixers and lathes but scientific management has dehumanized your company. The Key to Nature’s Biggest Mysteries Experts from around the world analyze as they should every piece of work, every process, every way of doing each piece of work. They struggle to find the exact knowledge to build it faster, better and cheaper. The science removes the opinion and proves the method that works the best. Managers look for the least effort and the quickest time. Why not? If we can make more for less we earn more profits. The exact facts developed will develop the laws you need to operate the factory, build the car, plant the corn, move the satellites and a million other things. Scientific facts will constitute a series of laws that will govern your business. These scientific laws really control your company, the capital investments, inventory, expansion, contraction, human resources etc. These scientific facts control your people, their income, their future, ideas, dreams, aspirations and daily personal acts of being late to work, not showing up on Monday or a Friday, claiming the work-place injury, lower long-term productivity rates, high people turnover, union building, poor product and service quality. We’re going to change how you look at Key Result Areas. For instance, people first came to Australia probably within the past 60,000 years and to the Americas within the past 30,000 years or so. The beginnings of agriculture and the rise of the first civilizations occurred within the past 10,000 years. Paleoanthropology is the scientific study of human evolution. Paleoanthropology is a subfield of accredited anthropology, the study of human culture, society, and biology. The field involves an understanding of the similarities and differences between humans and other species in their genes, body form, physiology, and behavior. PeopleNology seeks to discover how natural evolution has shaped the potentials, human tendencies, and the known human limitations of all people These scientific laws control the majority of everything inside your business and drives the individual opinions of your people that you never hear about you just see the results. I don’t have to tighten the bolt, put the pen in the box, stop using too much shrink-wrap, drive to fast, work safely, smile and wave. The scientific system that you used yesterday and plan on using today leaves little if any room for the human being. They’re getting even. You have left no room for imagination or initiative. People are just labor, make them go faster and longer and gain better returns. Gregory Bodenhamer’s PeopleNology Social Engineering Homo habilis, the first hominid to make stone chopping tools. Homo erectus dates to 1.5 million years ago learned how to light fires and build shelters. After Homo erectus came Homo sapiens, who most likely managed to establish our species by successfully and completely competing with the other hominid groups which dominated Europe until about 35,000 years ago. The Key to Nature’s Biggest Mysteries Early human fossils and archeological remains offer the most important clues about this ancient past. These remains include bones, tools and any other evidence (such as footprints or butchery marks on animal bones) left by earlier people. Usually, the remains were buried and preserved naturally. They are then found either on the surface (exposed by rain, rivers, and wind erosion) or by digging in the ground. By studying fossilized bones, scientists learn about the physical appearance of earlier humans and how it changed. Bone size, shape, and markings left by muscles tell us how those predecessors moved around, held tools, and how the size of their brains changed over a long time. Evolution The process of evolution involves a series of natural changes that cause species (populations of different organisms) to arise, adapt to the environment, and become extinct. All species or organisms have originated through the process of biological evolution In animals that reproduce sexually, including humans, the term species refers to a group whose adult members regularly interbreed, resulting in fertile offspring -- that is, offspring themselves capable of reproducing. Scientists classify each species with a unique, two-part scientific name. In this system, modern humans are classified as Homo sapiens. Evolution occurs when there is change in the genes (the chemical molecule, DNA) inherited from the parents and especially in the proportions of different genes in a population. The information contained in genes can change by a process known as mutation. The way particular genes are expressed – that is, how they influence the body or behavior of an organism -can also change. Genes affect how the body and behavior of an organism develop during its life, and this is why genetically inherited characteristics can influence the likelihood of an organism’s survival and reproduction. Evolution does not change any single individual. Instead, it changes the inherited means of growth and development that typify a population (a group of individuals of the same species living in a particular habitat). Culture is a perennial problem in change projects and needs to be carefully understood, especially if there is any expectation or desire to change the culture as a part of the project. Culture includes common values, attitudes and consequent behaviors. It directs how people make decisions and how they react to change. It can also vary within an organization, for example a 'leading edge' attitude may be found in research departments and 'customer first' value in service areas. There are many areas of preferences that people have that shape cultures. There are, within these, a few which are of particular influence around change. There are many reasons learn and use Peoplenology; Motivation: The overall subject of what drives us. Processing: The thinking that leads to action. Behaviors: That result from our decisions. Culture: How we socially act together. Learning Theory: How we get to make sense. Personality: What makes us who we are. Power: Our capability to act. Where we get it and how we use it. Social Research: philosophers, philoso- Gregory Bodenhamer’s PeopleNology Social Engineering phies and the We (Homo Sapiens) spread across the entire world search for meaning. mainly during the last of the five ice ages that we know Stress: What winds us up. about. The human you survived the severe climatic conditions that affected the planet until about 10,000 years ago thanks to our unique and exclusive capacity to pass knowledge on and other cultural adaptations. Reading, Writing and Arithmetic are powerful tools. The Key to Nature’s Biggest Mysteries Gregory Bodenhamer’s PeopleNology Social Engineering Parents pass adaptive genetic changes to their offspring, and ultimately these changes become common throughout a population. As a result, the offspring inherit those genetic characteristics that enhance their chances of survival and ability to give birth, which may work well until the environment changes. The best clues to our upright origins may come from living apes, although no one knows for sure how much chimpanzees have evolved from the last common ancestor they shared with us. Some primatologists are conducting lab studies of how modern apes knuckle-walk and clamber through trees to see which movements are most like human walking. Other researchers, like Craig Stanford, watch apes in the wild. "Chimpanzees may stand upright on a big limb of a fig tree and pluck figs just overhead," Stanford says. "And when they're on the ground, they'll stand up to pull down branches." He backs a hypothesis originally devised by Kevin Hunt of Indiana University: The earliest hominids may have become specialists in getting food by standing up for short spells, both in the trees or on the ground. It may not seem as heroic as striding out into the savanna, but then again, many great chapters in the book of evolution have been built from such modest changes. The Key to Nature’s Biggest Mysteries Instant Seminars for Your Business Success Lap-Top-Lectures Ready for Projection in Full Living Color Gregory Bodenhamer’s PeopleNology Social Engineering Over time, genetic change can alter a species' overall way of life, such as what it eats, how it grows, and where it can live. Human evolution took place as new genetic variations in early ancestor populations favored our new human abilities to adapt to environmental change and so altered the human way of life. Our brains are not just big—they're grotesquely huge. A typical mammal our size would have a brain oneseventh as large as ours. And big brains are relatively new for hominids. From 7 million to 2 million years ago, our ancestors had brains about the size of a modern chimpanzee's. Hominid brains only began to increase 2 million years ago, and they continued to balloon, in fits and starts, until they neared their present size at least 160,000 years ago. The Key to Nature’s Biggest Mysteries Primates Human beings belong to the mammalian group known as Primates -- the scientific category that contains over 230 species of lemurs, lorises, tarsiers, monkeys of the Old and New World, and apes. Modern humans, early humans, and other primate species all share many similarities and have some important differences. Knowledge of these similarities and differences helps scientists to understand the roots of many human traits and the significance of each development in human evolution. All primates, including humans, share at least part of a set of common characteristics that distinguish them from other mammals Many of these characteristics evolved as adaptations for life in the trees, an environment in which the earliest primates evolved. These characteristics include more reliance on sight than smell; overlapping fields of vision, allowing stereoscopic (three-dimensional) sight; limbs and hands adapted for clinging on, leaping from and swinging in the trees; the ability to grasp and manipulate small objects (using fingers with nails instead of claws); large brains in relation to body size; and complex social lives. When it comes to explaining this explosion in brain size, scientists agree on one thing: It must have offered a powerful evolutionary advantage. "It costs you an awful lot in terms of energy," says Aiello. "You don't evolve large and expensive organs unless there's a r e a s o n . " But paleoanthropologists are divided about that reason. One possibility is that bigger brains gave hominids extra information-processing power they could use to make better tools. After all, stone tools unlocked new supplies of food, and so better tool users could support more offspring. Another possibility is that the driving force was hominid social life. Primates living in big groups tend to have bigger brains, possibly because there's an evolutionary advantage to keeping track of other members of your group. And certainly the human brain has evolved into an awesome social computer, able to draw subtle clues about other people's thoughts from their faces in a fraction of a second. On the other hand, big brains may have prompted humans to become more social. For one thing, big brains made children helpless. Hominid kids, then as now, needed years to develop large brains, during which time they depended on adults for highenergy foods. It's possible that the basic shape of the human family as a group of parents, siblings, and grandparents formed to feed the brains of their children. Gregory Bodenhamer’s PeopleNology Social Engineering But genetic evidence, which shows chimps and humans to be more closely related genetically (and evolutionarily) to each other than to any other ape, supports placing all of the great apes and humans together in the family Hominidae. It is hard to imagine life without tools, finding food with our bare hands, eating it raw with our teeth, seeking a cave or a tree for shelter. In fact, our reliance on tools is reflected in our brains and bodies. The areas of our brains responsible for things like controlling our hands are enlarged compared with other primates. Our hands themselves are different, with proportionately longer thumbs and other anatomic changes that allow us to touch our fingertips and hold tools with more skill. The dawn of tool use was a crucial turning point in human history: It let our ancestors take control of their lives by finding food in places that were off-limits to their ancestors. But scientists still have hardly any clues to how that evolutionary transition took place. The most reliable record of our technological history comes from the tools themselves. The oldest known hominid tools date back 2.5 million years, to a collection of chipped rocks in Ethiopia. They don't look like much, but with them hominids could butcher an elephant or crack open a wildebeest's bones and suck out the marrow. Mentally, they're also a big accomplishment: They require a brain capable of looking at an untouched rock and seeing a tool hiding within it. The Key to Nature’s Biggest Mysteries Humans as Primates About 98 percent of the genes in people and chimpanzees are identical, making chimps the closest living biological relatives of humans. This does not mean that humans evolved from chimpanzees, but it does indicate that both species evolved from a common ape ancestor. Orangutans, the great apes of Southeast Asia, differ genetically from humans to a greater extent, indicating a more distant evolutionary relationship. Modern humans have a number of physical characteristics indicative of an ape ancestry Gregory Bodenhamer’s PeopleNology Social Engineering For instance, chimps form life long-lasting attachments with each other; participate in social bonding activities, such as grooming, feeding, and hunting; and form strategic coalitions with each other in order to increase their status and power. Early humans also probably had this kind of elaborate social life. In recent years, however, some hints have emerged that human technology may have roots reaching back millions of years further into the past. For one thing, chimpanzees and other apes have proved surprisingly gifted at making tools. In order to walk across thorn-covered ground, chimpanzees can fashion sandals out of leaves. In order to eat termites, they can strip sticks to create fishing tools. Unfortunately, a leaf-sandal doesn't leave a fossil. But some researchers believe that the hands of hominids may shed some light on the mystery of tools. For example, Lucy and her A. afarensis fellows lived a million years before the oldest tools. Despite having curved, chimplike fingers, this hominid also had an elongated thumb that could make contact with its fingertips. "There's nothing to say that these creatures couldn't make crude stone tools," says Bernard Wood of George Washington University. It's possible that hominids had already become skilled with wood and other materials 3.5 million years ago, paving the way to mental breakthroughs for making stone t o o l s . As intriguing as this hypothesis may be, however, many researchers think there's not enough evidence to say anything definitive about the evolution of tool use. Tim White, a paleoanthropologist at the University of California at Berkeley, says any speculations "would be strictly X-Files." The Key to Nature’s Biggest Mysteries For example, as intelligent as apes are, people's brains are much larger and more complex, and people have a unique intellectual capacity and elaborate forms of culture and communication. In addition, only people habitually walk upright, can precisely manipulate very small objects, and have a throat structure that makes speech possible. Some scientists think that a period of environmental cooling and drying in Africa set the stage for the evolution of Homo. According to this idea, many types of animals suited to the challenges of a drier environment originated between about 2.8 million and 2.4 million years ago, and these included the first species of Homo Walking upright, growing a big brain, and even making tools are not enough to make an ape truly human. Consider Homo ergaster, a species that lived in Africa between 1.7 million and 600,000 years ago and probably gave rise to our own species. H. ergaster stood up to six feet tall, had a mediumsize brain, and could survive even in arid grasslands thanks to an impressive kit of stone axes and other tools. Despite all that, this species' brain didn't work like ours. For hundreds of thousands of years, H. ergaster was content to use the same set of tools, with few modifications. Putting a stone axe on the end of a stick to make a spear would have allowed these hominids to become much better hunters, and yet this simple idea apparently never occurred to them. Such an idea seems simple only to our modern minds, which can see new possibilities in the world, discover hidden connections, and think and communicate with symbols. Scientists don't yet know how that modern mind came into existence. The question is particularly hard to answer because they can't get into the brain of H. ergaster or any of our other ancestors. Instead, they have to infer what those ancient minds were like by looking at the things they made. The people who painted pictures of mammoths and woolly rhinos in French caves almost 32,000 years ago must have already had minds much like our own. Archaeologists have documented an explosion of expressions of the modern mind after roughly 50,000 years ago, in the form of jewelry, Gregory Bodenhamer’s PeopleNology Theories - Principles - Techniques Smarter PeopleNology@Hotmail.com Some people are smarter. I.Q differences are more likely due to environments. Differences in genes might might have more influences the more we learn in the future. We’re all born very intelligent. The Key to Nature’s Biggest Mysteries elaborate graves, bone-tipped spears, and other new kinds of tools. The bones of the people who made these things look like our own. They were members of Homo sapiens, complete with long, slender arms and legs, a flat face, a jutting chin, and a high forehead that fronted a big brain. But they were hardly the first people with our anatomy. H. sapiens fossils have been found in Africa from at least 160,000 years ago, and some experts argue that the earliest members of our species may have existed over 200,000 years ago. Gregory Bodenhamer’s PeopleNology Theories - Principles - Techniques Heritability PeopleNology@Hotmail.com Identical twins have identical genes. They are the only human beings that truly have the same genertic nature. Twins have similar I.Q. scores. There is no relationship between brains and success. Richard Klein, a paleoanthropologist at Stanford University, has offered a controversial theory: The modern mind is the result of a rapid genetic change. He puts the date of the change at around 50,000 years ago, pointing out that the rise of cultural artifacts comes after that date, as does the spread of modern humans from Africa. The evolution of the modern mind allowed humans to thrive as never before, Klein argues, and soon even a continent as huge as Africa could not contain their expanding population. Many other paleoanthropologists beg to differ. Sally McBrearty, an archaeologist at the University of Connecticut, believes the evidence shows that the technology and artistic expression of modern humans emerged slowly over hundreds of thousands of years, as humans gradually moved into new habitats and increased their population. She points to a long list of tantalizing clues in Africa that predate Klein's 50,000-year milestone. Humans may have been grinding pigments 250,000 years ago, for example, and researchers have found barbed bone fishing hooks in Central Africa that they estimate are 90,000 years old. Last year scientists in South Africa discovered stones covered with geometrical cross-hatching dating back 77,000 years. Klein dismisses the evidence for such slowfuse change as paltry and misleading. "It's a little bit here, it's a little bit there. Most sites don't have anything like this at all, but when you get to 50,000 years ago, they all do. Then you get real art—not stuff you can argue about whether it shows some form of symbolism— and elaborate graves and houses and the rest of i t . The Key to Nature’s Biggest Mysteries Gregory Bodenhamer’s PeopleNology Theories - Principles - Techniques Relatives PeopleNology@Hotmail.com Your 100% related to your parents, 50% to mom and dad. You’re 50% related to your brother/ sister, 25% related to grandparents,12.5% half-siblings and first cousins and 6.25% to second cousins. The Key to Nature’s Biggest Mysteries " A resolution to this debate may be waiting in Africa, at archaeological sites scattered across the continent. "We know what we'd like to find and where we ought to look for it," says McBrearty. "But are we going to have the money and the perseverance to mount the assault and come up with the g o o d s ? " Humans today are driving other species toward extinction at a disturbing pace—a quarter of all mammal species, for example, are officially listed as threatened. But the evidence from fossils suggests that this wave of extinctions has been rising for thousands of years. And there's a grim irony in the possibility that two of the first species to fall victim to us may have been our closest relatives. Studies on human mitochondrial DNA indicate that all humans alive today can trace their ancestry back to members of Homo sapiens who lived in Africa roughly 150,000 years ago. At the time, there were two other hominid species. Members of Homo neanderthalensis (Neanderthals), who lived in Europe, have a reputation as lumbering brutes, but they had brains as big as or bigger than those of humans and awesome hunting skills that helped them survive cyclic ice ages for half a million years or more. In Asia, Homo erectus survived for about 1.5 million years. And yet not long after H. sapiens spread from Africa, both of these species vanished. Our close kinship with these hominids makes their disappearance all the more puzzling. "It's very difficult to get your head around the idea that there could be another species so closely related to us, but isn't us," says McBrearty.. Our favorite Mother Earth has just about killed everything that has ever lived on the surface of the planet. It wasn't very long ago, geologically speaking, when our ancestors came face to face with these other species, and yet scientists still know little about the encounter. About H. erectus, all they can say is that the youngest H. erectus fossils, Indonesian skulls from perhaps 50,000 years ago, come from a time when our own species had already settled in Asia and moved on to Australia. "We don't know what the hell is going on there," says Klein. "We need more fossils with good dates. It'll come—within a decade we'll know something more about this." Neanderthals left behind more hints, although the picture is still far from clear. Scientists have isolated six fragments of Neanderthal DNA and have concluded that the Neanderthal did not interbreed much—if at all—with H. sapiens. Neanderthals appear to have clung to existence for 15,000 years after encountering our own species in Europe. But over time they became rarer and rarer, until they could be found only in isolated mountain valleys. And then they could be found nowhere at all. Over the years, scientists have tried to explain the disappearance of Neanderthals and H. erectus with everything from warfare to exotic viruses that their H. sapiens relatives brought with them from Africa. But the cause of their demise could have been far more subtle. Even if our species had just a slight evolutionary edge over the other hominids, the effect Bodenhamer’s PeopleNology The Art of Persuasion - Influence - Behaviors - Consequences could have been devastating, given enough time. Social Engineering for Better Companies PeopleNology It's possible, for example, that humans benefited from long-distance trade and better tools, allowing them to withstand droughts, ice ages, and other hard times better than their competitors. Our ancestors may have had just a few more children in each generation, and gradually they took over the best places for hunting and living. After a few hundred generations, they unwittingly squeezed their cousins out of existence. "It may have been something as simple as modern humans having better clothing," says Leslie Aiello. During human reproduction, when the sperm and egg unite a new cell is created called the ZYGOTE. This cell contains the full human ingredients of 23 paired chromosomes, with one member of each pair coming from each of Social Engineering our parents. for Better In other words, you are a ZYGOTE, because Companies & People this new cell becomes you. The fact that genes come in pairs helps geneticists calculate the amount of genes you share with another human. The difference between the actual amount of genetic material you share and the way you look is the difference in your genotype and your phenotype. Genotype refers to your entire set of genes you inherit, biological potential. Phenotype are the observable properties of your body and behavioral traits. The Key to Nature’s Biggest Mysteries PeopleNology@Hotmail.com In April 2003, geneticists finished sequencing the human genome, and now they're well on their way to decoding the genome of one of our closest relatives, the common chimpanzee. The sight of these two sequences placed side by side is astonishing. For thousands of positions at a stretch, their codes are identical. Recently Morris Goodman, a biologist at the Wayne State University School of Medicine, and his colleagues analyzed the portions of DNA that are responsible for the structure of proteins. In this crucial part of the genome, humans and chimps were 99.4 percent identical. In other words, much of what makes us uniquely human may be found in just .6 percent of our genome. Bodenhamer’s PeopleNology The Art of Persuasion - Influence - Behaviors - Consequences Social Engineering for Better Companies PeopleNology Genotype Phenotype Social Engineering for Better That tiny fraction will be the Companies & People focus of a huge amount of research in years to come. "There will be a gold mine of information," predicts Sean Carroll, a geneticist at the University of Wisconsin and an investigator with the The Key to Nature’s Biggest Mysteries PeopleNology@Hotmail.com Howard Hughes Medical Institute. As the differences between humans and chimps come to light, for instance, medicine will be revolutionized. Scientists hope to find the genetic differences that explain why chimpanzees don't get AIDS, Alzheimer's, and other diseases that plague humans. Scientists will also be searching the two genomes for clues to how and why humans evolved traits that distinguish us from chimpanzees, including a bipedal body, a big brain, and language. A taste of things to come is the recent study of a gene called FOXP2. Your Genotype is predetermined. You get 50% from each of your parents. Your Phenotype is the result of battle between your genes. The most dominate gene will win the battle. Who do you look like, you mother or father or even a grandparent? A Recessive gene will only show up if both parents have it. At times we have evidence of Recessive genes, browneyed parents have a gene for blue eyes lurking the in background and have a blue-eyed child. Every once in a while a Zygote with a recessive gene produces offsprings with disorders. People who inherit mutant forms of FOXP2 have trouble speaking and understanding grammar. Scientists have reconstructed the evolutionary history of the gene by comparing the subtle variations in FOXP2 that different people carry. The researchers found that in the past 200,000 years, the gene underwent an intense burst of evolutionary selection. It's possible that changes to this gene may have helped prompt the transformation of simple apelike grunts into language giving us the ability to speak in common languages that are used around the world. But it would be a mistake to think that any single gene will tell us much about human nature, or even just the ability to talk. "We're just not going to have two or three speech genes and that's the end of the story," says Carroll. "It's going to be much more subtle than that." The early evidence already suggests that perhaps several thousand human genes have undergone intense natural selection since our ancestors split with the chimp lineage. And those genes can only build a modern human being by cooperating with one another rather than working alone. Bodenhamer’s PeopleNology The Art of Persuasion - Influence - Behaviors - Consequences Social Engineering for Better Companies Your genes do not cause your behavior even though you have instincts or evolutionary behaviors built in. A very smart child can learn how to be a bank robber from friends on a street corner. The genes don’t make you rob a bank, your decisions, life education, experiences and your emotional control made the move. Gene influence on behavior is indirect, you blink, feel hunger, get mad, want to run, want to fight, duck and cover that is your built in biological functions for survival, maintaining energy, organizing brain functions etc. Robbing a bank, dropping out of school, not showing up for work, drinking too much, displaying violent behavior is your decision. Living under extreme stress can further develop your instincts to stimulate aggression. PeopleNology Social Engineering for Better Companies & People The Key to Nature’s Biggest Mysteries PeopleNology@Hotmail.com This comes as no surprise to scientists who have studied the evolution of other animals. "We look for simple answers, but we almost always find a mess," says C a r r o l l . It has been an amazing run: Over 7 million years our lineage has evolved from diminutive apes to the planet's dominant species. We've evolved brains that are capable of things never achieved on our planet, and perhaps in the universe. Why shouldn't we continue evolving more powerful brains? It's easy to think that we'll just keep marching ahead, that in another million years we'll have gigantic brains like out of some episode of Star Trek. But scientists can't say where we're headed. It's even possible that we've reached an evolutionary dead end. Consider the fact that the human brain hasn't expanded all that much in at least 160,000 years. You might think that if bigger brains meant more intelligence, natural selection would still be inflating them today. But big brains have their drawbacks. Like an expanding computer network, a growing brain needs more and more wiring to connect its processors together. Social Engineering for Better Companies & People Bodenhamer’s PeopleNology The Art of Persuasion - Influence - Behaviors - Consequences Social Engineering for Better Companies Mother Nature, Biological Selection, has bred us to be better at things that makes us stronger, smarter, safer and to thrive and survive in our environment. We have natural and certain behavioral mechanisms that have evolved. We have a capacity for language, ability to learn something new, remember things and solve problems. Your dog or cat cannot read these words but you can. People seem to know if they’re shorter than another human. We notice some other person that is heavier or lighter in weight. We take note of nice automobiles, homes, furniture, clothing, college prices, flat tires, falling leaves and millions of other things. You can even learn how to bake cookies from another human being. This is culture knowledge, one person to another. PeopleNology The human brain may be reaching the edge of this computational limit. Big brains also make a lot of demands on the human body—particularly the bodies of pregnant women. A woman's birth canal has to be wide enough for a big-brained baby to get out. But there's a limit to how wide the female pelvis can become: If it became too wide, women would struggle to walk upright. That constraint may make it impossible for the human brain to get any bigger. The only way to know the answer to this particular question, however, may be to wait for the future to become the past. "One of the reasons why people are fascinated with human evolution is because it's about where we came from and where we're going," says Aiello. "But we don't know where we're going. It's too much of a lottery." The Key to Nature’s Biggest Mysteries PeopleNology@Hotmail.com The human hand is dramatically different from that of the chimpanzee, our closest living relative. Over the past 7 million years, both the fingers and the palms of our hominid ancestors became shorter, and their thumbs became more flexible. These changes, along with the greatly expanded motor and sensory capacity in our brains, allow us to use a wide range of power, precision, and hook grips and hence an infinite variety of tools. But the story of hand evolution is still a murky one. Despite the difference in the way its hands are shaped, a chimp has considerable dexterity. It can flex or fold its fingers in a hook position or grasp small objects between its thumb and the side of its index finger. And fossils of hominid hands from 3.5 million years ago look chimplike in some ways and humanlike in others, making it unclear just how nimble their fingers were. Bodenhamer’s PeopleNology The Art of Persuasion - Influence - Behaviors - Consequences Social Engineering for Better Companies Evolutionary psychologists are interested in species - specific and typical behaviors that are so common among the members that those same behaviors can be used as the identifying characteristics. Human beings walk on two legs. Dogs walk on four legs. Very specific differences in terms of behaviors, purposes, functions, survival and propagation. What makes you different are your human emotions. PeopleNology All Human Beings have the same, identical, exacting, emotional feelings. The Key to Nature’s Biggest Mysteries PeopleNology@Hotmail.com Biological Anthropology But human history begins in a different place further back in time. It starts at least 4 million years ago, when a population of apelike creatures from eastern Africa turned onto a unique evolutionary road. Thus, the anthropologist's comparative perspective must be expanded to include more than prehistoric human societies, for behavior has primate roots as well. To fully understand humankind we must learn more about its place in the natural habitat of living things. Biological (or physical) anthropology looks at Homo sapiens as a genus and species, tracing their biological origins, evolutionary development, and genetic diversity. Biological anthropologists study the biocultural prehistory of Homo to understand human nature and, ultimately, the evolution of the brain and nervous system itBodenhamer’s PeopleNology How to Understand self. These, then, are the four main branches that make anthropology whole: cultural, linguistic, archaeology, and biological anthropology. Anthropology asks a most difficult and most important question: What does it mean to be human? While the question may never be fully answered, the study of anthropology--what the noted anthropologist Loren Eiseley has called the "immense journey"--has attracted some of the world's greatest thinkers, whose discoveries forever changed our understanding of ourselves. & Help all Human Beings PeopleNology Typical Human Evolutionary EMOTIONS The Gods Wanted you to know these The Key to Nature’s Biggest Mysteries PeopleNology@Hotmail.com Cultural Programming, the things your Father and Mother tried to teach you cannot overcome the Dramatic Evolutionary programming running inside your brain at this very moment. Take a moment and order this powerful series that will reveal to you many real life solutions to your business problems. Order PeopleTopia Surprise Fear Disgust Anger Happiness Contempt Sadness The need for: Beauty Needs > Beauty Emotional appeal | Aesthetic vs. functional needs | Different strokes | Scarcity excites | So what? Beauty is a curious need, especially viewed in evolutionary terms. Physical attractiveness is understandable as a standard by which mates may be chosen, but the value of art or music for the survival of the species is not that clear. Emotional appeal No matter why it works, but Bodenhamer’s PeopleNology How to Understand & Help all Human Beings beauty works directly on the Typical Human Evolutionary EMOTIONS emotions. If we like a person, a PeopleNology house, a painting or a pop song, we do not logically decompose it--we just like it. Aesthetics connects directly with our emotions, which makes it a subtle factors in the domain of persuasion. Aesthetic vs. functional needs The engineering discipline of Value Analysis recognizes two types of need when designing or improving something. Functional needs are to do with what the device does and how well it does it. For example, a car has functions of transporting people, displaying speed, and so on. Aesthetic needs are about how appealing the car is, from overall shape to the color of the speedometer needle. Engineers will thus reduce aesthetics to very precise terms, discovering the angles, colors, textures and so on that are most appealing to their customers. This can be a long process, but the rewards can The Key to Nature’s Biggest Mysteries PeopleNology@Hotmail.com be significant. People will pay a significant premium for something which is attractive rather than plainly functional. Different strokes Beauty is in the eye of the beholder, and although there are some fairly common view of what a beautiful person looks like, there are also some very individual perceptions, as you can easily see by looking at the couples walking down any street. Beauty also changes across cultures. In some countries, especially where food is scarce, a fat person is considered particularly attractive. Scarcity excites When a woman covers up a part of her body, men will find it very attractive. For example in Victorian England, women covered up their ankles, and the sight of a bare lower leg was enough to make a man break out in a sweat (in fact they even put skirts on their chairs to cover up the chair legs to save some embarrassing moments). These days, the sight of a t-shirt-wearing Western woman in some Eastern countries will similarly heat up the local male populace. Not only does the scarcity principle make me want something, it will also make it more aesthetically attractive. Fleeting glimpses can seem wonderfully beautiful, where a long-hard stare might cool anyone's ardor. The Gods Wanted you to know these 7 things. Guaranteed. Surprise - Fear - Disgust - Anger H The need for: Belonging Explanations > Needs > Belonging The deep need to belong| The limits to belonging | So what? The deep need to belong The evolutionary driver Some species live largely alone, whilst others have learned that if you form a tribe, you can share out the work and hence live more safely. Homo sapiens, of course, is one of the latter, tribal species. Living in the tribe does have its cost, however, as you have to abide by shared rules and cannot just do whatever you wish. Evolution has shown, however, that the benefits far outweigh these Bodenhamer’s PeopleNology How to Understand & Help all Human Beings costs, and we are now preTypical Human Evolutionary EMOTIONS programmed with a deep need PeopleNology to belong that drives us towards forming and joining 7 Things The Gods tribes. The Gods Wanted you to know; Wanted You To Know, A basic Maslow need all about Fear Belonging is one of the more basic needs in Maslow's Hierfeeling of anxiety: an unpleasant real archy, where it comes just feeling of apprehension or distress above health and safety. This low level indicates how fundacaused by the presence or anticipation mental this need is. Being below esteem shows how we first of danger. You’ve had this feeling want to join a group, then gain thousands of times in your life. its esteem. Although 'belonging' needs include love Will you pass the math exam? Will your and affection, we will often preprofits outrun the last loss? Will your fer to be in a low social position within a group than leave and old car start? Does your spouse love try to find another group. you? Can you afford college? 'Belonging' need is stronger than 'esteem' need. The anticipation of failure is a fear The limits to belonging In the modern world there are based within your evolutionary core. many, many groups who want Fear makes you tense, stand up, do you to belong to them-- provided you are similar enough something, hide in the dark, buy guns and can afford it, of course. and even life insurance. Your interest, time and money are limited, so what do you do? The hierarchy of belonging The Key to Nature’s Biggest Mysteries PeopleNology@Hotmail.com Most people have a hierarchy of belonging that they will use when there is a conflict of interests between the various groups to which they belong For example, I belong to my family group first, then my immediate work group, then the larger company, then my country. It is not quite as simple as this and there are always exceptions and variations, but the principle is nevertheless useful. A limited set of groups In practice, the number of groups to which we can effectively belong is limited by time and the confusion and complexity of having to juggle too many priorities. Most people will have a short list of around three to five major affiliations. Other groups are secondary and they will pay attention to them 'when they have the time.' Fear The need for: Certainty Explanations > Needs > Certainty What is certainty? | The effects of uncertainty | So what? A need we have that contributes to other needs is to be certain about what we know, do and say. Without certainty, we become anxious and unBodenhamer’s PeopleNology How to Understand & Help all Human Beings comfortable. What is certainty? Needs > Challenge Flow | Auto telic personalities | So what? Think about a time when you were happy. There is a good Bodenhamer’s PeopleNology How to Understand & Help all Human Beings chance that it was something to do with achieving Typical Human Evolutionary EMOTIONS PeopleNology something, maybe something that took some effort, where you were not sure of The Gods Wanted you to know; succeeding. Flow all about Contempt When we get engrossed in an interesting situation, we often lose track of time. Time attitude of utter disgust or hatred: a flies when you're having fun, powerful feeling of dislike toward as they say. What is also interesting is that we even somebody or something considered to lose track of our selves. This be worthless, inferior, or undeserving is the state known as 'flow'. The paradox of this situation of respect. If you don’t agree with the is that when we come back speed limit you speed. If you have to ourselves, we feel particularly happy. It is as if getting contempt for your boss, you do things away from our selves is good for us. to hurt them. If another person takes Auto telic personalities your spouse you conspire to get even. In Csikszentmihayli's study of flow, he discovered a perIf a person takes your parking place sonality type that always you scratch their car. People are full of seemed happy, no matter 7 Things The Gods how poor or disadvantaged instant contempt for people, places they were. What he found Wanted You To Know, about these people was that and things. Paint walls with ugly they were always challenging themselves. They had small challenges throughout The Key to Nature’s Biggest Mysteries PeopleNology@Hotmail.com the day as well as longerterm life challenges. Throwing themselves into the challenge put them into flow and coming out with success made them happy. He called these people 'auto telic', from the Greek words 'auto', meaning 'self', and 'telos', meaning 'goal'. He also found people who found great difficulty being happy. These people were often very self-centered, to the point where they could not bear to give up their attention on themselves and hence could not get into flow. Contempt The need for: Completion of Explanations > Needs > Completion What is it? | Completion in stories | So what? Does the above title bother you? Did you ask 'Completion of what?' Things which are incomplete bother us, whether they are sentences or things we are doing. What is it? When things are complete, Bodenhamer’s PeopleNology How to Understand & Help all Human Beings they are done and in the past Typical Human Evolutionary EMOTIONS and we do not need to think PeopleNology about them again. When they incomplete, 7 Things The Gods Something which is incomThe Gods Wanted you to know; plete is not certain and Wanted You To Know, all about Disgust leaves us unsatisfied and seeking to resolve the incompletion by completing strong disapproval or revulsion: a real what has been left undone. Completion leads to a sense feeling of horrified or sickened distaste of closure, where we feel the for something. You hate death but you comfort of such as a job well done or an argument satissend your son to war. You hate the factorily finished. things you perceive as wrong, smell Rehearsal exhaustion One of the effects of incombad, feel bad and disapprove of most pletion is that we constantly things you didnt think of first. have to go back and think about all the incomplete Impatient irritation: a feeling of things we know about, to make sure we do not forget impatient irritation. I hate him or her. it and to predict possible outThey hate me. That color is not the comes. As more and more things are left incomplete, right blue. I’ll fix that. Put that in his we get more and more dislocker and watch him jump. Cut their tracted and exhausted by the ever-increasing retires. I didnt do it your honor. hearsal. The rule of three If someone starts something The Key to Nature’s Biggest Mysteries PeopleNology@Hotmail.com then leaves it incomplete and then starts something else, and then repeats this again and again, how many such nested incompletions can we stand? In practice, problems seem to set in around about three incomplete things. This appears in a wide range of places. For example, section numbering in manuals may go to 1, 1.2 and 1.2.3, but seldom goes down to a fourth or lower level with section numbers such as 3.5.8.2.7.2. Technical writers know that such detail is too much for most people to handle. (Government specification, however are a different matter). Completion in stories Writer of soap-operas and other installment-based entertainment know much about completion. All stories can be viewed as nothing but a series of tension-creating incomplete scenarios, followed by satisfying completion, tying up the loose ends and giving a sense of control and that all is now well in the world. Consider what an incomplete story forces us to do: • In order to be able to make sense of the rest of the story, when it appears, we have to keep going back and mentally rehearsing the story, to keep in in mind. • In wondering what will happen, we start predicting possible conclusions. And the more possible endings, the greater the confusion and mental effort again to rehearse these. • It sends us mentally inside, paying attention to our inner world. This is the beginnings of trance (as is the repetition of rehearsal). Disgust The need for: Conformity Explanations > Needs > ConBodenhamer’s PeopleNology How to Understand & Help all Human Beings formity What is it? | Different groups, Typical Human Evolutionary EMOTIONS different rules | So what? PeopleNology Have you ever suddenly noticed when you were in a group of people where they all were The Gods Wanted you to know; doing or saying something difall about Anger ferent to you? Did you feel uncomfortable about this? Did great annoyance: a feeling of extreme you feel an unspoken pressure annoyance is how you feel at times to go along with the rest of the group? If so, you were simply with your boss, spouse, friend, family complying with your need to conform. dog and even the weather. That feel7 Things The Gods What is it? ing of irritation: feelings of mild anger Wanted You To Know, The need for conformity is the desire to go along with the and impatience when you don’t get norms of a group of people, so your own way, failed the test, your you will be accepted as an in-group person (and not respouse scratched the car, it snowed vs. jected as an out-group undesirraining or even making a mistake. able person). We are a tribal animal, which People get feel anger several times per leads us to have a deep need to belong to a group of some day and it can help or hurt them. That sort. Conforming to group backdrop of impatience and annoyance norms is a signal to the other group members that 'I am like makes you go faster, clinch your fist, you. I am following our rules. I rake the leaves or wash the car. am not a threat.' This signal indicates your consistency of behavior, allowing the other The Key to Nature’s Biggest Mysteries PeopleNology@Hotmail.com people to predict what you will do. It is also a step along the way to increasing your esteem within the group. Different groups different rules Different groups have different norms or rules to which group members conform. This can be to do with behavior, attitude, dress, language, etc. The degree to which other people conform to the rules indicates their desire to be a group member. In-group members who conform strongly are core group members who are asserting the identity of the group, or peripheral members who are trying to impress the core members, perhaps to be accepted into the 'inner circle' (which is in fact another group-within-the-group). Further out, people outside the group may similarly emulate group members either to seek admission to the group or to form an admiring group who are seeking to gain some reflected glory. An example is pop fans who dress like their idols. Conformists and non-conformists The strength of desire to conform is a personality trait whereby some people will try to conform to whatever group they are in at the time, whilst other 'non-conformists' will go in the other direction, deliberately asserting their individuality by rejecting all but a very few sets of norms. Teenagers come to mind, as they reject their parents, being non-conformists in the family, whilst desperately conforming with peer-group norms as they seek acceptance by the cliques and gangs of the schoolyard. Some groups are mutually exclusive, where the rules of one group are that you are not a member of specific other groups. Gangs and families are an example, as are political parties and different religions. Anger The need for: Consistency Explanations > Needs > ConBodenhamer’s PeopleNology How to Understand & Help all Human Beings sistency What is it? | Cognitive dissoTypical Human Evolutionary EMOTIONS PeopleNology nance | So what? Have you ever been to the supermarket and found that The Gods Wanted you to know; they have moved the aisle all about Happiness where the milk is kept? Or have you a colleague who is so feeling pleasure: feeling or showing inconsistent you do not know what they are going to do next? pleasure, contentment, or joy puts that Annoying and uncomfortable, smile on your face. A human hug, a isn't it? What is it? cat that needs petting, a job well done When things are inconsistent, note from your boss, a great meal, hot we find it difficult to predict and hence control the future. This cup of coffee, a beautiful sunset. makes us feel uncomfortable Humans spend a lot of their time so we will hence act to make things more consistent. If we gaining happiness, thus avoiding anger cannot do this directly, we may achieve consistency in what and that impatient feeling. We love to we perceive by distancing ourput our feet up, watch a movie, read a selves from the inconsistent 7 Things The Gods items or people. great book, tell stories, cook fancy Internal consistency Wanted You To Know, dishes, explore things that may make We also have a need for internal consistency. That is, we us happy. Putting the smile-on. need for our beliefs, values, morals, attitudes, mental models and so on, all to align with one another. If we belief the The Key to Nature’s Biggest Mysteries PeopleNology@Hotmail.com world is flat, yet we value science which tells us the world is round, then we will feel uncomfortable about this difference. We need consistency between our inner beliefs, etc. and our outer actions. This can cause a lot of problems, as we tend to idealize ourselves internally, yet externally we have to face difficult choices. Thus if I believe I am a caring individual, yet do not give money to a beggar, I will feel guilty and uncomfortable. Cognitive dissonance In 1957 psychologist Leon Festinger described a very powerful motivator, which he called cognitive dissonance, where inconsistent attitudes, concepts or ideas makes us feel uncomfortable. This drives us to such actions as seeking confirmation of any decisions we make and avoiding anything that might prove those decisions to be anything less than perfect and wise. For example, when we buy a new car, we will happily read articles that praise it, but we will feel bad and discard magazines that show our decision to be unwise. Happiness The need for: Control Explanations > Needs > Control Control is a deep, deep need | The control trap | So what? No, this is not so much about how to control people as about their needs for control. The real secret is the deep, deep need that people have for a sense of control. By managing their sense of control, you can achieve far greater actual control. If you ignore this, you will soon fall into a power battle for control of the conversation and the agenda. Control is a deep, deep need Perhaps the deepest need people have is for control. When we feel out of control, we experience a powerful and uncomfortable tension between the need for control and the evidence of inadequate control. One of the most disturbing things about having a terminal illness, as those who unfortunately suffer from such afflictions will tell you, is the feeling of powerlessness, of being unable to do anything about it. Being unable to control the illness can be even more painful than impending death. From an evolutionary standpoint, if we are in control of our environment, then we have a far better chance of survival. Our deep subconscious mind thus gives us strong biochemical prods when we face some kind of danger (see Fight-or-Flight reaction). Other needs that lead to a sense of control include: • A sense of certainty. • Completion of outstanding things, so we don't have to worry about them.. • Understanding of how things work. • Being able to predict what will happen. • That people (including ourselves) and things are consistent. Maslow revisited Psychologist Abraham Maslow defined a hierarchy of needs, with the particular revelation that when lower level needs are not met, then higher-level needs will be abandoned in favor of shoring up the deeper needs. Take a look at the needs: Notice how control is important within this, and especially how, the lower you go, the more important control is. We work hard to control disease and our susceptibility to it. Being ill gives a terrible sense of being out of control. Likewise for having a roof over our head (or not), and even in our social environments. Not control, just the sense In fact, we don't actually need to be in control all of the time. What we really seek is a sense of control. When our parents or our managers are controlling us, we can still be happy because we trust them to provide the control we seek in our lives. In fact many people actively seek parent-figures in all walks of their life who will provide this control. When seek the advice of experts and obey those in authority, we are depending on them for our sense of control. Control is embedded in much of what we do Look around and watch what people do. A significant portion of our everyday activity is related to achieving our much-needed sense of control. Rituals, for example, are everywhere. Why do we have them? They exist to reassure people everything is as it was and to provide a familiar framework for our daily lives. Social norms and values tell us what to do, what is right and wrong, what is good and bad. When everyone in the group follows the rules, we feel a sense of control. The control trap There is a trap into which many sales people and other would-be persuaders fall. This pitfall is to try to hold tightly to the reins of control throughout the whole process. Grabbing control causes resistance When I grab control of the conversation, talking past the point when you want to reply, you will get increasingly frustrated as you wait for a pause in which you can respond. Sales people do this when they insist on going through the whole sales pitch even when the customer just wants to pay, take the product and leave. Parents do it when they over-do the lectures to their children. A point which is initially accepted is later rejected at what gets seen as unfair punishment. Taking direct control of a conversation or situation does not persuade. It is possible that you get temporary compliance, but you will not get true persuasion. Fishing is a delicate game The control game is much like fly fishing. Pull to hard and the fish will slip the hook. Let it out too far and the line will snag or the fish will swim away. It is only through a sometimes-long process of give and take, you steadily reel in your fish. Red Delicious Giving control to get control Giving up control gets control in two ways. First, by choosing when, where and how you give control, you still have hold of the reins. You have defined the cage in which the other person can play. Secondly, having allowed them to exercise control, you can evoke the reciprocity principle, such that the other person will willingly give up control of the conversation to redress the social balance. As someone said long ago, 'Give, in order that ye shall receive'. Give them choice When people exercise choice, they are controlling their environment. So give them a choice, ensuring that whatever they choose gives you an advantage. One of the most common sales closes is the alternative close, where you assume the other person is ready to buy, and give them a simple choice ('Do you want the red one or the yellow one.'). Don't give them too much choice, because this makes the decision harder and can thus lead to a reduced sense of control. Because we make our easiest decisions by contrasting two things at one time, the best number of options to give is two. Open questions Closed questions do not give control. In fact they can seem very controlling. Open questions give people the floor, letting them talk. This can be a scary step and can indeed lose all control. But you are the person who asked the question, so choose the question well to contain their response and possibly even give you information. Just having them talk is itself a great persuader. When people talk about something themselves, they are far more likely to believe in it than if they just sit back and listen to you. Give them something to do The corollary of questioning is to give them something active to do. Just like when they are talking, actively doing something, especially when they have choice, gives a sense of control. As with questioning, when you are directing the action, you are still in overall control. Reflecting People often keep talking because they are not sure that you have really understood what they have said. When you reflect back to people what they have told you, you show them that you have heard, that they have been successful, that they have controlled their environment. This will speed the point at which they will give you back the talking stick. See also The need to: satisfy curiosity Explanations > Needs > Curiosity Kiplings' serving men | Boldly going | So what? Curiouser and curiouser, as Alice said. Curiosity also is reputed to have killed the cat, in the cautionary reprimand that is often leveled at naturally curious children. For the rest of us, curiosity is a drive that often leads us into unknown waters. Kipling's serving men Rudyard Kipling named the six questions that keep a curious person going for a long time: "I have six honest serving men They taught me all I knew. I call them Why and When and Where and How and What and Who." Questions are the route to satisfying curiosity, as all children (and parents!) know. It also needs a certain lack of concern about being able to explain things. Boldly going Curiosity is the drive that leads us to exploration and ultimate understanding of something new. It is the driver behind Star Trek and many more earthly bound adventurers. The need for: Esteem Explanations > Needs > Esteem What is it? | Esteem as reward | So what? What is it? Esteem basically is about self-esteem which is feeling good about ourselves. We can get such esteem in two ways. Internally, we can judge ourselves and find ourselves worthy by our own defined standards. Most people, however, start with the outside, seeking social approval and esteem from other people, judging themselves by what others think of them. A basic Maslow need Esteem is one of the more basic needs in Maslow's Hierarchy, where it comes above belonging. Once we belong to a group, we will then tend to set about climbing up the group hierarchy or maintaining our position in the group by seeking the esteem and approval of group members. Esteem is not binary Whereas belonging is a fairly binary thing--you either belong or you do not--esteem can have a range of levels, from faint praise to adulation and raising the other person a position of virtual godhood. This makes it infinitely more flexible in the variable uses to which it is put. Esteem value depends on your esteem The value of an esteeming action or word from someone else depends on who is 'esteeming' you. If you have high esteem for the person esteeming you, then you will value the esteem far more than if it came from someone you judge to be of no importance. Thus a word of praise from a senior manager in the company may be worth far more to your sense of self-esteem than if someone who works for you says 'Well done'. Who you esteem will vary greatly. Some people have a very hierarchical view, valuing esteem directly in proportion to the place in the hierarchy of the esteeming individual. Others will value far more the esteem of peers (for example scientists and research engineers). Esteem as a reward Esteem is often used as a reward. At a low level, I might thank you for passing the salt. A greater esteem reward might be a promotion or a 'lifelong achievement' award. Although money is useful, beyond a reasonable salary, many people are not strongly by cash incentives. Esteem, on the other hand, always plays a powerful role. Rewards can be intrinsic or extrinsic, where they are perceive as being internal or external to the person. Esteem often acts as an intrinsic reward, and thus can be far more powerful than extrinsic rewards such as bonus payments or loyalty card points. Thus shops who clearly care about their customers will engender far more real loyalty than those who just give out loyalty points. The need to: Explain Explanations > Needs > Explain Expertise | Appearing rational | So what? Expertise If we can explain something, we can claim expertise. This gives us two very useful benefits: • Control : If I am expert in something, then I understand it and can use that knowledge to control it. • Social position :Expertise is a form of power, that leads to other people looking up to me, either in admiration (or fear) of my power or in gratitude from the use (or not) I have made of it on their behalf. Appearing rational When we goof off or do something of which others might disapprove, we will desperately try to explain ourselves. Why is this? It is because we fear appearing irrational and hence being rejected by others. Explaining demonstrates our rationality and enables others to predict what we are likely to do and hence not consider us a threat. There are often unwritten group norms about appearing rational and we will help our friends save face when they appear irrational for example by explaining how they are having a 'bad day'. The need for: Fairness Explanations > Needs > Fairness What is fair? | The golden rule | So what? 'It's not fair!' is a common cry from a very early age. It seems we have an innate need for fair play--even though we sometimes break the rules ourselves. What is fair? We judge fairness in a relative way, usually in comparison with our peers. A common whine that children use to persuade their parents to buy something is 'Everybody else has got one!' In fact much of our perception is based on comparison with others. For example, we think our selves successful only if we are more successful than others. True fairness would be where everyone has the same, or there is an equitable system of balance, such as where those who work harder get more than those who are lazy. The problem is that, when thinking just of ourselves, my definition of fair and your definition of fair is likely to be different. Fairness tends to be more agreeable when we both look objectively at something and agree to apply the same rules. Shared rules of fairness (which often appear as values) help us live in peace together. Unfair is not the opposite of fair What we often call unfair is not necessarily the opposite of fair, particularly when applied to ourselves. What I will be happy to have myself, I would think unfair if other people had. There are very few people who would give away their possessions until they had the same amount as everyone else. Many people think very little about fair play and very largely about what is unfair. Most of these are thinking about themselves, but there are also the good-hearted folks who despair at the unfairness in the world. A few of these even dedicate their lives to trying to reduce unfairness wherever they find it. The golden rule 'Do unto others as you would have them do unto you' as the Bible says. This is known as The Golden Rule, because it an almost sacrosanct social rule. It is about a balanced fairness, that counteracts the tendency to use different rules for myself and for others. The thought of being thought unfair by other people can be a very powerful motivator. I will often be kind and fair because I fear other people seeing me break the golden rule. Justice for the unfairly treated For every action there is an equal and opposite reaction. It's a law of physics and a law of behavior. When people think they are being treated unfairly, they will react not only to remove the unfairness, they often want more. We call it 'justice'. Reparative justice The first level of justice is to have your hurts repaired by some form of compensation. And as the courts have testified, a little pain and suffering can be worth a big bag of money. Of course it does not have to be like this. Repair of relationships can be achieved with a simple apology, and sometimes that is enough. If, however, a reparation is not quickly given, then demands can escalate. Restorative justice If you have lost something, then you will not feel happy until it has been restored to you. Restorative justice is thus concerned with putting things back in place to where they were fairly located before the transgression. Retributive justice If you do not get what you consider just reparation or restoration, then you may be tipped over into the desire for retribution. The big difference when seeking of revenge is that your perception of fairness takes on a bizarre and twisted form as you seek to hurt the other person, often far more than they have hurt you. This is, of course, the stuff of fights and wars, as an act of revenge leads to revenge in the opposite direction and a rapidly escalating spiral of violence. Retributive activity may decline, but not go away, as it flattens off into feuds which can last for centuries and many generations. The need for: Health Explanations > Needs > Health A very basic need | Self-harm | So what? A very basic need Physiological needs are to do with the maintenance of the human body. If we are unwell, then little else matters until we recover. Pain and discomfort can range from mild to excruciating, and will have a proportionate effect on our rate of abandoning higher needs. Self-harm When we are well, however, we are remarkably uncaring about our body and we pollute and poison it with nicotine, alcohol and excesses of food. We also damage it with either an excess of sports or an lack of any exercise whatsoever. This neglect is a clear and common example of the hierarchical effect. Self-harm can also appear as a kind of psychiatric dysfunction where people deliberately physically hurt themselves. This can appear as obvious damage such as cutting oneself. It can also appear as abuse of the body through such as the use of drugs, anorexia and bulimia. At this level, it can be a reaction to a frightening world, whereby we demonstrate that we can at least control ourselves. It also reflects the low level of our self-esteem and can be a cry for help. The need for: a sense of Identity Explanations > Needs > Identity Identity Formation | Group identity | Social comparison | Identity paradoxes | So what? Beyond the basic need for a sense of control, we are deeply driven by our sense of identity, of who we are. ‘I’ is a capital letter, denoting the importance we place on our sense of individual self. As Descartes said, ‘I think, therefore I am.’ Many social theories are to do with creating or preserving our sense of identity. Identity formation The sense of identity appears early on in life as the infant begins to separate themselves from an undifferentiated unity with their mother. A mirror image of themselves can provide the sudden shock of realizing that they are separate beings. Young children typically cling to a single teddy bear or doll, through which they know their own identity (I am not my teddy). When this ‘transition object,’ as psychoanalyst Donald Winnicott called it, is removed, a part of their identity is lost, causing distress and tears. This pattern continues through our lives as we identify with our possessions and the things around us and feel bad when they are changed or lost. Group Identity We categorize ourselves in terms of other people and groups. Evolution has taught us that it is beneficial to live in tribes, where we can share out the work of daily survival. When asked about yourself, you may well describe yourself in terms of your work and family relationships: ‘I work for AB Corporation.’ or ‘I am married to Steve and have three children.’ If we lost our job, it would not just be the loss of money (affecting our sense of control) that hurt us, but also the loss of relationships and feelings of being outside the company with which we have identified ourselves for so long. The fear of rejection from the groups with which we identify is a powerful force and just the thought of this is enough to dissuade many people from ever taking their creative ability out of the cupboard where they have locked it for fear of its potential social effects. Social comparison Although we define our selves by our membership of groups, we also define ourselves by comparison and contrast with others. If we have more than others, we feel superior. If everyone has the same as us, we feel equal. The size of gaps also matters. If I have a lot more than others, then I probably feel a lot more superior. I may also feel more isolated as I realize that they may feel envious of me. This social comparison often appears in forms of status, which is one reason we are driven to purchase status symbols that signals to others (and particularly to ourselves) that we are better in some way - richer or more tasteful, for example. Social comparison is often along some measure of success, which is itself a social construction. Our sense of identity degrades when we fail which we often do as we accept constant social escalation of what 'success' means. Identity paradoxes There are several paradoxes we have to navigate in our search for our selves, including: Me vs. Us In order to be allowed to join a group (and hence satisfy belonging and esteem needs), we have to give up prioritizing everything for ourselves and be ready to put the group ahead of our own interests. In doing this, we have to change our sense of identify from always 'me' to thinking about 'us'. This includes taking on group values and beliefs, even if we do not particularly agree with them. Perfect me vs. real me We like to think we're perfect. In fact we're not that great, and regularly break our values (Are you law-abiding? Yes? So when did you last exceed the speed limit? Are you thoughtful and kind? So when did you last criticize a friend?). In practice, we manage to mentally separate these two personas. When they are forced together, we instantly find justification and excuse for our misdemeanors. The need for novelty Explanations > Needs > The need for novelty Boredom | Curiosity | Achievable challenge | So what? If you were very rich and admired by many, would you be happy? The evidence seems that this is not so. Rock stars and movie moguls who achieve fame and fortune tend not to sit on their backsides for long. They keep working, even to the point of spending away their fortune and achieving disrepute rather than more fame. So what is going on? Viewing this situation through the lens of evolution, if we stood still when we had achieved our goals, we would be overtaken. Evolutionary biologists call this the ‘Red Queen Effect,’ after a situation in Lewis Carroll’s ‘Through the Looking Glass,’ where the red queen admonishes Alice, ‘It takes all the running you can do to stay in the same place. If you want to get somewhere else, you must run at least twice as fast as that.’ Evolution is a race: if the competition evolves faster than you, you are as good as dead. The need for novelty is the fuel of creativity and innovation. We are impelled to create and change, even if we are otherwise comfortable, and nature has provided us with several drivers to ensure that we do not stand still. Boredom Repeating the same action time after time, as many factory workers know, can be deadly dull. Even when we go on holiday and are sunning ourselves by the swimming pool, many of us can only do this for a limited period before we have to get up and do something. In a world-wide study of happiness, Chicago professor Mihaly Csikszentmihalyi discovered the work-leisure paradox, where when we are at work, we dream of being at leisure, but when we are at leisure, we are not as happy as when we are embroiled in some stimulating work. Curiosity If boredom pushes us away from doing nothing, it is curiosity that pulls us towards investigating new things. Children are born curious and constantly explore and test the world around them. Lewis Carroll’s stories of Alice’s adventures are all about curiosity (the word and it variants appears 52 times in his books). As Alice said, ‘curiouser and curiouser.’ Unfortunately, the forces of curiosity are often overcome by the forces of control. The need that adults have for control and conformity lead them to suppress the sometimes destructive explorations of young children. This suppression then carries over into adult life and we learn to be very cautious about how and where we allow our inner child to express itself (see the side panel ‘Transactional Analysis’). Achievable challenge Mihaly Csikszentmihalyi, through his work on happiness, discovered the simple secret of success. The trick is to take on challenges which stretch you, but where you have sufficient capability, time and other resources to complete the challenge. He also describes the ‘auto telic’ personality, where people of all classes and positions have discovered the secret and set their own short- and long-term achievable challenges. Creative and inventive situations are full of challenge, which can be made far more achievable when you understand the basics of how people and science work. This book, then, could hold the key to greater happiness and fulfillment in your life! The need to: Predict Explanations > Needs > Prediction To feel in control | To decide | Cause and effect | So what? One of the things we are constantly doing is predicting the future, whether it is the micro predictions of movement or forecasts of what might happen next year. To feel in control A basic need we have is for a sense of control. If we can predict what will happen, this gives us a lot better chance to control things. If we do not know what will happen next then we cannot relax and must constantly be on the lookout for danger. To decide In our ruminating and decision-making we are constantly looking forward, trying to decide the best course of action to achieve our goals and avoid potential discomforts. If we can predict accurately, then we will make good decisions and be successful in meeting our goals and objectives. Cause and effect Being able to predict is about connecting cause and effect. If we can connect the cause of today to the effect of tomorrow, we can predict. And if we can create a chain of these, we can predict what will happen next week. Being able to explain cause and effect meets yet another need and allows us to appear rational to other people, thus appearing predictable (and hence meeting their needs for prediction and control). The need to: Repeat Explanations > Needs > Repeat Basic purpose | Common repetition | Dysfunctional repetition | So what? A curious need that we have is the need to repeat things. Basic purpose A curious question is about repetition is in the evolutionary benefit. At the very least, there is benefit in the learning, where repetition helps embed patterns into the mind. The brain generally like learning, so rewards us for repeating by making us feel good. Repetition makes feel comfortable, reassured and especially good when it recalls the 'aha' of learning. Common repetition Mindless pleasures There is pleasure in repetition that is not necessarily dysfunctional but gives common pleasure. Music and repetitive movement, combined in dancing is perhaps the most common form of this. Repetition in buying When buying, people often like to go through several loops, before making the final decision. The repetition is like hammering home a nail -- it has to be done several times until the end point is reached. Note that timing is also important in this and that a due reflective period between repetitions may (or may not) be needed. Dysfunctional repetition Sigmund Freud noticed the need to repeat and also that it was at the root of many dysfunctional conditions. Whilst repetition is Stuck in patterns Repetition is a common principle when something does not work. If at first you don't succeed, try, try again, as the saying goes. In fact when something does not work it often takes quite a few repetitions before we give up and try something else. Obsessive-Compulsive Disorder In OCD, people compulsively repeat patterns, most commonly checking, cleaning, tidying, counting or collecting. Sufferers know that they have the condition, but feel very uncomfortable until they fall into the repetition. The internal conversation typically goes something like 'If I don't do X then something bad will happen'. The 'something' may be explicit or vague, but the feeling of impending danger is not. Suppression of the action only makes the feeling even stronger. Games Whilst most of us (thankfully) don't have OCD, we still repeat patterns of behavior in varyingly harmful games that range from alcoholism and 'Poor me' seeking of parental succor to the Drama Triangle. The need for: Safety Explanations > Needs > Safety Probable harm | Physical safety | Psychological safety | So what? A basic need that we all have is for a sense of safety. If we are not safe, then we can forget everything we are trying to do. Maslow has safety as a very fundamental need. Probable harm We constantly predict the future in order to help decide what we should do next and also over the longer term. When we predict that we are likely to come to some harm then we feel unsafe. The greater the potential harm and the greater the likelihood of this happening, the more unsafe we feel. Physical safety Physical safety means freedom from physical harm. Such harm can come from other people, such as when a mugger threatens us, or it can come from the environment, such as when we are standing in a burning building. When other people threaten us, we are likely to respond with a Fight-or-Flight reaction. Psychological safety Although Maslow does not highlight this, we can feel just as unsafe when faced with the taunts of our peers as we do when faced with the knife of a mugger. Psychological safety is, of course, 'all in the mind', and this intangible nature can make it difficult to handle. It can also be difficult to make the decision as to whether the threat is intended and real or not. We can also psychologically threaten ourselves, as that little voice in side berates us for our wrong-doings. We cannot get away from the repeated self-harming cycles of recurring memories or future projections and much psychotherapy is designed to stop us from continuing to harm ourselves. The need for: Self-actualization Explanations > Needs > Self-actualization Becoming | Nirvana | So what? Self-actualization is a fancy term, but actually it's quite easy: It means 'becoming what you are capable of becoming'. Becoming Self-actualization can be pretty far out for the uninitiated. When you are struggling with such as safety needs it may seem pretty much like a bunch of fluffy hogwash. But when all that stuff is sorted out, when you have friends and family and are happy with life, you still need to reach out to find out how high you can go. A good word here is ontology, which the dictionary describes as 'The metaphysical study of the nature of being and existence'. Or just 'theories of being'. There is a whole branch of philosophy and psychology dedicated to figuring this out. Which is often the goal of people who are working on self-actualization. Nirvana Eastern religions and philosophies know all about self-actualization. They call it nirvana, enlightenment or other terms. It's about reaching the highest pinnacle of being. Ultimate happiness. One-ness with God. Sounds like a nice place to be. Even reaching out to it is a worthy goal. If you want to explore this route, go look up things like Buddhism, Zen, Taoism and Meditation. The need to: Understand Explanations > Needs > Understanding Understanding enables control | Understanding gives social position | So what? One of our deep needs is simply to be able understand what is going on around us. Understanding enables control If we understand the world around us, then we have a far greater chance of controlling it. Even if we cannot control it, we can make informed choices about what we might do next. The brain helps us do this, by giving us a little squirt of dopamine whenever we learn something, creating that satisfying ‘aha!’ or ‘eureka!’ experience. When we lack understanding, we feel the extreme discomfort of confusion, which motivates us to gain understanding. This, perhaps, is one of the main driving forces that has led to the enormous developments of mankind. Understanding gives social position Understanding also gives social position. If I can understand, then I can use this to control my social environment. I can also explain things, thus giving me a position of expertise and authority. The need to: Win (and not lose) Explanations > Needs > Win (and not lose) The zero sum assumption | The impact of losing | So what? We have a deep need to win at whatever we do, and perhaps an even stronger need to avoid losing (at least appearing to lose). The zero sum assumption We are naturally programmed as a competitive species who will fight for our side against all competitors. In doing so, we are assuming a win-lose scenario. If we win, the other person loses, and vice versa. The natural strategy that flows from this is to fight tooth and nail to win. There is another option: that it is not zero sum. When one person gains, the other does not necessarily have to lose. If you can create a win-win situation, then everyone can win. The impact of losing When we lose, this has a number of negative impacts on us: • It is evidence that we are not winners, which may be a significant self-image. • It shows that our prediction process is not good, making all other predictions possibly failures. • Other people will see us as losers and give us less esteem or otherwise take advantage. Deep Stuff (behind our thoughts) Explanations > The SIFT Model > Deep Stuff (behind out thoughts) Needs | Memories | Beliefs | Mental models | Values | Goals | Emotional state | So what? Behind our immediate processing of information are a bunch of structures and systems which support our thinking. Needs We do not choose whether to have needs or not -- they are genetically programmed in us to kick us into action and we spend most of our waking ours acting to satisfy them. See more on the needs page. Memories Memories are not all they are cracked up to be. We remember only a fraction of what we see (although this a debatable fact in some quarters). Memories are reconstructive -- that is, we make up a lot of the stuff we 'recall'. If you do not believe this, try recalling the detail of someone's face, write it all down, then go look at them. Short term memory helps us handle the immediate things that face us, but we forget things really quickly from here (have you ever been introduced to someone and then forgotten their name a second later?). Beliefs Beliefs are assumed truths that we either deduce for ourselves or accept from other people. In fact, because we construct our own internal reality that is separate from the light and sound of the external world, you could say that everything is a belief. Persuading people is often around changing their beliefs, even small beliefs such as 'I can't do that' or 'I can't afford it' or 'I don't want it'. See more on the beliefs page. Mental models Mental models are a form of complex belief in that they are internally-created constructions which we treat as being the real thing. Mental models help us predict what will happen and what we should do in given circumstances. Some people have very few models, and hence see the world as a very simple place. Others have a far richer experience due to the complexity and number of models that are available for them to use as lenses with which to see the world. Persuasion may require changing the other person's models. To do this often requires that you have a good understanding of their current models, which needs good questioning, listening and perceptual skills. Essentially, you need to have models with which to understand their models, which means your models need to be more complex and adaptable than theirs. See more on the mental models page. Values Values are the social rules we use to determine what we should and should not do. Transgressing these rules is socially hazardous and consequently quite threatening. Values generally provide the boundaries within which a person will work. Outside the boundaries are the badlands where only bad people go. Values are tripwire for persuaders and it is hence important to know where the other person's values lie. Sometimes persuasion is about moving the values boundaries. This can be a problem when the current values boundary will not let you pick it up to move it. See more on the values page. Goals We create goals as being tasks that help to satisfy our needs. We use our understanding of the world around us to make these goals achievable. We gain satisfaction from achieving goals, especially those which have challenged us. See more on the goals page. Emotional state We are at any time in an emotional state, whether it be calm and collected or frantic excitement. Our emotional state significantly affects the meaning we infer. This is a two-way effect as our emotional state is also affected by the inference that we create from our perceptions. See more on the emotions page. Four components of success Explanations > Meaning > Four components of success Happiness | Achievement | Significance | Legacy | So what Laura Nash and Howard Stephenson, of the Harvard Business School, did a long study of what made people feel an enduring sense of real success, including in-depth interviews with over 60 successful professionals, survey of 90 top executives attending Harvard Business School and anthropological observation of other known highachievers. After building this model they tested and proved it in over a dozen sessions with 50 to 100 executives in each. Suffice to say, it is a pretty good model. In summary, they found four 'irreducible components' that were necessary for people to feel a strong and enduring sense of success. 1. Happiness Happiness as a felt emotion is defined as feelings of pleasure or contentment about your life. If you are happy, then you feel warm and fulfilled, at least for the moment. When you feel successful, then that happiness is tied to the success and can thus be a long-lasting period of contentment. 2. Achievement Achievements are accomplishments such that goals we have set ourselves are achieved. As we socially construct our selves, they usually compare favorably against similar goals of other people. In particular we feel a greater sense of achievement when we have worked hard to achieve a stretching goal where we and others were not sure that it would be possible to meet that goal. 3. Significance We feel a sense of our own significance when we have made positive impact on other people we care about. The sense of significance grows with the size of the impact and the number of people affected. Thus if I save the world (or maybe just the whales) I will feel pretty significant. 4. Legacy Our sense of legacy has to do with what we leave behind us. Most of all, if we can establish values that to help others find future success, then we will feel a strong sense of success. Personality Explanations > Personality Personality models | So what? One of the enduring questions in our attempts to understand people is how we can simplify our understanding of people and also how we can categorize them, putting them into neat boxes so we can predict what they will (or at least believe that we can) and hence know how to interact with them. • Personality is: Various definitions. Personality models There are a range of models relating to personality. although some are more about preferences and typing than inherent personality. These include: • 16PF: Cattell's sixteen basic personality factors. • Big Five factors: A simplification to five factors from the 16PF. • DISC Types: Four simple types. • Freud's Personality Factors: Id, Ego, cathexis and other classic stuff. • MMPI: Clinical psychiatric conditions. • Jungian Type Inventory: The oldest modern typing system. • Sheldon's Body Personality: You are what your shape is. • Satire’s Stress Responders: Five types in response to stress. 16PF factors Explanations > Preferences > 16PF The 16 Primary Factors | The 5 Global Factors | So what? 16PF stands for the 16 Personality Factors or 'source traits' that were identified by Raymond Cattell in the 1930s as being the main set of factors whereby a person can be classified. There are 16 Primary Factors, which have also been grouped into five global factors. Unlike some other systems, the focus of the 16PF is to identify characteristics without immediate concern for how they are applied. The 16 Primary Factors These are Cattells' original personality factors. The Five Global Factors (16PF5) This is a simplification from the above 16 factors, which are sometimes also called the 16PF5. Note that these are very closely related to the 'big five'. These are not a simple grouping of the 16PF - some of the sixteen appear in more than one of the five. Big five factors Explanations > Preferences > Big five factors The Big Five | Discussion | So what? The 'Big Five' were derived as personality indicators from Cattell's larger 16PF set. The names have changed, but they are very close to the Global Factors. The 'Big' word perhaps implies the hopeful belief that at last they had got it right. The Big Five When working with other people five characteristics/traits/preferences are a lot easier to remember than sixteen. This also leads to the obvious criticism that we are much more than 'five traits'. Using the first letters of the first three factors, the term NEO often appears in descriptions. Discussion Four of the big five are widely agreed, but there has been debate about Openness, with alternatives including Culture, Intellect, Imagination, and Openness to experience. Compared to later-borns, first borns tend to be: • Higher on Conscientiousness & Neuroticism • Lower on Agreeableness & Openness to experience • Higher on assertive and dominance aspects of Extraversion, lower on sociability aspects Also compared to men, women tend to be: • Much higher on Agreeableness • Slightly higher on Conscientiousness • Lower on assertiveness and dominance aspects of Extraversion, higher on sociability With Dominant people • Build respect to avoid conflict • Focus on facts and ideas rather than the people • Have evidence to support your argument • Be quick, focused, and to the point • Ask what not how • Talk about how problems will hinder accomplishments • Show them how they can succeed With Influential people • Be social and friendly with them, building the relationship • Listen to them talk about their ideas • Help them find ways to translate the talk into useful action • Don’t spend much time on the details • Motivate them to follow through to complete tasks • Recognize their accomplishments With Steady people • Be genuinely interest in them as a person • Create a human working environment for them • Give them time to adjust to change • Clearly define goals for them and provide ongoing support • Recognize and appreciate their achievements • Avoid hurry and pressure • Present new ideas carefully With Conscientious people • Warn them in time and generally avoid surprises • Be prepared. Don't ad-lib with them if you can • Be logical, accurate and use clear data • Show how things fit into the bigger picture • Be specific in disagreement and focus on the facts • Be patient, persistent and diplomatic Jungian Type Inventory Explanations > Preferences > Jungian Type Inventory MBTI history | Preferences | Types | So what? History The Jungian Type Inventory is based on the types and preferences of Carl Gustav Jung, who wrote 'Psychological Types' in 1921. Katherine Briggs and Isobel Briggs Myers are a mother and daughter team who build the modern system that is probably the most popular typing system in the world today. In particular, they devised a written test (The Myers-Briggs Type Inventory, or MBTI®) to identify the person's type. Other variants have been evolved that are also based on the Jung typology. The most well-known of these is David Keirsey's Temperament Sorter. The test for this is freely available in his book 'Please Understand Me II' and used to be free on the web, though they have started charging for it in 2003. Another modern variant is Socionics. Preferences The Jungian inventory measures on four preference scales, giving a variable score to show the strength of each one. In the table below, the standard terms are shown first, with alternatives shown in parentheses. Types The four preferences thus lead to sixteen types which use the E/I, S/N, T/F and J/P. Below is a table with types, the percentage of the population and a one-liner description of their major characteristics. You might notice that STJs are 24% of the population. This 'Left-side bias' is unsurprising, as our schools are workplaces tend very much to encourage logic and structure. This makes life particularly difficult for the NFPs of the world, but like left-handed tennis players, those that can handle the other side tend to excel. And finally, for your illuminated entertainment, here's the Jungian Type Prayers. Satir's Stress Responders Explanations > Personality > Satir's Stress Responders Placater | Blamer | Computer | Distracter | Leveler | So what? Family therapist Virginia Satir identified five personality types in situations of stress. Placater The Placater is first of all concerned about how they will be perceived. Their center of attention is on themselves and particularly on their perception of how others see them. Their response to stress is largely to avoid it. If there are any 'uncomfortable truths', then they will generally try to avoid talking about them (and may in fact go to extraordinary lengths to avoid any such confrontation). Blamer The Blamer feels powerless and uncared-for. All alone in the world, they feel that nobody will ever do anything for them. When they feel stressed, their feelings of isolation increase further. As a result, they compensate by trying to take charge, bluffing their way out, hiding their aloneness in attempted leadership. Computer The Computer feels exposed when showing emotions, perhaps because they have difficulty controlling them or they may have been criticized as a child for showing emotion. Men, in particular, tend to be Computers. To avoid having to confront emotion, when faced with stress, the Computer resorts to logic, becoming super-rational about the situation and working hard to appear super-cool on the outside (although they may be churning like mad on the inside). Distracter The Distracter easily becomes confused by stressful situations. Instead of taking some positive action, they are not sure what they should do and so grasp at straws. In practice, they may well respond to the stress by shifting between the three previous types of Placater, Blamer and Computer. In doing so, they are trying in vain to find some solace in different practices. Leveller The ideal respondent to stress accepts it as normal. They are comfortable with ambiguous and uncertain situations and even engage with threats rather than fighting them or running away. They thus 'tell it as it is', without exaggerating or minimizing the situation. They are comfortable with their own feelings and are able to discuss them. French and Raven's Five Forms of Power Explanations > Power > French and Raven Coercive | Reward | Legitimate | Referent | Expert | So what? The most common description of power is French and Raven (1960). This divides power into five different forms. Coercive power This is the power to force someone to do something against their will. It is often physical although other threats may be used. It is the power of dictators, despots and bullies. Coercion can result in physical harm, although its principal goal is compliance. Demonstrations of harm are often used to illustrate what will happen if compliance is not gained. Coercion is also the ultimate power of all governments. Although it is often seen as negative, it is also used to keep the peace. Parents coerce young children who know no better. A person holds back their friend who is about to step out in front of a car. Other forms of power can also be used in coercive ways, such as when a reward or expertise is withheld or referent power is used to threaten social exclusion. Reward power One of the main reasons we work is for the money we need to conduct our lives. There are many more forms of reward -- in fact anything we find desirable can be a reward, from a million dollar yacht to a pat on the back. Reward power is thus the ability to give other people what they want, and hence ask them to do things for you in exchange. Rewards can also be used to punish, such as when they are withheld. The promise is essentially the same: do this and you will get that. Legitimate power Legitimate power is that which is invested in a role. Kings, policemen and managers all have legitimate power. The legitimacy may come from a higher power, often one with coercive power. Legitimate power can often thus be the acceptable face of raw power. A common trap that people in such roles can fall into is to forget that people are obeying the position, not them. When they either fall from power or move onto other things, it can be a puzzling surprise that people who used to fawn at your feet no long do so. Referent power This is the power from another person liking you or wanting to be like you. It is the power of charisma and fame and is wielded by all celebrities (by definition) as well as more local social leaders. In wanting to be like these people, we stand near them, hoping some of the charisma will rub off onto us. Those with referent power can also use it for coercion. One of the things we fear most is social exclusion, and all it takes is a word from a social leader for us to be shunned by others in the group. Expert power When I have knowledge and skill that someone else requires, then I have Expert power. This is a very common form of power and is the basis for a very large proportion of human collaboration, including most companies where the principle of specialization allows large and complex enterprises to be undertaken. Expert power is that which is used by Trades Unions when they encourage their members to strike for better pay or working conditions. It is also the power of the specialist R&D Engineer when they threaten to leave unless they get an exorbitant pay rise or a seat by the window. Strategic Contingencies Theory Explanations > Theories > Strategic Contingencies Theory Description | Example | So What? | See also | References Description Intraorganizational power depends on three factors: problem skills, actor centrality and uniqueness of skill. If you have the skills and expertise to resolve important problems, then you are going to be in demand. And by the law of supply and demand, that gives your the upper hand in negotiations. It also gives you power from the reciprocity created. If you work in a central part of the workflow of the organization, then what you do is very important. This gives you many opportunities to be noticed. It also means you are on the critical path, such that if your part of the company fails, the whole show stops. Again creating attention and giving you bargaining power. Finally, if you are difficult to replace, then if you do make enemies up the hierarchy, then they cannot just move you out or sideways. Example A production manager in an organization is in charge of a key manufacturing operation (centrality), and understands its complexities very well (uniqueness). From a long experience, when things go wrong, he is very good at fixing things, both mechanically and with the unions. Power enhancers Explanations > Power > Power enhancers Scarcity | Desirability | Skill | Impact | Acquisition cost | Burn rate | So what? Although there are many different types or power, there are a number of things that may be considered which will increase the power you have. Scarcity The Scarcity Principle makes anything that is not easily available more desirable. If the power I have is something that other people do not have, then I am the only wielder of this power and hence I can choose how it is used. Desirability If what I have is more desirable, then I can make greater demands, asking more for it and so on. A negative form of this is where my power is undesirable, such as the power to punish. Again, the greater the undesirability of my power the stronger the power is (although it will create very different reactions to a positive and desirable thing). Skill Some people have power but are not good at wielding it. Like a swordsman with a sharp cutlass, a skilful user of power uses just enough to get what they want and no more. Impact If my power has a great impact on people, then they will pay greater attention to it. Thus a bank robber acquires great power (and money) from the use of a gun. Acquisition cost Sometimes power costs a great deal to acquire, such as expert power, for which takes time and money to get through college. Burn rate Three Dimensions of Power Explanations > Power > Three Dimensions of Power Channels | Intent | Deliberateness | Uses of power | So what? There are three dimensions of power in action, with two, two and three possible states. This gives 2 x 2 x 3 possible combinations, which gives 12 ways of using power. Channels The channels of power are the way in which power is enacted. They can perhaps more readily be remembered as 'head, hands and heart'. Physical power This is power derived from material or physical advantage. Individually, it can come from strength or skill, such as the power of a wrestler. It can also come from having weapons, which can be the ultimate power of groups and governments. Physical power also comes from having things that are not designed to hurt people. Owning a building or a machine or even a sewing needle are forms of physical power. Informational power This is derived from knowledge. For example if I know your weaknesses I could leverage this knowledge when trying to persuade you, or maybe help you learn and shore up those weaknesses. Power often comes from the control of access to information, where you can permit or offer access to others. Knowledge is power, as they say. Emotional power This is the social power of affect, using emotion to get what you want. Charisma is a form of emotional power, including the power of oratory and the use of subtle body language. Threats are often emotional in the effect they have. In fact most interactions between people include some form of emotional power. Intent These form the intent of the person using power, helping or hurting others. Positive power This is power used for good, with the intent of helping others. It is used to protect and nurture, or at least do no harm. It is based on love, care, concern and pro-social values. Negative power This power that is used either to directly harm other people or with no care or concern about them. It is based either on greed and selfishness or on other negative emotions such as fear and hate. Deliberateness These are the deliberateness of power, the triggers which lead to power being used. Reactive power This is power that is used in response to situations, for example where a person has the power to say no or to restrict access in some form. This power cannot be utilized that until someone else wants something that can be blocked. In some countries, crimes are considered as being less so when they are deemed as being reactive. Thus, in France, 'crimes of passion' are dealt with more leniently than over the water in Britain. Proactive power This is power used consciously and deliberately, for example using your physical strength to attack someone. This is where Values, Morals and Ethics are more significant, as they imply deliberate intent, premeditation and forethought. Uses of power Put together, these three domains of power can be used to create the table below. It's a neat way of understanding how different forms of power appear. Toffler's three forms of power Explanations > Power > Toffler's three forms of power Violence | Wealth | Knowledge | The evolution of power | So what? Futurist Alvin Toffler describes three forms of power and shows how these have changed over time. Violence The most basic form of power is violence, or physical forms of power. 'Might is right' is their watchword and it is close to the law of the jungle in operation. The basic promise is 'do as you are told and you won't get hurt'. Those who gain the power of violence do so by controlling the mechanisms of physical domination, from armies and police forces to the ownership of specific weapons. Wealth Money is a more flexible form of power than violence as it can be exchanged for pretty much anything you want, from goods to services of all kinds. Money can be viewed as 'stored time/action': you work and are given money, then give the money to others to save time/action. The trick in acquiring wealth is to invest the money in ways that it provides a maximum return on investment. Those who gain wealth do so largely through a superior ability (or sometimes luck) in investment, taking controlled risks and gaining disproportionate returns. Knowledge Knowledge is the ultimate form of power and can be used to acquire both wealth and violence, if applied in the right way. 'Knowledge is power' is a common saying that highlights this. The evolution of power Toffler indicates how violence was the basic power of the nobility in ancient times, where a powerful elite worked largely through domination that threatened violence to those who did not comply. In the industrial revolution, violence gave way to wealth, as the merchant classes became more powerful and gained control of critical resources and channels. Today, in the Third Wave, the power of knowledge is replacing commercial wealth as the primary source of power. If you have the right knowledge, you can get a lot done without recourse to money. Power is thus moving to the educated elite (and masses). The internet is a great leveler of power in this regard. Philosophies of Social Research Explanations > Social Research > Philosophies of Social Research Research into people is not like other research. You cannot just chop us up and measure how the neurons work. The person inside is more complex than a simple machine. At the same time, you also can't just assert your opinion about people (although many of us often do). Approaches to social research are often based on beliefs of those involved. There are many philosophies, of course. Here are just a few: • Empiricism - truth comes only from direct experience • Feminism - truth is not andocentric • Conventionalism - we tend to conform to conventions • Hermeneutics - the exploration of meaning • Idealism - our experience of the world is, for us, the world • Linguistics - reality comes through the complexity of language • Phenomenology - objective exploration of experience • Positivism - only provable fact is valid knowledge • Rationalism - the use of pure thought • Realism - things exist, whether or not anyone is thinking of them • Utilitarianism - people seek to optimize value Experimental closure Explanations > Social Research > Methods > Experimental closure Closure is sought in scientific experiments in order to assure the ability to make causal assignments. Experiments change one variable and identify changes in limited number of other variables. Closure in an experimental situation is gained by one of three ways: Experimental closure This is separating people from 'the street' context and putting them in contexts where responses to specific stimuli can be measured - in particular laboratory conditions. It us impossible to do perfectly, because there are always influences that affect people. Theoretical closure This uses approaches such as econometric models, where everything is reduce to equations or simplified models. It is useful for exploration and modeling, but also is imperfect in an open-systems world and hence can be wildly wrong, as many economic predictions have proven. Statistical closure Where you cannot explore a complete population, then samples may be taken. Statistics can be used to indicate the 'statistically significant'. Thus 'p<0.05' means 'less than a 5% chance of being wrong'. As a rule, experiments either go for a 5% or 1% boundary. If an experimenter can get under this hurdle, they can declare their results 'statistically significant.' The Experimental method Explanations > Social Research > Articles > The Experimental method . The Covering Law Model Defined by Richard Lipsey, the stages are: • Definitions and hypotheses about behavior (assumptions). • Logical deduction that leads to predictions/implications. • Empirical observation • Conclusions: that the theory is consistent or inconsistent with results • Discarding or amendment of theory (and repetition of experiment) The Hypothetic-Deductive Model Defined by Karl Popper, it is notable for seeking testable (and falsifiable) hypotheses and experiments: 1. Consider phenomena 2. Observation and Generation of Ideas 3. Development of Testable Hypothesis 4. Systematic Observation 5. Data Analysis 6. Testing of Hypothesis 7a. Hypothesis Falsified (Refuted) 8a. Reject and / or Revise Hypothesis (return to step 3) 7b. Hypothesis is confirmed 8b. Theory (Consists of confirmed hypotheses) 9. Prediction The Age of the Enlightenment Explanations > Social Research > Articles > The Age of the Enlightenment The Age of Enlightenment was a period of scientific awakening, largely centered around France, although the starting point for Enlightenment was John Locke's (1632-1705) book Essay Concerning Human Understanding (1690), which was a relentless attack on metaphysical arguments. Metaphysics is posing the existence of objects that cannot be observed. The Enlightenment met the church head on, tackling previously avoided issues. It was, at least initially, an act of great courage to defy the church. Kant said 'sapper aude' = 'dare to know'. Having courage of your own understanding. In particular, the Enlightenment allows people to question anything. The focus on self-consciousness led to a break with the past rather than a gradual change and the tendency towards specializations led to hastening of division of disciplines (see Descartes) and spawned many specialist journals and an active printing industry. Four main transformations Four areas where significant change occurred were: • Religious • Questioning of Catholic beliefs and Protestantism led to tolerance for new ideas. • Intellectual • Free intellectual inquiry resulted from widespread opposition to religious intolerance. • The French revolution led to 'age of reason'. • Educational institutions free of religious allegiance also spread. • Economic • Industrial revolution, move away from agrarian fiefdoms led to an increasingly wealthy, independent and educated middle class. • Political • Nation-states emerged, ruled by kings and parliaments that only paid lip-service to religious rule. • Parties and factions which have legitimate differences of opinion. Hollinger's four summary claims Everything worth knowing can be unified in a set of beliefs that all rational people can accept. • Moral principles are rational and provide standards for conduct and judgment. • Any contradiction to these is an obstacle to progress and happiness. • The truth will set us free. The Philosophies The Philosophies were a loose movement interested in all forms of knowledge. They were quite anti-clerical and often campaigned on behalf of its victims. They regarded knowledge based on experience as the best form of understanding. They heroised Newton and were keen on technology and science. They focused on legal reform, admired the British Constitution and generally championing reason and tolerance. Denis Diderot (1713-1784) Published huge 'Encyclopedia' first in 1751 as reference point of human knowledge. It was polemic, tendentious and sometimes scandalous. The Scottish Enlightenment David Hume (1711-1776) and the Scottish Enlightenment challenged empiricist tendency to fall back on ordinary moral beliefs which were seen to cause invalid causal explanation. In his Enquiry Concerning Human Understanding (1784), he argued for rethinking of cause and effect and identified that correlation does not imply causation. He considered knowledge should not be taken for granted and doubt should always remain. Even more than Locke, he opposed metaphysics. Criticism The Enlightenment was double-edged as it contained a critical spirit, yet sought certainty. It did not address gender and racial biases. Beware the 'mousetrap of social science methodology': the fact/value controversy. Nietsche criticized the idea that knowledge, truth and rationality are supremely important. Carried to the extremes, they destroy much of what is important in life, including life itself. • Proving truth Explanations > Social Research > Articles > Proving truth Assertion | Rationalism | Verification | Falsification | See also A big problem in science and social research is the question of proving whether a statement is true or not, where truth is defined as common agreement about the validity of the statement. We all have our individual truths, but only when target people agrees a truth does it have any external value. Assertion The simplest way of creating truth is simply to assert a belief to be true, and this is regularly used even by scientists today. Various means are used to strengthen the assertion. Assignment to unquestionable source In science, the assignment is typically to the current paradigm, whether it is Newtonian Physics, Quantum Mechanics or whatever. It may also be assigned to a canonized text or theorist. The religious equivalent is to assign truth to God, either as written in the Bible (the Koran, etc.) or to the Priests who are mouthpieces of God. Common sense and other forms of coercion The other common use of assertion is to state something as 'common sense', with the implication that anyone who challenges the statement does not have common sense and hence is too stupid to challenge it anyway. Other forms of coercion includes the physicality with which a statement is made (eg. loud voice, staring, etc.) and various persuasive methods as found elsewhere in this website! Rationalism The Rationalist approach is to use logic and structured argumentation to prove a point. Note that as it is internal, a rational truth, although it is more believable, may still be considered to be a belief. Rational argument started with the Athenian Greeks and re-emerged after centuries of religious assertion during the Age of Enlightenment, most famously with René Descartes. Agreement, not coercion To make a rational argument, all players must be allowed to make assertions, but others must also be allowed to challenge them. Because no external proof is needed in logic, the only conclusions of an argument can be that people agree or they disagree. Truth is thus still an internal construction and comes from agreement rather than the coercive approach of assertion. Conditional truths Rational arguments often use conditional statements, of the form 'if A then B', and seeks to gain agreement on types of belief. The logic applied typically makes significant use of mathematical set theory and Boolean Algebra. Verification Verification (also known as Confirmation or Justification) is an approach used within science for many years for proving that hypotheses are true. It was used for a long time in Positivism. Verification assumes that an assertion of A=B need only be shown to be true once (or a few times) to be forever true. Observable demonstration Proper verification requires observable, empirical evidence. Rather than argue that something is true, verification shows that it is true. This is based on the assumption that when several people observe something, they perceive the same thing and can draw similar conclusions and meanings about it. Experimental proof The classic method of verification is to set up an experiment that includes both a control and a target group, and through controlled conditions showing that the target group exhibits the hypothesized behavior solely because of an extra stimulus or different condition that they were given that the control group were not. Falsification The problem with verification, as Karl Popper pointed out, was that just because you can show something to be true in one set of circumstances, you cannot then use induction to create a general truth that is true in all circumstances. Falsification assumes that an assertion of A=B is true only if all possibilities of A<>B are shown to be false (which is often a much larger domain). Start from anywhere Whereas a verification’s inductive approach starts with observation and then forms a theory to test elsewhere, falsification allows you to start anywhere, with any theory or assertion you like. The reason for this is that silly statements are easily falsified. Testing for falsehood The basic principle of falsification is that truth is created when falsification efforts fail. The idea is thus tested with the intent of proving it false, thus deliberately overcoming the trap of confirmation bias. Testability The problem so far with falsification is that you could start with an assertion that Elvis has reincarnated on Venus, and because you cannot prove it false you might assume that it is true. Falsification thus includes the condition that reasonable tests can be done - in this case traveling to Venus and searching every nook and cranny (and then doing DNA tests on the glittering creatures found there).