On the applied aspects of managing people in an organization, or where does the kids have to do with it?

    We asked our negotiating expert Dmitry Kotkin to share his thoughts on the results of a large study about working with people . And the conversation unexpectedly led to children and company manipulations, as a result of which such a small article was born.

    Dmitry Kotkin “On the applied aspects of managing people in an organization, or where does the kids have to do with it?”

    After reading the results of a survey conducted by colleagues from Stratoplan, the logical question arose:

    “Why do 50% dislike their work, but go to it?”

    Having rejected the idea that these 50% are masochistic, I put forward the idea that all of these someone controls people, someone subordinated them to their will. But how else to explain the inconsistency of desires and behavior? Of course, these people are controlled by cunning manipulations, and one of the ways we will now analyze.

    Any employer, top manager, business owner wants to change (and subordinate) his staff. He does not like him, since he does not allow him to get the maximum possible profit. And since the maximum possible profit is difficult to achieve (to say the least), then there is always dissatisfaction with employees. And the leader is trying by all means to launch changes that increase the effectiveness of what, in his opinion, is not working efficiently.

    But how to do that? Another problem is how to keep the employee who has increased his efficiency in the company, how to make sure that after investing money, effort, time, he will not go to the competitors?

    A person’s behavior is controlled by his inner picture of the world.

    What it is? AND I. Gurevichdefines a picture of the world as a “grid of coordinates”, through which people perceive reality and build the image of the world that exists in their consciousness. Each model of the world has:
    • ethnic characteristics;
    • universal concepts and categories (time, space, change, reason, fate);
    • specific features of members of a particular social group.

    If we don’t plunge into the quagmires of philosophy, then the picture of the world is our idea of ​​how the world is arranged and how we should interact with it, and the process of business negotiations is only a small piece, a special case of this interaction.

    In the picture of the world of primitive man, the Earth was flat and covered with a crystal dome of the sky, the sun regularly circled it from east to west. This idea, reflected in the mythology of many peoples of the world, was based on the visual perception of an ancient person, on his experience. Today we know perfectly well that this is not so, and we trust the story of the elementary school natural science teacher, and not our personal observations, our eyes that stubbornly tell us that the Earth is flat, and the Sun moves around the horizon around us, and not vice versa. Our picture of the world is already different from the picture of the world of our ancestor.

    A very conventional picture of the world can be presented in the form of a bulb, where the core is our feeling of ourselves as a person . We differ from animals in that we can distinguish ourselves from the world around us. Next level -self-identification system that answers the question: “Who am I in this world? How do I identify with whom, with what? How do I want others to see me? ” This is a kind of ideal self, it can be unrealistic, making its owner blind in interaction with reality, or it can be dynamically changing under the influence of acquired life experience and healthy ambitions.

    The destruction of the self-identification system, casting doubt on it instantly causes a storm of negative emotions, excites the interlocutor. For example, in Italy, if you want to mortally insult a man, the easiest way to achieve this is by calling him “a cuckold who knows that he is a cuckold” (in Italian there is a special word for this). And in Japan - this is an appeal to a man in a feminine gender. In the minds of the Japanese, in the social hierarchy of Japanese society, a woman is much lower than a man, and such a “sex change operation” is very humiliating for the interlocutor. For Muslims, a dog is just the same “dirty” animal as a pig. Muslims prefer to die under rubble rather than being rescued by rescue dogs, which is why dogs are not used to rescue people in the event of an earthquake or avalanche in Muslim countries.

    The next level in the picture of the world is the value system . This is the level that our parents form first of all, the value system helps to make a decision in the context of your choice. To sell expired baby food is an art or a crime, to swear at negotiations is a deliberate technique or restraint? Each of us has our own scale of values, which determines our behavior.

    For most workers in the company, family comes first, and not the interests of the company. Does the employer use the value of the family in managing, creating an effective organization? Does the leader think about children - the wives of his employees and builds them into the life of the organization?

    This can be achieved in different ways: family contests, children's rooms in the organization where you can leave the child, family trips. The pumped manager will exclaim that it is not the company's task to take care of the employee’s family, because the commercial structure is not a charity.

    But we give examples from real life.

    An example from life.A large company, the head of the sales department became pregnant, well, it happens with women. But as a result of a combination of circumstances, she was hospitalized and lost a child. When she returned to the organization, her boss forced her to quit, explaining that as a worker, she was now no. Now she will think about how to get pregnant, and not how to sell more goods to customers. Dismissed on a far-fetched pretext. Well, they fired and fired, but this story reached the staff, what do you think happened to his female half, who dreamed of getting married and having a baby? No, they did not write letters of resignation, but they quietly hated their “beloved” organization. But hatred does little to improve the company's effectiveness. The manager did not think what values ​​of employees are offended by his managerial decision.

    Another example from life. In one of the organizations, the wise leader organized the annual corporate festival “Harvest Day”, it took place in the autumn and a contest was held at it where dishes prepared at home were tasted. The wives of the employees were killed in the kitchen so that the spouse could take their dish to work and hit their colleagues. And then, when the couple went on long business trips, the wives were very loyal to the company, which deprived them of family holidays. They did not contrast family values ​​with company values.

    A new example.A large hydroelectric power station was being built in the Siberian region; people had to be evicted from the flood zone with minimal financial costs for the state. And people did not want to leave their homes, land, graves of their parents. Organizational consultants who were invited to solve this problem approached it from an unexpected perspective. They started working with children. It seems that the children do not decide to move. But it only seems. What our child wants is a powerful motivating incentive for us to act. The consultants began to implement a program in which children created a desire to live differently, expanding their picture of the world, showing how they can live differently. And the children encouraged their parents to move. System, settings changed from within the system. Because the value of the family is higher than the value of comfort and habit. Someone will say that this is contrary to morality, this is manipulation, but the authorities in the region thought differently. And a lot of money was saved.

    The story of an illiterate teacher (another story about the impact on family values). An illiterate elementary school teacher appeared in an elite Moscow school. A good teacher, but who wrote with terrible mistakes. How he got to school is a different story. But, when the fact of illiteracy was discovered, the headmaster became depressed. Breaking a contract with a teacher is not a simple situation; the law is on the side of the employee. Again, an urgent need to seek a replacement. After the meeting with the head teacher, it was decided to dismiss the teacher on the basis of the annual dictation. It was obvious that an illiterate teacher could not teach children grammar and punctuation. Most likely, students will write an annual dictation worse than parallel classes and this will be the basis for dismissal.

    And now the annual dictation, and oh, horror, the class wrote the dictation is an order of magnitude better than parallel classes. How? How?

    Before I reveal the secret, suggest your version ( do not read further ).

    But everything turned out to be simple. After the teacher invited the parents to school, writing in the pupils' diaries a phrase like “A dear caretaker, I invite you to a teacher’s meeting”, the parents grabbed their heads. Having discussed the situation among themselves, they came to the conclusion that something needs to be done, and the only right decision was made, you need to study Russian with your child yourself. The results exceeded the expectations of all the actors.

    So, let's summarize: managing people is based on managing the changes in their worldview. You can learn this, you can reprogram the consciousness of another person, and you can even try to do it. But remember, we will be rewarded according to our faith and according to our deeds.


    PS If it is interesting to delve deeper into the field of relations between management and employees, then on November 11 at 20:00 Moscow time Dmitry Kotkin will speak at our online conference PRO + People with the topic “Head-subordinate interaction” , which will help to understand who the leader is and how you can manage energy in the workflow, and also talk about the concepts of loyalty and contracting, without which there is no modern team.

    Participation in the Conference is paid: 980 rub. for 5 workshops. Everyone
    who buys a ticket will receive the records of ALL webinars. To date, 470 people have confirmed their participation in the conference! Join us!

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