The culture we live in has an invisible influence over our individual and collective behaviors. The tendency towards openness or order in a society is expressed by Michele Gelfand, as the looseness or tightness of a culture. How loose or tight a country is can be correlated to the amount of threat the nation has faced in the past, and in turn, can indicate how its people will respond to a new threat, such as a global pandemic.   Michele Gelfand is Professor of Organizational Behavior at the Stanford Graduate School of Business and Professor of Psychology by Courtesy at Stanford University. She wrote her book “Rule Makers, Rule Breakers: Tight and Loose Cultures and the Secret Signals That Direct Our Lives” in the era before COVID. Despite that she astutely addressed how tight and loose nations would respond to the threat of a global pandemic. We were honored to have the time to chat more with Michele about this topic and many others in this episode.    Topics (5:49) Welcome and speed round questions. (6:27) How culture influences our behavior.  (10:26) How the threat to a nation influences how tight and loose cultures are. (13:21) What Bert and Ernie can teach us about our tight and loose personalities. (16:27) What factors influence our default tendency to be tight or loose people?  (20:21) The global threat of the pandemic and how loose and tight cultures responded.  (28:48) What Ukraine has taught us about national identity. (30:47) How can societies maximize both order and openness? (35:02) Can organizations instigate flexible tightness? (39:42) Do we have blind spots on how open we are? (43:26) How values and attitudes influence your behaviors in different cultures. (47:41) What nudge worked to encourage mask wearing among Republicans and Democrats? (51:50) The music that influences Michele’s work.   © 2022 Behavioral Grooves   Links Michele Gelfand: www.michelegelfand.com “Rule Makers, Rule Breakers: Tight and Loose Cultures and the Secret Signals That Direct Our Lives” book by Michele Gelfand: https://amzn.to/37O7OSC  Mindset Quiz: How tight or loose are you? www.michelegelfand.com/tl-quiz  Episode 266, Sandra Sucher, Trust: The Four Key Steps to Genuinely Build It: https://behavioralgrooves.com/episode/four-key-steps-to-build-trust/  Episode 102, Cristina Bicchieri, Social Norms are Bundles of Expectations: https://behavioralgrooves.com/episode/cristina-bicchieri-social-norms-are-bundles-of-expectations/    Musical Links Oscar Peterson “C Jam Blues”: https://www.youtube.com/watch?v=NTJhHn-TuDY  Les McCann “A Bag of Gold”: https://www.youtube.com/watch?v=50bGvY3Roj0  Dave Brubeck “Take Five”: https://www.youtube.com/watch?v=vmDDOFXSgAs  Bach “Brandenburg Concertos”: https://www.youtube.com/watch?v=NCPM8DEsvmc

Processes decrease our cognitive load and increase our productivity. On Behavioral Grooves we have talked with out guests a lot about habits and routines, but not so much about the processes behind them. In this bitesize episode we discuss the psychological benefits of using processes and how you can leverage them in your life. To illustrate the use of processes to achieve different outcomes, we are joined by both a practitioner and a researcher on this episode. Joseph R. Keebler is a Researcher and a Professor of Human Factors and Behavioral Neurobiology at Embry Riddle Aeronautical University in Florida. He has done some really amazing work on the use of processes and checklists for improving performance. Our practitioner guest is Peter M. Krask, who is an artist and coach based in New York City. Peter helps people maximize their creative and non creative output. By tapping into processes, he will share how processes from one aspect of our lives can be used to help us work through new and unfamiliar tasks in other parts of our lives.   Topics (3:29) How processes reduce our cognitive load. (7:38) You can use the same process but get a different outcome.  (14:50) Being intentional creates better processes. (16:50) Flexible goals are motivational. (20:14) Summary of what we’ve learnt.   © 2021 Behavioral Grooves   Links Joseph R. Keebler, PhD: https://faculty.erau.edu/Joseph.Keebler  Peter M. Krask: https://www.petermkrask.com/  PMK Creativity Guide: https://www.pmkcreativityguide.com/  Episode 128, Wendy Wood, PhD: Habits, Productivity and Being Gentle with Yourself: https://behavioralgrooves.com/episode/covid-19-crisis-wendy-wood-phd-on-habits-productivity-and-being-gentle-with-yourself/  Episode 232, Katy Milkman: How to Make Healthy Habits that Actually Last: https://behavioralgrooves.com/episode/katy-milkman-habits-that-last/  Episode 171, Roy Baumeister: Self Control, Belonging, and Why Your Most Dedicated Employees Are the Ones To Watch Out For: https://behavioralgrooves.com/episode/self-control-belonging-and-why-your-most-dedicated-employees-are-the-ones-to-watch-out-for-with-roy-baumeister/  Episode 276, Ayelet Fishbach, PhD: How To Stay Motivated So You Exceed Your Goals: https://behavioralgrooves.com/episode/motivation-to-exceed-your-goals/

Transporting humans from A to B is about more than just speed, efficiency and duration. Comfort, Wi-Fi access, entertainment and our habits, among many other factors, influence our choice of transportation. As we become increasingly aware of the way our travel decisions affect climate change, how can behavioral science positively impact the journeys we make? Let our entertaining discussion with Pete Dyson and Rory Sutherland take you on a journey through their new book, “Transport for Humans: Are We Nearly There Yet?” Pete is the Principal Behavioural Scientist at the UK Department for Transport and has paired up with Rory who needs little introduction to many behavioral science enthusiasts. The vice chairman of Ogilvy UK and the co-founder of its Behavioural Science Practice, Rory is also a guest on one of the most popular ever episodes of Behavioral Grooves, Episode 107: The Opposite of a Good Idea is a Good Idea. Our episode, along with the book, appeals to the “frustrated but optimistic traveler.” We hope listening helps you reframe your journey.   Topics   (3:23) Welcome to Pete and Rory with speed round questions. (9:05) Our transport preferences are all different, so the market should reflect that. (13:36) The book for the frustrated but optimistic traveler. (15:30) What do travelers value?  (20:27) How does human nature affect our use of transport?  (22:37) How passenger technology has influenced train journeys. (24:51) The consequences of journeys on climate change. (26:31) Transportation challenges in the US. (35:56) Thinking holistically, Zoom is an example of transportation.  (39:01) Rebranding a bus route increases ridership. (43:39) Listening to music while cycling or commuting?  (49:52) Grooving Session on how Pete and Rory transported our thinking!   © 2022 Behavioral Grooves   Links   “Transport for Humans: Are We Nearly There Yet?” by Pete Dyson and Rory Sutherland: https://amzn.to/3KeWM6U  Episode 107, Rory Sutherland: The Opposite of a Good Idea is a Good Idea: https://behavioralgrooves.com/episode/rory-sutherland-the-opposite-of-a-good-idea-is-a-good-idea/  George Monbiot: https://www.monbiot.com/  Episode 287, Nick Epley: Why Talking To Strangers Is Actually Good For Your Wellbeing: https://behavioralgrooves.com/episode/talking-to-strangers/ 

Read Nudge and you are inspired by how behavioral science works. But how can we translate and scale behavioral science effectively into policies and organizations? Indeed, can all academic research be applied “in the wild”?   Our two guests on this episode, Nina Mazar PhD and Dilip Soman PhD have co-edited a book “Behavioral Science in the Wild” that addresses exactly this. If you’re a practitioner, wanting to apply behavioral science in corporate, non-profit, or governmental work, we think you should check this book out. It’s full of excellent ideas for how to apply behavioral science in the wild!   Nina Mazar is a professor of marketing and co-director of the Susilo Institute for Ethics in the Global Economy at the Boston University Questrom School of Business. Her work focuses on topics ranging from ethics to social & environmental impact. She sits on the board of Irrational Labs and belongs to the team of scientists of the Behavior Change for Good Initiative at Wharton.     Dilip Soman is a Canada Research Chair in Behavioural Science and Economics. His research is in the area of behavioral science and its applications to consumer wellbeing, marketing and policy. Together Nina and Dilip established the Director of the Behavioural Economics in Action Research Centre at Rotman [BEAR], on which Dilip still serves as director.   Our discussion with Nina and Dilip explores the journey of working on their book together and why it’s vital reading for all behavioral scientists. To summarize the discussion, as always, Tim and Kurt end the show with a Grooving Session to recap what we learn about behavioral science in the wild! Topics   (5:04) Welcome to Dilip and Nina with speed round questions. (10:01) Why do we need a book about applying behavioral science research “in the wild”. (14:29) Why not all academic research is destined for the practitioner world?  (18:04) Social norms matter but the right reference group is vital. (21:35) Background variables influence behavioral science in the wild. (29:27) Speed of testing can be a barrier. (31:33) Overcoming the issue of scalability.  (35:24) How your time frame can affect output. (38:55) What to do when you don’t get the results you expect. (44:07) Don’t get caught shopping in the nudge store. (45:50) Music choices of Dilip and Nina. (51:29) Grooving session about behavioral science in the wild. © 2022 Behavioral Grooves   Leading Human™ Leading Human™ Workbook and Playbook: https://www.behavioralgrooves-store.com/products/copy-of-the-leading-human-playbook-workbook-package Leading Human™, Free Whitepaper Download: https://www.behavioralgrooves-store.com/collections/leading-human/products/human-centered-workplace-checklist   Links “Behavioral Science in the Wild (Behaviorally Informed Organizations)”: https://amzn.to/3xxAD04  Nina Mazar: http://ninamazar.com/  Dilip Soman: https://www.rotman.utoronto.ca/FacultyAndResearch/Faculty/FacultyBios/Soman  Episode 102, Cristina Bicchieri: Social Norms are Bundles of Expectations: https://behavioralgrooves.com/episode/cristina-bicchieri-social-norms-are-bundles-of-expectations/  Episode 232, Katy Milkman: How to Make Healthy Habits that Actually Last: https://behavioralgrooves.com/episode/katy-milkman-habits-that-last/  Episode 16, Nudge-A-Thon with Dr. Christina Gravert: https://behavioralgrooves.com/episode/nudge-a-thon-christina-gravert/  Episode 202, How Chaning Jang Works Around Not Being WEIRD: https://behavioralgrooves.com/episode/how-chaning-jang-works-around-not-being-weird/  Behavioural Economics in Action at Rotman (BEAR): https://www.rotman.utoronto.ca/facultyandresearch/researchcentres/bear    Musical Links   Paul Simon “Graceland”: https://www.youtube.com/watch?v=GP6a-7MP91g  Mark Knopfler “What It Is”: https://www.youtube.com/watch?v=jGmtonlys5A  Kishori Amonkar “Swaranjali”: https://www.youtube.com/watch?v=U-FuttzRlWE  Dire Straits “Brothers in Arms”: https://www.youtube.com/watch?v=jhdFe3evXpk  Supertramp “Take The Long Way Home”: https://www.youtube.com/watch?v=YLP0y-X4uYs  Fleetwood Mac “Dreams”: https://www.youtube.com/watch?v=Y3ywicffOj4 Subramaniam and Stephane Grappelli “Conversations”: https://www.youtube.com/watch?v=yFI4TzUDc-8&ab_channel=AhmadAlArabii The 1988 Subramaniam-Bismillah Geneva: https://www.youtube.com/watch?v=zGOp7APcuMs The Cure “Just Like Heaven”: https://www.youtube.com/watch?v=n3nPiBai66M  Kate Bush “Wuthering Heights”: https://www.youtube.com/watch?v=-1pMMIe4hb4   

Personality or wealth are often assumed to be prerequisites to gaining power, something that is only garnered by having control over others. An organization chart in a company, however, does not illustrate who has power within the workplace, it only tells you who has authority. And as we learn in this episode, authority and power are not the same.   By using workplace illustrations from the National Health Service (NHS) in the United Kingdom to a cigarette factory in France, Julie Battilana walks us through the precise definitions of power and authority. By understanding exactly what power is and how it really works, Julie breaks down the critical steps to successfully acquiring power and using it to disrupt hierarchies; by innovating, agitating and orchestrating.    Julie Battilana is the Joseph C. Wilson Professor of Business Administration in the Organizational Behavior unit at Harvard Business School and the Alan L. Gleitsman Professor of Social Innovation at Harvard Kennedy School, where she is also the founder and faculty chair of the Social Innovation and Change Initiative.   We value support from our listeners through our Patreon page: https://www.patreon.com/behavioralgrooves. If donating isn’t an option for you, don’t worry, you can’t write us a podcast review on your podcast player which will help other listeners find our show. Thank you.   © 2022  Behavioral Grooves   Topics   (3:32) Welcome and speed round questions. (7:29) Power and authority are NOT the same. (11:59) Who are the most effective change makers? (14:37) Power is having an influence over others but is also a freedom from the influence of others. (16:15) How can we choose the right leaders? (20:18) Empowering the powerless. (25:57) The power of collectivism. (30:17) Abuse of power by Putin. (36:02) How technology plays a part in abuse of power. (41:38) What checks on power are needed? (45:29) Is there hope for the future?  (52:20) What music does Julie listen to. (54:55) Grooving Session discussing what we learnt from Julie.   Links Leading Human Workbook and Playbook: https://www.behavioralgrooves-store.com/products/copy-of-the-leading-human-playbook-workbook-package  Groovy Snacks Newsletter: https://behavioralgrooves.com/newsletter-signup/  “Power, for All: How It Really Works and Why It's Everyone's Business” by Julie Battilana and Tiziana Casciaro: https://amzn.to/3tRykRM Julie Battilana, PhD: https://www.hbs.edu/faculty/Pages/profile.aspx?facId=382192  Fragrance De Soie tea: https://www.mariagefreres.com/FR/2-rose-de-soie-T8669.html?fbclid=IwAR2Zl2GOegLbbuXY5HRgPOICdbkcfAAgcWRamd9mt4plFsgSL_pARoD__UM  Vanessa Bohns, Episode 253. Why You Don‘t Need to be Powerful to be Influential: https://behavioralgrooves.com/episode/influence-vanessa-bohns/ LaTosha Brown: https://en.wikipedia.org/wiki/LaTosha_Brown  Jean Rogers, founder of Sustainability Accounting Standards Board (SASB): https://rogersassociatesllc.com/index.php/about-me/  Social Innovation Change Initiative at Harvard Kennedy School: https://sici.hks.harvard.edu/  Barefoot College: https://www.barefootcollege.org/     Musical Links Stromae “Sante”: https://www.youtube.com/watch?v=P3QS83ubhHE

Do you strike up a conversation with a stranger on a plane or while waiting in line? If you don’t already, you will after listening to Nick Epley in this episode. Nick talks through his extensive research about talking to people we encounter and how it actually boosts our wellbeing.    While many of us prefer engaging in some small talk with strangers, Nick advocates for the benefits of having a deep and meaningful conversation with people. The problem is, how do we actually start such a conversation with the person who just sat down next to us? Fear not, Nick delves into why we’re reluctant and how we can overcome our hesitation.   Nick Epley is the John Templeton Keller Professor of Behavior Science and Director of the Center for Decision Research at the University of Chicago Booth School of Business. He studies social cognition — how thinking people think about other thinking people — to understand why smart people so routinely misunderstand each other. Recently Nick has written the book “Mindwise: Why We Misunderstand What Others Think, Believe, Feel, and Want” and he talks in his interview about what he's working on next.   As always, hosts Kurt and Tim end the show with a light-hearted Grooving Session to summarize what we have learnt from our guest. I’m sure you will agree that Nick’s interview leaves us with lots of helpful insights. But if there is just one thing you take away from this episode, great listeners, is never hesitant to seize the opportunity to pay a compliment.   © 2022 Behavioral Grooves   Topics (3:40) Welcome and speed round questions. (4:57) Why it’s better to have a deep and meaningful conversation with a stranger? (7:18) Why are we reluctant to talk to strangers about something meaningful? (13:46) Why did Nick start studying undersociality?  (21:06) What happens when strangers talk on a train? (29:33) How do you start a conversation with a stranger? (33:20) The benefits of a compliment. (39:21) Nick’s work in the future. (43:35) The mind-blowing way to get someone else’s perspective? (47:49) What music influences Nick. (51:24) Grooving Session with Kurt and Tim discussing what we learned from Nick Epley.   Links Nicholas Epley: www.nicholasepley.com “Mindwise: Why We Misunderstand What Others Think, Believe, Feel, and Want” by Nick Epley: https://amzn.to/3IodtLV Gary Becker: https://www.nobelprize.org/prizes/economic-sciences/1992/becker/facts/  Liz Dunn at University of British Columbia: https://psych.ubc.ca/profile/elizabeth-dunn/  Episode 220: How Do You Become Influential? Jon Levy Reveals His Surprising Secrets: https://behavioralgrooves.com/episode/how-to-be-influential-jon-levy/ Behavioral Grooves Patreon page: https://www.patreon.com/behavioralgrooves   Musical Links Metallica “Master of Puppets”: https://www.youtube.com/watch?v=xnKhsTXoKCI  David Tolk, piano player “Amazing Grace”: https://www.youtube.com/watch?v=_X24B_2TjPQ  “All Creatures Great and Small” music: https://www.youtube.com/watch?v=4hLXxQPkAGk   

As the political divide between left and right widens in the US and around the world, we seem to spend increasing amounts of time focusing on the idea that other people are wrong. But what if we stopped arguing about facts and talked about improving ourselves instead? “All of my knowledge is temporary, pending new information.” This is a motto that guest Peter Montoya lives by, which questions our own ego and behavior, more than other people’s. Peter Montoya is the author of “The Second Civil War: A Citizen's Guide to Healing Our Fractured Nation”, which we understand to be the first “political self help” for Americans. Instead of pointing the finger of blame at one side or the other, Peter challenges us to look inward at our own behavior, our own ego battle and our own craving to belong which can reveal a lot about the relationships we are building. Looking inwards is a personal journey that Peter has recently taken himself and we are incredibly grateful to him for the vulnerability and openness he shows in this episode. We are all just trying to be a better version of ourselves and we can see this endeavor reflected in the stories that Peter shares with us. If you enjoyed listening to this episode, we would be grateful if you could donate to our work through Patreon. Contributions we receive from listeners are used to fund the work on our podcast, and help ensure we can deliver more great content to you. Thank you! Topics (7:19) Why do people fight on social media? (13:31) Why do we need a political self help book? (15:51) Arguing about politics really is stupid; but what’s the alternative? (20:43) What to do about social media and news rewarding extreme stories. (26:19) Why don’t facts or morality matter when changing minds? (29:34) What are our actual differences vs. our perceived differences? (30:13) Change starts with ourselves. (33:19) Understanding our own ego. (35:09) When you change yourself, you change your relationships. (47:17) The greatest song Peter has ever heard. (53:31) Grooving Session discussing what we’ve learnt from Peter.   © 2021 Behavioral Grooves Links Peter Montoya: petermontoya.com “The Second Civil War: A Citizen's Guide to Healing Our Fractured Nation” by Peter Montoya: https://amzn.to/3w3ooHF  Interested in becoming an Urth Co-Creator? Visit: www.Urth.cc  Episode 215, Secrets of Subtraction: Donut Holes, Lego and Bruce Springsteen with Leidy Klotz: https://behavioralgrooves.com/episode/subtraction-with-leidy-klotz/ Episode 10, Changing the World One View at a Time – with Reddit Superstar Kal Turnbull: https://behavioralgrooves.com/episode/changing-the-world-one-view-at-a-time-with-reddit-superstar-kal-turnbull/  Dances with Wolves: https://en.wikipedia.org/wiki/Dances_with_Wolves  “The Seven Principles of Making Marriage Work” by John Gottman: https://amzn.to/36xZzcA  Glossary of Behavioral Terms: https://behavioralgrooves.com/behavioral-science-glossary-of-terms/  Episode 283, Henry Gee - Is The Anus Really The Key To All Intelligent Life? https://behavioralgrooves.com/episode/anus-the-key-to-intelligent-life/  Episode 226, The Power of Unity: Robert Cialdini Expands His Best Selling Book Influence: https://behavioralgrooves.com/episode/cialdini-unity-in-influence/  Episode 279, We Are Greater Together; The Power Of Belonging with Dominic Packer PhD: https://behavioralgrooves.com/episode/the-power-of-belonging/   Behavioral Grooves Patreon Page: https://www.patreon.com/behavioralgrooves Musical Links The Beatles “I Wanna Hold Your Hand”: https://www.youtube.com/watch?v=jenWdylTtzs  The Sandells “Dirty Water”: https://www.youtube.com/watch?v=5apEctKwiD8  Radiohead “Daydreaming”: https://www.youtube.com/watch?v=TTAU7lLDZYU  Bjork “Human Behaviour”: https://www.youtube.com/watch?v=p0mRIhK9seg  The Clash “Rock The Casbah”: https://www.youtube.com/watch?v=bJ9r8LMU9bQ  The Clash “London’s Calling”: https://www.youtube.com/watch?v=EfK-WX2pa8c  Joe Strummer and The Mescaleros: “Yalla Yalla”: https://www.youtube.com/watch?v=LliymbErupw&ab_channel=HellcatRecords 

We are always learning, whether it’s changing careers or learning a new instrument. But how do we transition from the curiosity stage, to completely mastering the skill? It turns out it’s a rather predictable process. The growth and learning journey we all embark on, many times in our life, can, according to Whitney Johnson, be visualized on the S Curve of Learning. The growth and learning journey comes in three phases: the Launch Point, the Sweet Spot, and Mastery.  In this episode with Whitney and in her new book “Smart Growth: How to Grow Your People to Grow Your Company”, we can learn how to keep going when growth is slow and why we sometimes leap from one journey to another. By familiarizing ourselves with the growth journey, we can better ourselves, our workplaces and our societies.  Not only has Whitney been a fascinating guest on our podcast, she has also generously given us some signed copies of her book for our listeners! All you have to do is write a Twitter post about why you would like to read Whitney’s book Smart Growth on social media and tag us in the post: @behavioralgroov. We will choose the lucky winners and send you a FREE SIGNED COPY! Topics (1:18) Find out how to WIN Whitney’s new book, “Smart Growth: How to Grow Your People to Grow Your Company”. (4:11) What is the S Curve of Learning?  (11:33) How we have learnt to integrate our work life and home life during the pandemic. (15:44) Nobody climbs their S Curve alone; how important is context?  (18:49) The 6 phases of the S Curve. (26:28) How Shellye Archambeau jumped onto new S Curves in order to reach the summit. (34:51) What is Whitney’s next challenge? (40:58) Whitney’s S Curve with music. (47:00) Grooving Session with Kurt and Tim recapping what we learnt from Whitney.   © 2022 Behavioral Grooves Links Win a signed copy of Whitney’s new book at @behavioralgroov “Smart Growth: How to Grow Your People to Grow Your Company” by Whitney Johnson: https://amzn.to/3NpapCq  “The Innovator's Dilemma: When New Technologies Cause Great Firms to Fail (Management of Innovation and Change)” by Clayton Christensen: https://amzn.to/3JE3mDu  Thich Nhat Hanh quote: “You have to do it by yourself. You can not do it alone.” Episode 204, How Shellye Archambeau Flies Like an Eagle: https://behavioralgrooves.com/episode/shellye-archambeau-like-an-eagle/  Disrupt Yourself Podcast: https://whitneyjohnson.com/disrupt-yourself-podcast/  Jacqueline Novogratz on Disrupt Yourself Podcast: https://whitneyjohnson.com/233-jacqueline-novogratz-when-the-work-gets-hard-look-for-beauty/  Simon Sinek on Disrupt Yourself Podcast: https://whitneyjohnson.com/simon-sinek/  Livingston Taylor On Disrupt Yourself Podcast: https://whitneyjohnson.com/livingston-taylor/  Sunil Gupta on Disrupt Yourself Podcast: https://whitneyjohnson.com/222-suneel-gupta/  Behavioral Grooves Patreon:  https://www.patreon.com/behavioralgrooves. Musical Links Diana Krall “Just The Way You Are”: https://www.youtube.com/watch?v=d8RYUZT57XA  Stevie Wonder “As”: https://www.youtube.com/watch?v=GYQfWJNWe3I  Rodgers & Hammerstein“Getting To Know You” from The King and I: https://www.youtube.com/watch?v=Vlx6gQWfjp0  Aimee Nolte piano jazz tutorial: https://www.youtube.com/watch?v=hJCj7J69vsQ  Tori Kelly “Don’t You Worry About A Thing”: https://www.youtube.com/watch?v=Skq4IQmt58o 

Creating a motivating mindset is the most important component of any sales role. In fact, it’s a critical component of everything we do, but Donald C. Kelly enthusiastically reminds us in this episode that it’s a vital step in the sales process. Adopting a sales mindset can elevate you from a good sales person to a great sales person. Learn from Donald about how to get into the zone of a sales mindset. Donald has an extremely passionate, dedicated, and infectious personality. As producer and host of the extremely popular podcast, The Sales Evangelist, Donald lives, eats and breathes sales. He believes that anyone can become a sales person if they believe in themselves. Something that he started to discover for himself at the age of 7, when he started to sell mangoes in his hometown in Jamaica in order to help get him the cool Ninja bike that he wanted so badly.  We dedicate part of our interview with Donald to discuss the blend of behavioral science in sales. If you’re interested in finding out even more about how behavioral science can be used in your workplace, the team at Behavioral Grooves have designed a new handbook on leadership called Leading Human. It is cater-made for leaders in sales or any management role to help explore the human challenges and overcome the stresses of working in a hyper-dynamic world. The handbook walks you through exercises that you can do with your team - to make sure that you are being the most effective manager possible. In this ever changing world, having a deep understanding of how to apply behavioral science insights to better lead your team is vitally important. Topics (3:04) Welcome and speed round questions. (8:40) Are people born with a natural sales ability?  (13:30) Why does our impression of sales come from car salesmen? (18:12) Donald’s sales journey started by selling mangoes. (22:38) How important is your mindset in sales? (24:37) How your environment activates your reticular activating system. (36:03) Why is behavioral science not integrated more in sales? (41:10) How Donald uses music to get in the zone. (45:27) Grooving Session with Kurt and Tim sharing what we learnt from Donald.   © 2022 Behavioral Grooves Links  Kurt and Tim on The Sales Evangelist Podcast, “Why Your Brain Lies To You: Cash Is NOT The Best Motivator”: https://podcasts.apple.com/us/podcast/tim-houlihan-and-kurt-nelson-phd-why-your-brain-lies/id788738885?i=1000473224218  “Sell It Like a Mango: A New Seller's Guide to Closing More Deals” by Donald C. Kelly: https://amzn.to/36cH8Kt  “The Sales Evangelist Sales Planner” by Donald C. Kelly: https://amzn.to/3ipIdAW  Michael Jordan: https://en.wikipedia.org/wiki/Michael_Jordan  Seth Godin: https://seths.blog/  Leading Human Handbook designed for leaders: https://www.behavioralgrooves-store.com/products/copy-of-the-leading-human-playbook-workbook-package  Musical Links  Chronixx “Here Comes Trouble”: https://www.youtube.com/watch?v=LfeIfiiBTfY  Koffee “Lockdown”: https://www.youtube.com/watch?v=oSzv3K3Keyg  Drake “Money In The Grave”: https://www.youtube.com/watch?v=b3lH6CULHD0  Damian Marley “Living It Up”: https://www.youtube.com/watch?v=8XN8h3JHmHw 

Paleontologist Henry Gee humorously explains to us why the anus was the key to large animals evolving, how the large size of our “dangly bits” is unique to our species, and what exactly has been the significance to humans about bipedalism. Our colorful discussion with Henry hilariously highlights many of the mysteries surrounding our life on earth. "The anus was the key to all intelligent life, which is why one tends to have one's best ideas while sitting on the loo." ~ Henry Gee Henry describes himself as a “recovering paleontologist”, but he is also an author, and a musician. His day job is the senior editor of the scientific journal Nature.  Having written numerous books, including The Accidental Species, The Science of Middle-Earth, Jacob's Ladder and In Search of Deep Time, Henry protested to his publisher that he wouldn’t write another [expletive] book. But Henry wrote another [expletive] book and we’re so glad he did! A (Very) Short History of Life On Earth is a fun and informative review of the delicate balance that has allowed life to survive and flourish on the planet.  Topics  (5:49) Welcome and speed round questions. (10:21) Why was the development of the anus the key to all intelligent life? (13:01) Why are there no dinosaur sized animals anymore? (18:32) The story of why Henry wrote A (Very) Short History of Life on Earth. (23:55) Why bipedalism is such a mystery and a marvel. (31:57) Humans are uniquely good at endurance running. (35:07) Why do men have large penises and women have large breasts? (39:10) The musical significance of cave painting locations. (42:03) Bach was a rule breaker! (47:05) What work and music Henry is working on next. (51:24) Grooving session with Kurt and Tim reviewing what we learnt from Henry.   © 2022 Behavioral Grooves   Links Henry’s book, “A (Very) Short History of Life on Earth: 4.6 Billion Years in 12 Pithy Chapters”: https://amzn.to/3I8HH4W  Henry Gee on Twitter: @EndOfThePier  Neil Gaiman: https://www.neilgaiman.com/  Dan Lieberman: https://scholar.harvard.edu/dlieberman/home    Musical Links  Beethoven's Pastoral Symphony:  https://www.youtube.com/watch?v=fRg0K5rgXog&ab_channel=CollinsClassics  Juilliard String Quartet performs Bach, Art of Fugue: https://www.youtube.com/watch?v=8ILd81jY1v4  BB King “Beautician Blues”: https://www.youtube.com/watch?v=UFA4UHl4upE  Robert Johnson “Crossroads”: https://www.youtube.com/watch?v=Yd60nI4sa9A  G & T “Ice and a Slice”: https://open.spotify.com/album/5o4CQ6SJJ2hnGFvoCSMrsm