Never Go with Your Gut

Never Go with Your Gut

by Gleb Tspirsky PhD
Released November 2019
Publisher(s): Career Press
ISBN: 9781632657701

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Book description

Avoid terrible advice, cognitive biases, and poor decisions.

Want to avoid business disasters, whether minor mishaps, such as excessive team conflict, or major calamities like those that threaten bankruptcy or doom a promising career? Fortunately, behavioral economics studies show that such disasters stem from poor decisions due to our faulty mental patterns—what scholars call “cognitive biases”—and are preventable.

Unfortunately, the typical advice for business leaders to “go with their guts” plays into these cognitive biases and leads to disastrous decisions that devastate the bottom line. By combining practical case studies with cutting-edge research, Never Go With Your Gut will help you make the best decisions and prevent these business disasters.

The leading expert on avoiding business disasters, Dr. Gleb Tsipursky, draws on over 20 years of extensive consulting, coaching, and speaking experience to show how pioneering leaders and organizations—many of them his clients—avoid business disasters. Reading this book will enable you to:

Discover how pioneering leaders and organizations address cognitive biases to avoid disastrous decisions.
Adapt best practices on avoiding business disasters from these leaders and organizations to your own context.
Develop processes that empower everyone in your organization to avoid business disasters.

Table of contents

  1. Cover Page
  2. Title Page
  3. Copyright
  4. Dedications
  5. Acknowledgments
  6. Contents
  7. Introduction
  8. SECTION I: The Dynamics of Human Interaction
    1. CHAPTER 1: Shared Needs: Belonging and Differentiating
      1. The Drivers: Belonging and Differentiating
      2. Defining a Group—on the Outside Looking In
      3. Putting the Dynamic to Work
      4. Human Nature—the Trump Card
      5. The Interrogation Link
    2. CHAPTER 2: The Dynamics in a Group
      1. Marketers: Masters of Belonging and Differentiating Others
      2. Differentiating by Choice
      3. Mechanics of Manipulation
      4. Voluntary and Involuntary Bonding
      5. Natural Versus Imposed Leaders
      6. Styles of Influence
      7. Isolation as a Tactic of Leadership
    3. CHAPTER 3: Mechanics of Charisma
      1. Step 1: Demonstrate Value
      2. Step 2: Recognize Opportunity
      3. Step 3: Grant an Audience
      4. Step 4: Create Belonging
      5. Step 5: Differentiate Your Target
      6. Charisma from a Distance
      7. The Opposite of Charisma
  9. SECTION II: Tools of the Trade
    1. CHAPTER 4: Tools to Get What You Want
      1. Questioning
      2. Questioning Strategy
      3. Psychological Levers or Approaches
      4. Body Language/Baselining
      5. Eyes Are Windows to the Soul
      6. The Body Speaks the Mind's Thoughts
      7. The Big Four
      8. Face and Mood
      9. Body and Mood
      10. Strong Messages
      11. Undecided . . . or Hit by the Tarantallegra Spell
      12. Probing
      13. Active Listening
    2. CHAPTER 5: Human Modeling
      1. The Personal Operating System
      2. What Makes Johnny Run?
      3. The Old Bell Curve: How Typical Are You?
      4. The New Bell Curve: How Unique Are You?
      5. Why the 3-D Bell?
      6. Creating the Bell
      7. Enter the Prototypical
      8. The Who and How of Your Target
  10. SECTION III: Applying the Tools
    1. CHAPTER 6: Bonding and Fracturing
      1. Talk with Intent
      2. Engage with Intent
      3. Act with Intent
      4. The Dynamic of Bonding
      5. Peer-Group Manipulation
      6. The Dynamic of Fracturing
    2. CHAPTER 7: Mechanics of Bonding and Fracturing
      1. Making the 3-D Bell Work for You
      2. Paring Options
      3. Matrix of Fulfillment (How to Satisfy Maslow)
      4. The Landrum Factor
      5. Paring Options: How You Do It
      6. Take Him Down
    3. CHAPTER 8: Strategies to Move Your Human
      1. Bonding and Homogenizing
    4. CHAPTER 9: The Final Factor
      1. Action Plan
      2. Making Maslow Personal
      3. Distilling the Process
      4. Cashing In
  11. Conclusion
  12. Glossary
  13. Notes
  14. Index
  15. About the Authors

Product information

  • Title: Never Go with Your Gut
  • Author(s): Gleb Tspirsky PhD
  • Release date: November 2019
  • Publisher(s): Career Press
  • ISBN: 9781632657701