Business IT Alignment The 4th Session Communicating Value

1. Business IT AlignmentThe 4th Session Communicating Value September 19th , 2012

2. Ground Rules . . . • Der er altid mindst én positiv intention bag enhver handling • Være fleksibel … hvis du gør noget, der ikke fungerer … gør noget andet • Fokus . . . hold målet nøje for øje

3. Discussions in Groups Discussion in groups of two-three people: • Why is this subject important in min work/task? • What specific part(s) of it I choose to use? • How can I use this knowledge? • What else do I need to know? • A list of Aha! Moments and questions, which you want to share with the team.

4. Introduction . . .

5. Deal! Let’s do it so! Bla bla bla… Aha! Got you!

6. PROBLEMS Overall Objective . . . Well one of ‘m Current State Desired State Current State Desired State Solutions Resources

7. Why This Seminar – The Objectives Objective: To improve the Communication Skillsfor those, who develop, introduce, present and/or Align IT to Business Strategies. Result: Knowledge of basic Change Management task and improved Linguistics Awareness and Ability.

8. Agenda of the day • A brief introduction • The Human Brain • The World and the Map • External Reality vs. Internal Representation • Meta Programmes • Movtivation, Evaluation Reference, Options and Procedures, Similarities and Differences • Problem and Circumstances • Problem Framework and Solution Framework • Exercises

9. The Human Brain . . .

10. The ”Thinking brain” makes scenarios etc. Very narrow capacity (7 +/- 2) The ”Clan brain” respond with feelings (pos./neg.). Fears all what is new or different. The ”Reptile brain” respond with fight, fly or freeze. Territorial behaviour. Neo Cortex Limbic System Reptilian Complex The Three Main Areas of the Human Brain Many changes would be more easy if we did not have a brain that is 100.000 years old …

11. How to Minimize the Perceived Differences • Body Language • Verbal Language • Clothing • Tonality of the voice • Jargon • And more …

21. Linguistic Patterns . . .

22. Verbal Tools and Aids . . . the Reptile Brain Talking to the ”Reptile Brain” • In order to avoid risks … • In order to gain security … • To stay in control of the situation, you need to … • You can feel safe and secure when …

23. Verbal Tools and Aids . . . for the Clan Brain Talking to the ”Clan Brain” • We are in on this together • Lets focus on the common interest • We are alike in this way … • Co-operation is very important here In general: • Reduce the “experienced differences” between you and others.

24. Hints and Aids . . . for Neo Cortex Self management is an excellent start: • Give the thinking brain time to work before reacting on the impulse (count to ten) • Ask yourself … am I really in danger – or is it only my old brain reacting? • Am I truly on the edge of the Clan – or is my feelings misleading me? How to channel the decisions to Neo Cortex . . .

25. Discussions in Groups Discussion in groups of two-three people: • Why is this subject important in min work/task? • What specific part(s) of it I choose to use? • How can I use this knowledge? • What else do I need to know? • A list of Aha! Moments and questions, which you want to share with the team.

26. The World And the Map . . .

27. The World and the Map … your map … my map

28. Impression Conceived via the five Senses Impression Input Impression Behaviourial interaction with the external world Input Neurological Filters Internal Sounds, Images, Feelings & Memories The World Physical Particles, Time, Events etc. Linguistic Filters Linguistic Maps Descriptions in the Conscious Mind Interaction with The external World Output Behavioural Programmes Speech, Actions, Attitude & Perspective

29. See Hear Sense Taste Smell Senses The Map of the Reality The Internal Representation Conscious and Unconscious Memories Values, Belief Systems, Decisions Meta Programmes Sub Modalities and Time Structures Generalisations, omissions and distortions Neurological Filters Translating the External World to the Internal Representations The External Reality

30. Meta Programmes • Why did you choose your current job? • What did you do during your vacation? • How would you compare a bicycle and a car? • How would you know that, whether you have done a good job? • Our behaviour is decided and produced by . . .

31. Motivation From Good Ideas to Actions

32. Meta Programmes

33. What are Meta Programmes What are Meta programmes and why are they important? • They are the series of mental filters,which determine, how one behaves based on how one thinks and what one pays attention to during observation. For instance: Do you focus on the information or on people? Do you like to look at the big picture or are you a detail-minded person? • Think of it like the wiring in your brain. Every person is wired a little differently, and this affects the way they see and act in the world. Understanding how people are wired can have profitable rewards in the field of HR Management and Communication. • Among other things, Meta programmes can be used to determine whether a person will be motivated by certain jobs, environments, or input. This is the reason that this can be useful during cooperation with other people.