A day at the zoo...

Do you ever wonder why you just can't seem to get your boss or co-worker to help you or at least contribute to the cause?  Why is it you always seem to be the one to pick up the slack around the office?  Or why do your kids or spouse continue to do things you repeatedly tell them not to - or don't do things you repeatedly tell them to do?

Well - according to Dan Heath and Chip Heath - the best-selling authors of Made to Stick: Why Some Ideas Survive and Others Die - its all your fault.

And you know what... they are right.

Their article on Fast Company - "Your Boss is a Monkey" - is somewhat tongue-in-cheek but it does ring true. 

Now, while I don't subscribe to the school of thought that assumes people should be treated like circus animals there are rules for influencing behavior in a "stimulus-response" format.  Combined with other influence practices these rules can help move the needle for you.

The rules...

Ignore bad behavior

I remember someone telling me early in my management career to be wary of spending too much time with your problem employees.  Once you spend time with your problem folks, the good people will become problems in order to get more of your time.  So - spend more time with your stars than your duds - it will raise the performance of everyone.  Same thing here.  Ignore the stuff you don't want done.  It can be hard - but it is necessary.

Every interaction is training (or reinforcement - my word)

Every thing in an organization communicates and reinforces what the company believes and values.  Bad guy gets promotion because of huge sale - reinforces that being bad is okay.  I've talked at length on this blog about unintended consequences of incentive programs and the havoc they can cause.  This is in the same family. 

Reward the behavior you want

This one is a no brainer.  We've talked about this a few times on this blog.  Make sure it is specific, timely and valued.

Follow the rules and you will a change in behavior.  Just don't start dropping fish in people's mouths and patting them on the head after a great presentation.  It's smelly and the fish don't like it.