Pygmalion Leadership:
Carol Kinsey Goman, Ph.D.
March 10th, 2009
| Pygmalion in the Classroom, one of the most controversial publications in the history of educational research, shows how a teacher's expectations can motivate student achievement. This classic study gave prospective teachers a list of students who had been identified as "high achievers." The teachers were told to expect remarkable results from these students, and at the end of the year, the students did indeed make sharp increases on their IQ test scores.
In reality, these children had been chosen at random, not as a result of any testing. It was the teachers' belief in their potential that was responsible for the extraordinary results. The children were never told they were high achievers, but this message was delivered subtly and nonverbally through expectancy behaviors such as facial expressions, gestures, touch, and spatial relationships.
In much the same way, a leader's expectations of employees is a key factor in how well people perform at work. Pygmalion leadership is in operation when staff excels in response to the manager's belief that they are capable of success and expected to do great things. The effect was described by J. Sterling Livingston in a Harvard Business Review article, Pygmalion in Management: "The way managers treat their subordinates is subtly influenced by what they expect of them."
Research validates the power of this "self-fulfilling prophecy" in the workplace. Tel Aviv University professor, Dov Eden, has demonstrated the Pygmalion effect in all sorts of work groups, across all sectors and industries. It almost sounds too simple to be true, but Eden found that if supervisors or managers hold positive expectations about the performance of those they lead -- for instance believing that they can solve a challenging problem -- performance improves.
Of course, we've all seen instances where the reverse is true - where a leader's expectations (as judged by her nonverbal communication) undermines staff performance and lowers productivity. And some of these negative leadership behaviors aren't all that subtle. Take, for example, an email I received recently: My boss drives us crazy with her mixed messages. She says things like, "You are always welcome in my office" and "You are all an important part of the team." At the same time, her nonverbal communication is constantly showing how unimportant we are to her. She never makes eye contact, shuffles papers when others talk, writes email while we answer her questions and generally does not give her full attention. In fact, we don't even rate her half attention! Then she wonders why we feel unappreciated.
Here's a suggestion from my book, The Nonverbal Advantage: Secrets and Science of Body Language at Work: Imagine that you found out that everyone on your staff had been identified as a high achiever. And imagine that this was a secret you couldn't share with anyone on your staff - except through your body language. How would you use to let people know they were special? (More eye contact? Appreciative nods? Smiles?) Remember that what you say is motivating only if your nonverbal signals corroborate it.
Once you get a good idea of what you would do, take one full week and treat everyone who works for or with you as if they were potential stars. See if at least some of them don't start living up to the high expectations your body language sends.
Carol Kinsey Goman, Ph.D.
Author of "The Nonverbal Advantage: Secrets and Science of Body Language at Work." To contact Carol about speaking or coaching, call 510-526-1727, email CGoman@CKG.com. http://www.NonverbalAdvantage.com. You can also follow Carol on Twitter: http://twitter.com/CGoman.
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1. Removing Your Mental Barriers Joe Nunziata
This Thursday
March 11, 2010
8PM - 9:15PM
We all have unconscious blocks and barriers that stop is from moving forward. Most of us have been conditioned to attack our issues by making plans and taking conscious action. This is a mental process that simply does not work.
Don't miss this powerful call as we discuss:
- The 3 things that stop people from moving forward
- How to identify your blocks and barriers
-Why you have so much trouble releasing the past
- How your unconscious beliefs stay with you and more
You have to clear this negative energy to create breakthroughs and find purpose. It is impossible to connect to your true self when you are holding so much negative energy.
Joe Nunziata
Top Notch Training
www.spiritualselling.com
2. Could You Use More Credit (both Vendor and Cash Lines of Credit) to Prosper in Today's Economy? Scott Letourneau
Thursday
March 25, 2010
8PM - 9:30PM
If you are an entrepreneur, business owner, consultant, freelancer, earn money on the side, investor, or someone seeking to start a business this is a must call for you!
During this exclusive call, you'll...
Learn the number one reason why the IRS is going after distributors and how to prevent yourself from becoming their next target for audit. I can absolutely, positively guarantee that right now, YOU are making the mistakes they're looking for!
Find out why you should never conduct your business as a sole proprietorship (it negatively affects your ability to obtain bank lines of credit in the future, plus the your
audit rate increase by 300%).
How to choose a legal entity that's right for you and your personal circumstances. Should it be a C-Corp, a S-Corp, LLC, or something else? You'll find out on this call.
Learn which state you should incorporate in. (There's only 1 state in the entire U.S. that offers business owners "air-tight" protection).
How to use your legal entity to "magnetize" your marketing and advertising pieces, and actually increase your sponsoring rate.
Learn how to manage a legal business entity correctly to protect the corporate veil it provides you.
The difference between personal and business credit (Both are very important, but have very different requirements.)
Personal credit score targets and score factors that you should evaluate Even a high personal score may not necessarily qualify you for credit.
How your business' gross revenue comes into play (How is that formula affected if you're still in your first year of business?)
How the LSC score affects your ability to get lines of credit What is the minimum LSC score required by the bank?
How your personal credit score influences the bank's decision to give you a line of credit.
"Dear Scott, Thank you for speaking for our organization. Your presentation was insightful, energetic and
engaging. I can't tell you how many times I was stunned by some of the information you gave. My jaw literally dropped! Your presentation, without any sales "pitchiness", is a call to action for business owners who are serious about being successful in their business. In your presentation, our members received a college education in 45 minutes that will save them thousands of dollars or maybe even millions of dollars in the future. One of our members who heard your presentation told me afterward that she wished she knew this before she gave her business to her children. It would have not only saved her over half a million dollars in legal fees, but it would have saved her family from the destructive lawsuits that tore them apart. Your information is essential for anyone running a family business! Thank you so much!" Gina Robison-Billups, Founder/President, Moms In Business Network.
"Hi Scott: I want to thank you once again for under-promising and over-delivering with the great teleseminar you did for our Internet Marketing students. They were particularly impressed with the information you gave them on ways of building and securing corporate credit, especially in these precarious times. As you know, I am a firm believer in being sure people are set up in their business entities from the beginning, before they open the doors, and I want to thank you for driving that point home as well. Again, you under promised and over delivered when you gave them the extra hour of instruction. I believe that showed your commitment to helping create excellent businesses and business
relationships from the beginning. Thank you again for helping us jump-start the www.IMDTraining.com students. Cyndi Parker, CEO www.IMDTraining.com."
Mr. Letourneau's expertise and complete turn-key business solution, along with his comprehensive and ever-growing list of powerful business resources, has allowed his 5,000+ clients both domestic and abroad to incorporate their business with confidence, "propelling
this business on a fast track to profits(TM)!"
He is recommended by top professionals such as Sandy Botkin, a top Attorney/CPA; Attorney
Dr. Arnold Goldstein; top Internet marketers Tom Hua, Brett McFall, and Stephen Pierce; marketing expert Jay Abraham and other top CEOs and professionals throughout the U.S. and internationally. Leading entrepreneurs throughout the world laud him as the foremost expert on not only incorporating businesses, but also helping owners get access to capital and the other invaluable business tools."
Mr. Letourneau has a BA in Finance, a Masters Practitioners Degree in NLP (Neuro Linguist Programming, the study of patterns of success) and is the author of " The Insiders Guide to Incorporating Your Business and Protecting Your Assets!" He is also a contributing author for the new book from Entrepreneur Magazine's Start Up series "Start Your Own Information Marketing Business - Your Step-by-Step Guide to Success."
He has appeared on CNN Headlines News with Pat Summerall's Success Stories, and has also been interviewed by various radio and TV stations throughout North America, eager to tap into his expertise and experience.
Scott Letourneau
Nevada Corporate Planners, Inc.
www.nvinc.com
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