You Are Insufficiently Persuasive

Oct 2017 @sandimetz Sandi Metz You are insuﬃciently persuasive

@sandimetz Oct 2017 Happiness

@sandimetz Oct 2017 On the Unhappiness of Software Developers Daniel
Graziotin, Fabian Fagerholm, Xiaofeng Wang, and Pekka Abrahamsson. 2017

Graziotin, Fabian Fagerholm, Xiaofeng Wang, and Pekka Abrahamsson. 2017 456,283 email addresses

Graziotin, Fabian Fagerholm, Xiaofeng Wang, and Pekka Abrahamsson. 2017 456,283 33,200 email addresses randomly selected

Graziotin, Fabian Fagerholm, Xiaofeng Wang, and Pekka Abrahamsson. 2017 456,283 33,200 1,318 email addresses randomly selected responded

Graziotin, Fabian Fagerholm, Xiaofeng Wang, and Pekka Abrahamsson. 2017 456,283 33,200 1,318 219 email addresses randomly selected responded unhappiness codes

Graziotin, Fabian Fagerholm, Xiaofeng Wang, and Pekka Abrahamsson. 2017 456,283 33,200 1,318 219 2,280 email addresses randomly selected responded unhappiness codes references to codes

Graziotin, Fabian Fagerholm, Xiaofeng Wang, and Pekka Abrahamsson. 2017 456,283 33,200 1,318 219 2,280 10.41 email addresses randomly selected responded unhappiness codes references to codes average references per code

Graziotin, Fabian Fagerholm, Xiaofeng Wang, and Pekka Abrahamsson. 2017 Frequency Cause Category 1 186 Being stuck in problem solving internal 2 152 Time pressure external 3 107 Bad code quality and coding practice external 4 71 Under-performing colleague external 5 63 Feel inadequate with work internal 6 60 Mundane or repetitive task external 7 57 Unexplained broken code external 8 42 Bad decision making external 9 40 Imposed limitation on development external 10 39 Personal issues – not work related internal 817 out of 2,280

Graziotin, Fabian Fagerholm, Xiaofeng Wang, and Pekka Abrahamsson. 2017 Frequency Cause Category 1 2 152 Time pressure external 3 107 Bad code quality and coding practice external 4 71 Under-performing colleague external 5 6 60 Mundane or repetitive task external 7 57 Unexplained broken code external 8 42 Bad decision making external 9 40 Imposed limitation on development external 10 528 out of 2,280

Graziotin, Fabian Fagerholm, Xiaofeng Wang, and Pekka Abrahamsson. 2017 Frequency Cause Category 1 2 152 Time pressure external 3 107 Bad code quality and coding practice external 4 71 Under-performing colleague external 5 6 7 57 Unexplained broken code external 8 42 Bad decision making external 9 40 Imposed limitation on development external 10 469 out of 2,280

Graziotin, Fabian Fagerholm, Xiaofeng Wang, and Pekka Abrahamsson. 2017 Frequency Cause Category 1 2 152 Time pressure external 3 107 Bad code quality and coding practice external 4 71 Under-performing colleague external 5 6 7 57 Unexplained broken code external 8 42 Bad decision making external 9 40 Imposed limitation on development external 10 469 out of 2,280 The problem?

Graziotin, Fabian Fagerholm, Xiaofeng Wang, and Pekka Abrahamsson. 2017 Frequency Cause Category 1 2 152 Time pressure external 3 107 Bad code quality and coding practice external 4 71 Under-performing colleague external 5 6 7 57 Unexplained broken code external 8 42 Bad decision making external 9 40 Imposed limitation on development external 10 469 out of 2,280 The problem? Other People!

@sandimetz Oct 2017 Persuasion

@sandimetz Oct 2017 One perspective

@sandimetz Oct 2017

@sandimetz Oct 2017 6 Rules

@sandimetz Oct 2017 Reciprocity 1

@sandimetz Oct 2017 "Hare Krishnas in the Carnival Parade,2009" by
Capes Treasures CC BY-NC-ND 2.0

@sandimetz Oct 2017 Consistency 2

@sandimetz Oct 2017 "Opening Presents" by Jay Malone CC BY
2.0

@sandimetz Oct 2017 Social Proof 3

@sandimetz Oct 2017 "Six Sheep Staring" by Aad Van Rijn
CC BY-NC-ND 2.0

@sandimetz Oct 2017 Authority 4

@sandimetz Oct 2017 "Paggi-9" by Jay Weenig CC BY-NC 2.0

@sandimetz Oct 2017 Liking 5

@sandimetz Oct 2017 "Friends" by Julien Harneis CC BY-SA 2.0

@sandimetz Oct 2017 Scarcity 6

@sandimetz Oct 2017 "Parking Lot" by Jim Pennucci CC BY
2.0

@sandimetz Oct 2017 Reciprocity Consistency Social Proof Authority Liking Scarcity

@sandimetz Oct 2017 Reciprocity Consistency Social Proof Authority Liking Scarcity
Weapons of Inﬂuence

@sandimetz Oct 2017 Another Perspective

@sandimetz Oct 2017

@sandimetz Oct 2017 4 Categories

@sandimetz Oct 2017 Make People Like You 1

@sandimetz Oct 2017 Become genuinely interested in other people. Make
People Like You 1.1

@sandimetz Oct 2017 Smile. Make People Like You 1.2

@sandimetz Oct 2017 Remember that a person’s name is to
that person the sweetest and most important sound in any language . Make People Like You 1.3

@sandimetz Oct 2017 Be a good listener. Make People Like
You 1.4

@sandimetz Oct 2017 Talk in terms of the other person’s
interests. Make People Like You 1.5

@sandimetz Oct 2017 Make the other person feel important —and
do it sincerely. Make People Like You 1.6

@sandimetz Oct 2017 Handling People 2

@sandimetz Oct 2017 Don’t criticize, condemn or complain. 2.1 Handling
People

@sandimetz Oct 2017 Give honest and sincere appreciation. Handling People
2.2

@sandimetz Oct 2017 Arouse in the other person an eager
want. Handling People 2.3

@sandimetz Oct 2017 Win People To Your Way Of Thinking
3

@sandimetz Oct 2017 The only way to get the best
of an argument is to avoid it. 3.1 Win People

@sandimetz Oct 2017 Show respect for the other person’s opinions.
(Never say, “You’re wrong.”) 3.2 Win People

@sandimetz Oct 2017 If you are wrong, admit it quickly
and emphatically. 3.3 Win People

@sandimetz Oct 2017 Begin in a friendly way. 3.4 Win
People

@sandimetz Oct 2017 Get the other person saying “yes, yes”
immediately. 3.5 Win People

@sandimetz Oct 2017 Let the other person do a great
deal of the talking. 3.6 Win People

@sandimetz Oct 2017 Let the other person feel that the
idea is theirs. 3.7 Win People

@sandimetz Oct 2017 Try honestly to see things from the
other person’s point of view. 3.8 Win People

@sandimetz Oct 2017 Be sympathetic with the other person’s ideas
and desires. 3.9 Win People

@sandimetz Oct 2017 Appeal to the nobler motives. 3.10 Win
People

@sandimetz Oct 2017 Dramatize your ideas. 3.11 Win People

@sandimetz Oct 2017 Throw down a challenge. 3.12 Win People

@sandimetz Oct 2017 Be A Leader 4

@sandimetz Oct 2017 Begin with praise and honest appreciation. 4.1
Be A Leader

@sandimetz Oct 2017 Call attention to people’s mistakes indirectly. Be
A Leader 4.2

@sandimetz Oct 2017 Talk about your own mistakes before criticizing
the other person. 4.3 Be A Leader

@sandimetz Oct 2017 Ask questions instead of giving direct orders.
4.4 Be A Leader

@sandimetz Oct 2017 Let the other person save face. 4.5
Be A Leader

@sandimetz Oct 2017 Praise the slightest improvement. 4.6 Be A
Leader

@sandimetz Oct 2017 Give the other person a ﬁne reputation
to live up to. 4.7 Be A Leader

@sandimetz Oct 2017 Use encouragement. 4.8 Be A Leader

@sandimetz Oct 2017 Make the other person happy about doing
the thing you suggest. 4.9 Be A Leader

@sandimetz Oct 2017

@sandimetz Oct 2017 Act as if others are interesting and
you will eventually ﬁnd them so.

@sandimetz Oct 2017 Act as if others are interesting and
you will eventually ﬁnd them so. - Sarah Mei

@sandimetz Oct 2017 It's not about them.

@sandimetz Oct 2017 It's about you.

@sandimetz Oct 2017 Make People Like You Handle People Respectfully
Win People Over Be A Leader

@sandimetz Oct 2017 Having Things Your Way

@sandimetz Oct 2017 Frequency Cause Category 152 Time pressure external
107 Bad code quality and coding practice external 71 Under-performing colleague external 57 Unexplained broken code external 42 Bad decision making external 40 Imposed limitation on development external

@sandimetz Oct 2017 Frequency Cause Category 152 Time pressure external
107 Bad code quality and coding practice external 71 Under-performing colleague external 57 Unexplained broken code external 42 Bad decision making external 40 Imposed limitation on development external People

@sandimetz Oct 2017 How do you know you're right?

@sandimetz Oct 2017 Ends vs Means

@sandimetz Oct 2017 Motivation

@sandimetz Oct 2017

@sandimetz Oct 2017 Autonomy

@sandimetz Oct 2017 Autonomy Mastery

@sandimetz Oct 2017 Autonomy Mastery Purpose

@sandimetz Oct 2017 Teamwork

@sandimetz Oct 2017

@sandimetz Oct 2017 Project Aristotle

@sandimetz Oct 2017 Emotional Intelligence of Groups

@sandimetz Oct 2017 "equality in distribution of conversational turn-taking"

@sandimetz Oct 2017 "average social sensitivity"

@sandimetz Oct 2017 Psychological Safety

@sandimetz Oct 2017 You Are

@sandimetz Oct 2017 You Are Good Enough

@sandimetz Oct 2017 Collaborate

@sandimetz Oct 2017 Be Your Best Self

@sandimetz Thanks Oct 2017

@sandimetz References Oct 2017 https://motherboard.vice.com/en_us/article/53vb4z/are-software-developers-miserable https://arxiv.org/pdf/1703.04993.pdf http://changingminds.org/ https://www.inﬂuenceatwork.com/principles-of-persuasion/ http://www.dalecarnegie.ca/ https://www.theatlantic.com/technology/archive/2011/02/science-people-really-do-take-longer-leaving-a-
parking-spot-when-youre-waiting-for-it/71439/ http://onlinelibrary.wiley.com/doi/10.1111/j.1559-1816.1997.tb00661.x/abstract https://www.nytimes.com/2016/02/28/magazine/what-google-learned-from-its-quest-to-build-the-perfect- team.html https://rework.withgoogle.com/subjects/teams/ https://hbr.org/product/harvard-business-review-january-february-2016/BR1601-MAG-ENG

@sandimetz http://poodr.com Oct 2017

@sandimetz http://99bottlesbook.com Oct 2017

@sandimetz Sandi Metz @sandimetz http://sandimetz.com Oct 2017

You Are Insufficiently Persuasive

You Are Insufficiently Persuasive

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