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The Art of the Nudge: Unlocking Your Hidden Potential, by John Geraci, Christine Miles
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A story about how two professional trainers to major corporations discovered and proved through agile prototyping and testing the why, what, and how to unlock more of people's untapped potential to act, grow, and achieve. John Geraci and Christine Miles, co-founders of CI Squared, a Leadership Development and Sales Training company, have developed an innovative communication framework to inspire you and your organization to take action in these fast-paced times. Their discovery is based on two core principles: 1) Slow down to speed up, and 2) Small Nudges can inspire action. These beliefs came from a tipping point in their professional relationship, which began the next three years of understanding how the brain processes information, how people react, how the current macro trends affect business and professionals, and the beginning of "The Art of the Nudge." Through core pictures: The Iceberg, Superhighways and Dirt Roads, and The Elephant and Rider, John and Christine introduce key concepts of how "The Art of the Nudge" can help you and your business increase revenues, increase margins, increase customer satisfaction, and increase employee engagement, all leading to increased share holder value. Visualizing their communication framework as a car, you'll be introduced to Story Gathering as the engine, Personality Profiles as the tires, and Nudges as the gas pedal to drive yourself and others to take action.
- Sales Rank: #2739540 in Books
- Published on: 2015
- Number of items: 1
- Binding: Paperback
- 246 pages
Most helpful customer reviews
1 of 1 people found the following review helpful.
Inspire change in your organization
By Christopher Tambos
Great read. I would highly recommend this book for leaders of any type wanting to inspire excellence in their team.
In order to stay competitive in today’s global marketplace, leaders of organizations must be able to enact change within their teams. In The Art of the Nudge, the authors John Geraci and Christine Miles, believe that individuals that want to enact change can in fact make great progress by reprogramming the neuropathways in the brain. But how does one accomplish this? By essentially becoming your coach and teaching a process called TATN, the authors explain how small nudges can enact real change in people.
“Do you as a leader feel that you have maximized your, or your organization's, potential?” This is the question the authors ask and as leaders many of us ask as well. Most would agree, the answer is usually no. The brain has a tremendous amount of untapped capabilities and if we want to improve as leaders the authors believe we can tap into this potential both within ourselves as well as in our team. As a leader of a software company I have hired many very intelligent and talented individuals. Yet how many times have I heard statements like ‘I was taught to do it this way’ or ‘the customer will tell us what they want in the product.’ How many times have I responded with ‘you need to think outside the box’ or ‘the customer does not always know what they want.’ Nudge advises a different approach. Telling someone to do something in a different way is never as powerful as telling a story that demonstrates to them an inspirational example of the impact of doing things differently. Filled with stories and powerful metaphors to get across their point, the authors clearly have an understanding of not just the challenges that today’s leaders are faced with, but also the approach that they should be taking to enact change.
Change is hard: The authors note that we are creatures of habit and those habits are difficult to break. The neuro-pathways have been pre-programmed into our brain as children and teens and are easy to follow. Change to those old ways is the challenge we face ourselves and face in our organizations. The authors train leaders to take on that challenge with TATN, a framework to break old habits of following the same old ways and push us instead to follow the road less traveled. This is the untapped potential within us all and the authors help us understand how to harness this.
If you are a leader that wants to inspire change within your organization you may want to read Nudge. Learn first about the great potential humans have to improve and change old habits. Then learn how pausing and sharing inspirational stories can cause real change in the way your team does things.
1 of 1 people found the following review helpful.
New Book Advocates Use of Story to Nudge Us to Greatness in Business and in Life
By Tyler R. Tichelaar
As a former English professor and an author, The Art of the Nudge is a book I greatly admire for how it takes the concepts of storytelling and applies them to business to help companies and organizations achieve greater success. Drawing upon psychology and neuroscience, authors John Geraci and Christine Miles were inspired to begin an amazing journey of discovery about the power of story that led to their forming their company CI Squared and now writing this insightful book.
Geraci and Miles first met at a storytelling seminar. They both felt an immediate synergy between them and believed they could create a new way of doing business. Since then, they have used their new model to help numerous companies and organizations develop both better internal and better external communication with their customers. Early in the book, Geraci describes the initial ideas and processes that Miles and he underwent to arrive at the idea of using “Nudges” as a tool for motivating people:
“Since the brain has tremendous unused power and potential, what if the Mind vs. Matter and Nature vs. Nurture discussions, which had been debated throughout history as far back as Aristotle, were inaccurate descriptions? What if this potential could be tapped into with an AND, not an OR—harnessing the power of both? What if we ‘slowed down to speed up’ and shifted and grew with ‘Nudges’ vs. pushing people to make large changes? These seemed like game-changing ideas, but could we test them out in real life with real companies to see whether they worked and added value?”
They quickly found that they could test them on real companies, and the result was a new communication framework they named The Art of the Nudge™ (TATN) with the core principles: 1) Slow down to speed up, and 2) Small Nudges can inspire Action.
Soon, Geraci and Miles were teaching people new ways to communicate in a business setting. They cast aside the boring PowerPoint presentations and replaced them with exercises in storytelling that helped people to empathize better with one another and promoted overall greater consistency and teamwork. The power of storytelling has largely been forgotten in our harried, fast-paced digital society, but by slowing down and telling stories, we can ultimately get to our end goals sooner because of improved communication.
Throughout The Art of the Nudge, Geraci and Miles use many examples, provide illustrations to support their concepts, and include several metaphors to bring home their points. They talk about how difficult it is for people to change and how we often, stubbornly or out of fear, prefer to take a dirt road we know than to get on a superhighway we don’t know, even if it will get us where we want to go sooner. Other metaphors include that of the elephant and the rider, and the iceberg. All of these metaphors relate to the untapped potential we all have inside of us. The purpose of Geraci and Miles’s work and book is to help people unlock that potential.
Geraci and Miles know it is difficult for people to make quantum leaps, which is why they meet their seminar participants and their readers where they are. They then give them a Nudge to move them further toward their full potential. Telling stories unlocks that potential because it allows people to relate to one another by identifying with the characters in their stories. The authors discuss how stories have been valuable since ancient times: “Story was used to pass down culture. It was how younger tribe members learned new things. Through the use of story, they saw and got new ideas of what to do, not to do, and what improvements to make.” Today, stories can serve the same purpose of providing us with innovative improvements in our lives.
In their seminars, Geraci and Miles teach people how to tell stories—which isn’t as easy as it sounds; after all, we all know people who can talk nonstop and never get to the point. Good Story Telling has several elements, but before it can even happen, Story Gathering must take place. Geraci and Miles teach both processes to their readers.
I won’t give away Geraci and Miles processes, but I will say that this is not just a “feel good” approach to business. Telling stories helps people to empathize with each other. It makes them like each other, and we all know that people do business with the people they like. Telling stories improves internal communication and makes team members feel deeply connected to one another so they can work as a team. Stories also work to win over customers, making them able to relate to a company and its product. Stories allow companies and people to show their vulnerabilities; too often in business, we feel we have to promote an image of success, but the truth is we are all vulnerable, and storytelling allows us to show our human side and help people relate to us.
I hope readers will be vulnerable enough—and wise enough—to take a chance on using the power of storytelling. The Art of the Nudge offers a brilliant way to revolutionize business so it isn’t just about the almighty dollar but about creating a better culture that benefits everyone. We all have potential we don’t use. There isn’t one of us who can’t use a Nudge now and then. Let this book be the Nudge that takes you off your dirt road and puts you on a superhighway to your full potential, both for your business and for yourself.
1 of 1 people found the following review helpful.
A Must-Read for Successful Selling
By Amazon Customer
The Art of the Nudge was a quick read that offered long-lasting enhancements to my ability to communicate with people and achieve desired results, which in my line of work leads to increased sales. John Geraci and Christine Miles demonstrate how story gathering and telling translate into improved relationships both personally and professionally. Unlike other "sales training" that focuses on theory and process, The Art of the Nudge encourages practical actions that can be tested, proven and improved upon daily. Most seasoned sales people have struggled from time-to-time with creating a sense of urgency and getting sales across the finish line and this book has improved my ability to get prospective clients to pull the trigger sooner rather than later.
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