In my upcoming book, Automatic Influence, I use this story to reveal a power button in the basement of human nature, and how you can use it to create change.
Imagine an office setting—a typical work day at the StickRite Label Company. The manager comes to Danny’s desk and says, “I’ve got great news, Danny. You got the promotion.”
All the other employees working with Danny overhear the conversation and react. Henry is happy, Susan is sad, Anna is angry, Frank is afraid, and Nick feels nothing at all.1
How can five people in the same situation, hearing the exact same information, have five completely different reactions? And what does this have to do with leading change?
For a full answer, read the first chapter of my upcoming book, and stay tuned for more blog posts.
1The story of the five workers was inspired by an example offered by cognitive therapist Aaron Beck in his book, Cognitive Therapy and the Emotional Disorders (New York: New American Library, 1976), p. 51.