Welcome to positive impact. What is positive impact? And why is that relevant for you and the world you live in? Well, let's go back, let's say bout 1000 years, about 1000 years ago, most of us that was living in those days believed that Earth was flat, because that was what the authorities were telling us 1000 years ago. They believe that if you cross that he would fall down and you will burn up somewhere and you would definitely die. And everybody believed that because the leading authority on the face of the globe had decided and declared that that was the case.

Then somebody somebody obviously figured out, hey, that's not really the case. Earth is actually round, so it's not flat, and everybody changed their opinion. Then about a five about 500 years ago, another person came out and said, You know what, I honestly believe that Earth is center of the universe. That means that all planets is circling around the Earth. So we send up a everything. Now that was an authority.

So everybody on believed that that was true. And what happened later on? Well, later on, it happened that another person came on stage and said, you know what I've actually mentioned that Earth is not center of the universe. Actually, we are circling around the sun. So the sun is center of our universe. The reason I'm just mentioned that is sometimes I'm thinking, what is it today?

We think we know that is actually not the case. What is it that we know that are preventing us from learning something new? Now, I'm going to take you through on this program on the effect and content of positive impact and positive impact is basically how we make an impact in the world. how other people make an impact on you, how you can change other people's thinking, and how you can focus on trust and how you can focus on your personal communication that success. Now success is one of the key areas that we're going to focus on during this program and success is getting what you want and happiness is wanting what you get. This is a very famous question.

From Dale Carnegie that I just love to repeat. Because success obviously is very different from you, compared to me, to your neighbor, to your spouse, to your family, to your best friend. Success is obviously something that is very different from one person to another. But throughout this program, I want you to think about what is to have success in your life. What is strict, strict real success in your negotiation? what is success in your private life?

What is success in your work related life? And then to add something to that one is really happiness because as Dale Carnegie said, happiness is really wanting what you get, and sometimes you're not getting what you want. Now, when we're going to talk about communication on positive impacts, I have another quote here, I just want to share with you and that is obviously the famous former chairman of one of the major car manufacturers in the world. And he said, you can have brilliant ideas, but if you can't get them across, the ideas won't take you anywhere. So the reason I'm talking about this is that We have a famous rule I'm going to repeat in this program as well called a 15 85% rule that very simply and quickly describes that only 15% of the reason that you are successful is based on what you know the experience and the education you got.

And the 85% of the reason that you are successful in life is based on what we call human engineering. And your insight and knowledge in human engineering is basic your social intelligence, your ability to be trustworthy, and the likability factor. That means if other people like you, trust you, and want to work with you. Now, what we're going to work on on this module is basically a combination of positive impact and behavioral economics. And just to very briefly explain the concept of behavioral economics pay with economics is really the merchant in marriage between traditional economical thinking, and psychology. So behavioral economics is really about how you and I make decisions whether we irrational or evil.

Rational and whether irrationality is really a bad thing. And positive impact is covering something else. Because positive impact is covering how you do your communication. Regardless whether you're sitting in a negotiation, you're sitting in the conference, you're on a Skype call, you're on a phone call, or whether you're in a face to face meeting Are you during a presentation, we're going to talk about communication tools, and ways to engage other people. Remember, when we're talking communication, you have a sender and a receiver. And it's always and I just repeat the word always, it's always the sender, who is responsible for the receiver to understand what has been sent off.

So that means when you're doing communication, it's your responsibility that the audience the counterpart, you're negotiating or talking to actually understand the content of the message that you're trying to provide. Now, one of the things I'm often quoting is the golden rule and the golden rule is a part of the Bible. And I'm doing a lot of speaking around the world. And I'm often asking the audience if anybody's been reading in the Bible, and depending on where I might be in the world, I have people raising their hand and saying, Yes, I've been reading the Bible. And my next question is okay, have you been reading in the Bible? Do you remember the golden rule?

Now, lots of people don't remember the golden rule, even though they have read the Bible. And some people come to me and say, But hang on, I'm not a Christian, I'm a Muslim, or Hindu or Jew or Buddhist or something else, right? I haven't even read the Bible. But just to explain very quickly to all of us and for some of us, we will might maybe remember what the golden rule is actually saying. The Golden Rules tests only do to others what you would like us to do to you. Now think about about that for a second.

Whether you are religious or not religious, whether you're Christian or Jew or Buddhist or Hindu or whatever you might be. Isn't that kind of an okay phrase? Isn't that an OK way of thinking about relationships to other people? only ask your counterpart demand or Request something from your counterpart that would be absolutely okay for you that the counterpart are asking you. Now, as I just mentioned, a minute ago, I do presentations around the world. And sometimes I meet people who come to me and said, But hang on, I'm not a Christian, I'm not a Protestant or Catholic or whatever.

So the Bible doesn't really have an impact in my life. So for that reason, I was actually sitting down some time ago and looking at the major religions in the world. And I'm happy to report that regardless of which of the 13 biggest religions in the world, you might believe in or not believe at all, they all share the same value, the same phrase isn't that interesting. They're basically all saying the exact same thing, only do to others what you would like others to do to you. Now, they may phrase it differently, but the value on the content of that sentence is exactly the same. I would love you guys to think about this sentence as we go through the program.

So when we're talking about oral communication, our ability to through a training laid a message into other people. So they will understand. Think about that you only do ask, say or behave in a way that you would feel would be absolutely okay for others doing for you. Now, one of the things I'm often talking about is what really motivates you and I as human beings, and I put three words up here, money, sex and power. Now we do know there's lots of stuff that will motivate you and me. But very often, if we just remove all of the fancy words, and all of the headlines, and a lot of things in lives comes down to one of these three words.

So it could be power, and power means the influence and ability to get other people believing in what you're saying. Your opinion and your ability to actually persuade other people to follow whatever you might be you ideas, just think about the last meetings you when you would like other people to love your ideas, buy into your ideas and follow you on whatever concept that you were presenting. Sex obviously it's not only the act of sex, but is all about are you appealing? Do other people like you they trust you to they want to work with you, too. They actually like you for who you are, and are you attractive. And the last thing up there is money.

And money is basically just getting stuff. So that means you would like stuff you like a new bike you like a new boat, or like a new car, you like to live in a different place. Now, my claim is that you and I are motivated by one of these two of these all three of these sentences of words up here. I have a Dutch colleague copan working me for a long time. And he came to me some time ago and said, kelty know what, I disagree. I disagree that one of these things up here might be motivating for people.

Because I think that your claim is that all of them will be motivating. I only think that if you have focused on one of them, and you have sufficient amount of that one thing, the other two will come automatically. So you don't really have to focus on all three to be considered. successful in life, you could just focus on one. And I've been thinking about that ever since you mentioned that to me. And you know what i do believe my color is excellent, right?

Because think about it for a second. If you have an enormous amount of power, if you're able to influence and convince other people, you can easily convert that into sex being sex appealing, and being attractive to other people. And history I've shown as well that you can easily convert that into gaining a lot of money if you do have power, right. On the other hand, if you in life have a lot of money should have shown history have shown clearly that you can convert that into sex being attractive as well. And you can definitely be converted into influence and power. And some of you might be sitting there thinking, but what about sex?

Well, absolutely, if you are very attractive person history has shown for sure that you can grow it can convert that into money and power as well. So think about for a second, which of the three is that that you really want to focus on? Is it the money part? Is that the sex part or is it the power side, we're going to talk about All three during this program, I have three other words as well, which by the way is not considered opposite of the three words that just presented and that is ethics, moral and trust. Now, one of the reasons I'm going to talk a lot about trust is due to the scientific fact that trust has been dropping in the world in the last 20 years. That means that you and I trust each other way less than we did 20 years ago, you will have less trust in our governmental institution or corporation than you did 20 years ago.

And trust between organizations and companies has dropped as well in last 20 years, just like the individual personal level of trust. Why is that a problem? Well, that is a problem because if we have a high level of trust, our transactional costs in any relationship will actually go down, and the financial outcome and financial success for everybody will go up. But on the other hand, if we have a low level of trust, our cost of doing anything with each other means the transaction cost will increase and the financial profit for everybody will go down. So that means that the word trust currency which is a concept I developed is really important for us because it means that we focused on that trust is equal to success in life. Trust is actually the basis for a lot of stuff will happen.

And we can easily and in a way that is way more easy achieve some of the things that we would like ethics and moral obviously, is not something I can tell you about what is right and wrong. I am not standing up here with the with the manual saying this is right. This is the correct ethics and this is the correct moral and I really don't know ethics is very different for different people. And moral is very different from different people. But what I can just say is that if you have whatever we could call it good ethics, and a good moral you will end up being trustworthy. So that means that other people will trust you, and you can actually trust people you disagree with.

Just think about The relationships you have with other people could be good friends or colleagues or whatever. Think about this question I'm asking you right now. How many of the people that you like, Do you trust as well? Have you ever experienced that you like somebody, but you don't trust them? And on the other hand, have you experienced that you trust somebody, but you don't like them? A lot of people I mean access, and yet you know what, that that's actually the case, I have that experience myself.

I actually know people I trust and really seriously trust, but I don't actually like them. And then on the other hand, I do have people I have a very good friend that I like very, very much and loves spending time with the person, but I certainly do not trust them. So obviously, those two things are not related. But we're going to talk about these three things as well. We're going to talk about ethics, moral and trust and we are even going to do an MCI which is a moral competence, competence index that is missing your moral level at during our program. I gotta pick up here On this screen, and I want you to think about just for a second what you think that is.

And those of you who are thinking that is a burger absolutely wrong, because it's not it is trying to illustrate a brain because we're going to talk a lot about the brain, how the brain works. And one of the things we're going to focus on during this program is actually if anybody is having a brain damage, yes, it's true, we can actually identify a potential brain damage. So if you do have a feeling or gut feeling or suspicious that you might have a brain damage, well, one of the things you might get out of this program is actually that we are able to identify, hey, that is a potential brain damage. Now, the reason we're going to talk about the brain is obviously it's hugely important and it's hugely important in connection to the fact that that is what we need in order to persuade other people, convince other people communicate with other people and really understand how other people make that decisions.

As I said earlier, are the rational or irrational Another thing we're going to focus on during this program is, as I mentioned earlier trusts we're going to focus on how can we actually increase trust in the world. And what is really interesting when I'm working with clients is I have clients come to me and saying, you know, what I do understand that trust is really essential. I do even understand and appreciate that trust is dropped, and we need to get it back on track. And I do understand that we need to focus on trust in our organizations and companies and society. And but how do I change other people so they can trust me more? How can I change the world?

And usually, my response to that question is, well, you can't, it is just simply impossible to change other people, isn't it? It is really, really hard, at least and sometimes almost impossible. There is one person, however, on the face of the globe, that you have a tiny chance of actually changing and who do you think that might be? You're absolutely right. That is you. You yourself is really the only person that you have a serious chance of change.

Thinking behavior understanding and the way that you actually approach life. So one of the things I need you to think about during this program is really to be as open as possible, think outside the box. And don't let previous experience or learning be stopping you from developing yourself. I'm going to challenge you with some new areas of new knowledge, some new experience that you may not like, and you may even disagree with. And I'm definitely not the girl that is always right. So you are absolutely allowed to disagree.

But all I want you to do is actually see this as a play area. So it's a kind of a sandbox, where you can just experiment. And please remember whatever you're doing during this program is not going to hurt your career, your life. The worst thing that can happen is actually that some of you colleagues might live a little bit at you or you might even laugh at yourself, but it's really a great opportunity to try out something new without any potential risk. Another topic we're going to talk about is actually a concept of of psychopath We know for a scientific fact, there's a lot of psychopaths. But what is really funny is that the higher you raise in the ranks, the higher level you might be at in any kind of organization, the higher the probability is that that person might be categorized as a psychopath.

Now, I'm getting back to during this program, what is really a psychopath. And it's not illegal, by the way, but what is describing the behavior of a psychopath? And why do we need to be able to identify that type of person in a meeting in a negotiation, or in any kind of relationship whatsoever? I'm pretty sure that you can read this graphic off of here pretty easy. The first one we got over here to the left, what do you think that might be describing? That is obviously human beings so that means humans and then we have an arrow leads into a heart and a heart often describes what that very often emotions so that's basically describing that people and emotions are going to give us what improved result and outcome that means that we People that obviously I emotional, and we focus on their emotional side, and how they actually make decisions in life, you and I can become more successful by understanding their traits, we're getting back to that.

And that's going to be part of our program as well. This program is based on my book positive impact that was actually nominated as the best management book in Scandinavia when it was released in Scandinavia. This is the English version I'm showing up here. And you might have as part of this program got the book. If not, it's a benefit that if you buy it, and we're going to focus on the content and the outcome of this book plus, obviously we have added a lot of tools and ideas that we can use as training exercises in connection with the theory and background of this book. The book is based on several years of research within communication, both in negotiation and meetings, and he's basically looking at how some people are why some people are way more successful in convincing seeing other people about their ideas and concepts, and then others.

And we have actually been trying to go down in detail and see what is it that this category and group of people are doing differently, but more about that a little bit later. Now, I'm just going to say something that may sound a little bit funny right now, but that is you can simply not not communicate. And I know that sounds a little bit weird, but you can't imagine you're sitting in a conference, you're sitting in a meeting and there's somebody just like me right now standing up in front of a of a flip chart or a screen or whatever. And during a presentation, obviously that person is doing a lot of communication. But you as a member of the of the of the meeting is sitting down there in your chair, and might not be saying anything verbally, but you're still doing a lot of communication.

You might be taking notes, you might be looking out the window, you might be shaking your head, you might be looking to a colleague, you might be doing something completely different, but everything you're doing is communication. The experience train percenter, the one who's standing up there by the screen, the PowerPoint or the flip chart or whatever, will pick up all of these more signals that and emotion and will create an impression an idea about you as a person, whether you like the idea of the presentation, whether you dislike it, whether you agree, whether you disagree, he will read, he or she will read a lot about your behavior. Now, this is just a very simple example of that we cannot not communicate, you are constantly communicating, whatever you're doing, and that is obviously because we can divide communication into a very simple one that is the verbal and we can we can also talk about the nonverbal part.

We're getting back to that in a second. Let me share a short story with you. Some years ago, I was sitting at a private dinner party and I just love to talk to people on all kinds of people because I'm always learning something. And I was sitting there in a banana shaped sofa. It wasn't been in a college, but it was banana shaped and I was sitting with two people on the right side and two people on the left side. So we have five people sitting in this banana shape.

Sofa right across from us was sitting a woman in a big Chesterfield leather chair. And she was talking a lot. And she was constantly talking. And he was basically talking about how extremely successful she was in her business life. She looked very successful as well, the way she dressed and the tools and everything. And she was not using the word so directly how extremely successful she was.

But indirectly, we could get the sense that you were successful. So she was basically telling us that she was a partner in one of the big accounting companies in the world. And she was talking to us about how many boards she was advising and how many companies she have saved and how many companies right now she wasn't involved in. And she was just as I mentioned, talking and talking and talking. But at one point, she needed to breathe, right. So she stopped.

And then she looked at me and then she said, Your name is Kelsey Jensen, right. And I was absolutely stunned and surprised that you even know who I was. There was people there and and whatever. So I just mumble Yes. Yes, I certainly am. And then she looked at me for a little second.

And then she continued by saying, and you're some kind of expert within negotiations, psychology and communication, is that the case? And I was even more surprised that she had no idea that any idea that who I who I was, so I just again mumble Oh, yes, yes, I am, I am recognize this as an expert within my field. And then she looked at me again and said very quickly, I really don't understand as a need for people like you. I mean, I'm doing communication negotiation every single day. And I'm doing that absolutely fine without any challenges at all. And then she just continue with whatever she was saying before she interrupted herself.

Now, let me just first and foremost address that communication is actually not that tricky. It's really just knowing to have the right tool box to the right place at the right timing and using the right tools in the toolbox. That's basically it. So it is really not rocket science. But I don't know how you would feel if you were sitting in my position and somebody came to you and Whatever you're doing, I really don't understand that a need because what you're doing, I could do that Monday between nine and 11. So how you can spend a whole week of that, it blows my mind, you might get a little bit offended.

And I was a little bit offended as well, because I was sitting there thinking, you know, hang on a second, this is actually my life. And I'm spending a lot of time and resources and energy on on doing that and trying to help organization and people. So anyway, I was sitting there thinking, How can I make some kind of dent in her world? So the next time she stopped to breathe again, I just interrupted and said, Excuse me? Would you just for a quick second, participate in a study or a small research study just to show how easy communication actually is. Now what happened was that the two people sitting next to me on the right side and the two people sitting next to me on the left side, they leaned forward because they were actually excited that something differently would happen.

And we will not only sitting there listening to this obviously very successful woman during her monologue, so Everybody's focused on her. So she looked at me and said, Well, of course, absolutely, I can do that. So I said, That's wonderful. Could you just stand up for a quick second? Move back your chair just a little bit, and then just repeat what you said the last three minutes. Do you know when she was sitting in the chair looking at us and talking, she was very self confident she had a direct eye contact.

She was gesturing a lot. She was having a high volume voice that was going up and down. And she had pauses and just look self confident in any every possible way. But you know what happened when I asked her to stand in front of us, we're just sitting here by people. Now what happened was that eye contact well, more or less gone, she started to look down into the floor. She had no hand movement whatsoever.

She just nervously pushing and pulling her jewels up here and turning one of her rings around like this. Her voice will not this solid and strong anymore and actually went down to a very tiny little boys that seemed very insecure. So in every possible way, her behavior change completely. Now, I hope you don't consider me to be a mean person. But this was actually what I was hoping for. I was hoping she would fall into the trap just to show to us and herself that communication is sometimes not that easy.

She was in a world where she felt that she was pretty good at it. But when she was put out there on stage, well, suddenly her whole self confident and experience just went was just passed. Because what was it that happened to this poor woman? Well, obviously, I'm sure she was very successful. I'm even sure she was pretty good at communication. But when she was out there, and you know, feeling this is kind of an exam.

Well, the whole experience and confidence just went away. And that was a lack, obviously, have a structured toolbox on how to do your communication. Are we getting back to way more of that a little bit later. Now, how is it that we actually learn new stuff, and this is obviously important for us as we're going through a training program where you're going to learn A lot of new stuff. Typically as human beings, we are unconsciously incompetent when we step into a new area, and that is actually nice being unconsciously incompetent because that means that we don't know what we don't know. Now I can just share with you very quickly from my own career way back in the 90s I was in the IT industry and I had consultant coming in helping my company and in no time to be exact two hours he showed me in which area within negotiation and communication I was completely unconsciously incompetent.

And that's actually a very unfortunate thing to learn because suddenly, you know that hey, I'm not as good in these areas I thought I would be so obviously you move into becoming consciously incompetent, and that is the uncomfortable area because now you know, hey, what I thought I was actually pretty good at I'm not good at at all. Now, just like everybody else, you can train a lot and everybody can learn human beings are very intelligent animals. That means that if you've been training and gain new information, you will move down to become consciously competent, and constantly competent, that you can see down here means that you can do something, you might be very good at it, but you have to focus a lot when you're doing it. Now, after some time, obviously, you move into unconsciously competent, and that is the perfect nice area to be in.

Because in here, you don't need to think about what you're doing. You may even have a hard time explaining it to other people, because you're just doing it automatically. And my daughter who is 21 today and studying at university in Denmark when she was tiny, she wanted to learn to ride the bike obviously. And those of you who have kids might have been through this this experiment, because my daughter was full of self confidence at that age and she was riding a bike with supporting wheels. And she and she have seen the bigger girls on our street, riding the bike without supporting wheel so she came to me her dad and said Dad, please remove the supporting wheels. wanna ride the bike like the older girls?

I tried to tell her that that's not that easy. You need to learn the laws of balance and stuff, and we need to practice. But she didn't believe in what I was saying. So she just repeated on saying, take off the supporting wheels. I want to ride my bike. Now, some of you might be thinking, I'm a terrible dad, but what I did was I took off the supporting wheels.

And then I told my daughter have a nice ride. There you go. Because I was pretty confident that she was unconsciously incompetent. She didn't know that she couldn't ride the bike. And I want to teach her that now actually choke and put an hour long so I as you wouldn't hurt herself that much, because if she was out on the street, it will hurt a lot when she crashed, obviously, and I was pretty certain that she would crash. And you know what happened?

She was actually riding the bike. She was probably riding the bike for about 10 1520 seconds and then boom, obviously, she crashed and she had her elbow and her knees and she's not crying and everything was certainly my fault. But what has happened? I have moved her from unconscious The incompetent into consciously incompetent, then what we did obviously, as all you parents has tried, we were running around for a couple of weeks, and I had that stick in the back of the bike and obviously, like everybody else should learn to ride the bike and she was constantly competent. That means you have to focus on riding the bike, if she got distracted from something from the side, she could again fall. But if she was focused, everything was absolutely fine.

And after a while, she became unconsciously competent in riding a bike. She was just doing it and she could have an ice cream and look at the birds and talk to her friends and doing a lot of stuff. Because now it's just the thing she was doing automatically. Think about it this way as well. If you step out into your car in the morning, and you drive off from home and you arrive in front of your office, have you ever experienced that you're sitting in the car and thinking how the heck did I get here this morning? I have no idea.

And that is obviously because you are unconsciously competent in driving a car. You don't need to think about it because everything is just programmed. Now what are we going to Focus on obviously is at least making everybody constantly competent. But I can't help you become unconsciously competent. And I need you to just think about for a second what is required from moving from consciously competent into unconsciously competent. I know it's not training, because training will just leave you at consciously.

Competent is something else. a shortcut to become unconsciously competent, is actually start sharing your knowledge with other people. And you can do that for extremely selfish reasons. You can do it it's just to actually remain and keep your knowledge at a higher level. Because the more you share the knowledge from this program with other people, you more you'll remember yourself and the higher you'll gain unconsciously, competent level. Now, just before I wrap up this module one I just want to share a small story with you from real life and that is about a very famous Canadian ice hockey player.

I'm sure a lot of you know his name, his name is Wayne Gretzky. Now Wayne Gretzky was a very interesting person because he was extremely successful in his sport. It was not really a question whether his team would win. When he was on that team, there was more question about how much they would win. And I'm very curious and interested in success, not so much about my own success. But what is it that describes success?

Why are some people in certain fields more successful than others, and I'm specifically focusing obviously on communication and negotiation. But one interesting thing is very often to look into the world of sports, because if you change something in there, you can very often measure change of result and outcome and success very quickly as well. So in a period of my life, I was focusing a lot on Wayne Gretzky as well, just to figure out why was he so superior compared to other players that was playing hockey at the same time with him? And it was interesting, I've been studying probably hundreds of interviews with with Mr. Mr. Gretzky But what is very interesting is that Wayne Gretzky is a very humble gentleman. So when he's been asked the same question over and over again, how come is the Gretzky that you're so successful compared to the players, and that is playing at the same time with you, very often, you would see that Mr. Gretzky would look down to the ground and kick in the ground his boobs, and then you might say the same thing over and over again.

That was, I know that I'm not technically any better than any other players that were playing at the same time as me. So I really don't know why I would be considered more successful. Now that was the typical same answer that he was giving again, and again and again and again. And then one day I was watching an interview where he said something that was very different, and then it hit me, that was the exact same reason, or that was the reason that he was way more successful than other players. And the answer the question was the same. Why do you think Mr. Wayne Gretzky, you have been more successful than any other players in the history of ice hockey and this time He said, Well, you know what, the only thing I can come to think of that is the difference between me and other players is that at any time during a game, I have a strong focus constantly on where the puck might be 30 seconds from now.

Now, when you said that, I got it, that was the reason because ice hockey is one of the fastest teams balls in the world. If you're watching ice hockey, you might agree with me. Everybody's running around constantly, and there's an extreme amount of movement. But when you're watching a game with Mr. Gretzky, you might see him standing there in the corner with his stick, and you may even get the impression that he was lazy, but he was not. Do you know what he was doing? He was reading the game.

So he was just standing there thinking, Okay, the Parker's on there right now. 10 seconds from now we'll go in that direction. 15 seconds from now we'll hit the guy over there. And 30 seconds from now the puck will be right there. And then he would just skate up stand there and wait for the puck to arrive. There was actually another journalist, the Canadian journalist at one point asking him so Mr. Gretzky, how come you're So lucky standing where the puck arrives.

And he had the most outstanding, wonderful answer to that question. He said, You know what's funny, the more I train, the luckier I get. And I just thought that was just a perfect example of his thinking. The reason I mentioned this is because we're really going to talk about where the puck will be, or could be 30 seconds from now, and 30 seconds in your life, or our life altogether could be three years from now, five years from now, six years from now, but is really where we are heading. That means our philosophy and thinking and research into how we can improve trust that we need to get back on track, and how we can improve our communication and relationship. in that aspect.

I have a small challenge for you. And that is the challenge that Harvard University in Massachusetts have conducted among some of their super students. years ago, Harvard did a study where they were going out and asking students that was about to graduate from the education they asked them this question up here. Have you defined and written down a career objective, so that means 10 years from now? After you graduated, do you know where you're going to be what you're going to do and what your hopes and ambitions might be? What was surprising to the university was that only 3% of these super students have actually identified the exact target of what they wanted to do 10 years from that date.

13% Of them have been thinking about what they would like to do. And 84% of all the students from Harvard University hadn't done even 10 years later, Harvard went back to all that group of students. And what they learned was that the 3% who've been defining written down a career objective had 10 times more success than the 84% that has done nothing. And the 13% who has been thinking about a career objective has twice as much success than the 84% who have done nothing. Now I have a small assignment for you already now. And that is I would like you to sit down for half an hour 45 minutes and write down 4567 bullet points.

You believe will change your life based on this program, which is six months from now. So don't do it as a 10 years exercise, just look six months down the road. And we have been going through the whole program, I would like you to end up with four or five, six or seven bullet points that you have actually pulled out of this program that will definitely assist you becoming more successful. Please remember this little quote here from Einstein, he was saying imagination is more important than knowledge, for knowledge is limited to all we know and understand while imagination embraces the entire world. And all that ever will be to know and understand. I think this is especially interesting, since it is coming from Mr. Einstein.

The agenda for the program very, very quickly is that we're going to look at total communication. That means the combination of verbal and nonverbal communication that is regardless whether you're in a meeting, a conference on negotiation, or wherever you're going to conduct your communication. We're going to look at the conscience and The unconscious and subconscious mind, I talked about that already just a tiny bit, we're going to look at ways to engage and create congruent behavior. I'm going to explain more about what that is, obviously, we're going to look at trust and trustworthiness is one of the key stones of this program. We're going to look at tools, how to engage other people how to convince and persuade other people. We're going to talk about a defined structure on how to do our communication, we're going to focus a lot on body language as well.

And that is both really how you read a counterpart in a communication situation, and how you might be read as well in your nonverbal language. Then we're going to talk about something that we call mirroring that is very efficient, and has a great effect both in meetings and negotiation. We're going to focus on how to read a liar. And I'm going to quote a very famous Professor by name of Paul Ekman and has been doing a lot of research in line is actually professor in line sounds weird but he spent 25 years on just studying how much we lie. So we're going to work a little bit on that how much we lying Why are we lying and how we can read a person who lies. We are going to focus on our behavior in general, how can we read up behavior, controlling behavior in general, we're going to talk about about nervousness in communication situation when our nervous and can we reduce that nervousness somehow, we're going to talk about empathy, and whatever might be in empathy and why that is important.

And we're going to do a communication assessment that is actually measuring your strong traits and weak traits within your communication. And we're doing that communication assessment, combined with a moral assessment as well, where we're going to put our number and value on your morals and your level and values within within morals.