GLS20 Vanessa Van Edwards Team Edition Discussion Guide

THE SCIENCE OF
LEADERSHIP: IMPACTING
FOR GOOD
VANESSA
Vanessa Van Edwards is lead investigator at the Science of People— VAN EDWARDS
Best-Selling Author; Lead
a human behavior research lab, whose goal is to use the latest
Behavioral Investigator with
scientific research and trends to help leaders master their people Science of People
skills. Her innovative work has been featured on CNN, NPR, Fast
Company and Entrepreneur Magazine and she regularly speaks to innovative companies
including Google, Facebook, Comcast, Microsoft and Penguin Random-House. Van Edwards
has developed a science-based framework for understanding different personalities to
improve our EQ and help us communicate with colleagues, clients and customers and is
the bestselling author of Captivate: The Science of Succeeding with People.
Vanessa Van Edwards has developed a science-based framework for understanding different
personalities to improve our EQ and help us communicate with colleagues, clients and
customers and is the bestselling author of Captivate: The Science of Succeeding with People.
At the Summit, she helped us explore the warmth and competence continuum and challenged
us to apply human behavior hacks that move us to the be the best version of ourselves.
Determine Your Warmth and Competence

Vanessa starts her talk by referencing research from the Harvard Business School on
interpersonal leadership. Researchers found that when you first meet someone, you
immediately assess them on two traits: warmth and competence. The questions you ask
are, “Can I trust you?” which measures warmth, and “Can I respect you?” which measures
competence. The more you balance these traits, the higher leadership potential you have.
LEADERS
Warmth Competence
GLS On-Demand Team Edition ©2020 Global Leadership Network. This handout may be printed, photocopied and electronically mailed as needed for use of
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THE SCIENCE OF
FOR GOOD
VANESSA
Think of three people who you have met in the past week. Where VAN EDWARDS
would you place them on the Warmth/Competence scale? Where do you think others
might place you?
Name: Warmth ←----------→ Competence
You
Based on Vanessa’s talk, what behaviors can you try to move more to the center of
the continuum?
GLS On-Demand Team Edition ©2020 Global Leadership Network. 2

THE SCIENCE OF
FOR GOOD
VANESSA
VAN EDWARDS
Apply Purposeful Priming
One way to increase your positive interactions is through a powerful psychological
phenomenon called priming. Priming words shape our actions, behaviors and thoughts. In the
following examples, identify how the priming words affect your immediate first impression.
Framing Phrase First Impression

“Here are the agenda items for the meeting
next week.”
“I’m looking forward to the meeting next
week.”
“Team Meeting”
“Team Connection Meeting”
“So sorry it’s taken this long to connect. I’ve

been busy.”
“I’ve been looking forward to this
conversation.”
“This conference is like drinking from a fire
hose.”
“This conference is well paced.”
“We’re sorry the service has to be remote.”
“We are excited the remote format will

make your participation in this service more
convenient.”
“Meet Sarah, our director of Marketing.”
“Meet Sarah, our brilliant director of

Marketing.”

THE SCIENCE OF
FOR GOOD
VANESSA
Reflect on your communication. How can you utilize priming VAN EDWARDS
techniques to gain a more positive reaction from those around you? Write below ONE new
hack you can start utilizing today:
• For yourself personally.
• For the way your team is perceived.
• For the way your organization is perceived by the people you serve.
One way to get a window into your priming words is to conduct an email audit. Open your
email and look at the last 3 emails you sent. Count the number of warm words, the number
of competent words and the number of sterile (non-emotional) words.
Emails Number of warm Number of Number of sterile

words: competent words: words:
What did your email audit reveal about your communication?

THE SCIENCE OF
FOR GOOD
VANESSA
What priming strategy might you try to decrease sterile VAN EDWARDS
communication and increase your warmth and competence?
Building Trust with Your Hands

Vanessa explains that, according to research, the first place we look when we meet
someone new is at their hands. When you see someone’s hands, you immediately ascribe
trust to them. Your brain says, “Friend, friend, friend, friend, friend.” She also said that
our brain gives 12.5 more weight to our gestures than our words. Think about your own
communication. How often do you use your hands when you communicate?
Are there any ways you use your hands that might decrease your trust?
How can you increase using hand gestures during your communication to increase trust?
Use Positive Priming Introductions

Vanessa also explains that the tone is set for a meeting within the first few minutes.
If you start out by talking about stress, negative emotions and bad weather, you’ve started
the meeting with a negative frame. Think about a meeting you will be leading within the
next week. In the space below, brainstorm three or four sentences that you could use to
positively prime a meeting.

THE SCIENCE OF
FOR GOOD
VANESSA
Vanessa also suggests that the way you introduce someone will set VAN EDWARDS
them up for a successful interaction. Think about an introduction you are about to make in
the next several days. In the space below, brainstorm three or four sentences that would
set that person up for success.
Building Trust with your Tone of Voice

Research shows that your tone of voice directly impacts the way people perceive your
warmth and competence. When you ask a question, your voice naturally raises in tone at
the end of the sentence. Sometimes, however, you might use the question inflection when
you are not asking a question.
Try saying the following phrases first using the question inflection, and then again using the
lowest end of your natural voice.
• “I think this new initiative is worth an increased budget.”

• “I’m not sure I agree with you on that point.”
• “I think you really should purchase this product.”
• “Hello.”
What did you observe about your persuasiveness when you used the question inflection?
What did you notice when you used the lowest end of your natural voice?
ACT
Vanessa Van Edwards explores several interpersonal practices to set you up for increased
positive influence. Identify ONE thing you can do this week to apply this talk in your life.

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THE SCIENCE OF

Determine Your Warmth and Competence

Name: Warmth ←----------→ Competence

GLS On-Demand Team Edition ©2020 Global Leadership Network. 2

Framing Phrase First Impression

“Team Connection Meeting”

“So sorry it’s taken this long to connect. I’ve

“We’re sorry the service has to be remote.”

“We are excited the remote format will

“Meet Sarah, our brilliant director of

GLS On-Demand Team Edition ©2020 Global Leadership Network. 3

• For yourself personally.

• For the way your team is perceived.

Emails Number of warm Number of Number of sterile

What did your email audit reveal about your communication?

GLS On-Demand Team Edition ©2020 Global Leadership Network. 4

Building Trust with Your Hands

Use Positive Priming Introductions

GLS On-Demand Team Edition ©2020 Global Leadership Network. 5

Building Trust with your Tone of Voice

• “I think this new initiative is worth an increased budget.”

GLS On-Demand Team Edition ©2020 Global Leadership Network. 6

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