Yes, And Principle - An Improv Technique at Work

Improvisational comedy troops use a number of techniques to help them work together seamlessly, building instantly upon each others ideas, able to adapt readily to any changes in direction and content that are thrown at them.

One technique I invite you to steal, and use as your own, is the Yes, And Principle.  This technique provides you with a structured way of thinking and responding to other people's thoughts and ideas. All too often we barely listen to what the other party is saying, preparing instead our rebuttal. The Yes, And technique begins from a position of requiring you to have listened fully to what the other party was sharing. You can't possibly know how to respond if you haven't heard what was said.

When we follow someones comments immediately with our own, without there being any connection between their comments and our own, it can sound as though we are dismissing, disinterested in, or disagree with, their thoughts.  It can sound like we are saying 'no', serving to negate the perceived value of what they were sharing.

Beginning our response with Yes, And... serves to build upon their ideas rather than negate them. While an immediate 'no' shows you have not been open to ever exploring their idea further, the 'Yes' shows an openness to and acceptance of the idea they offered. It is supportive and open, demonstrating that you trust and value their opinion.

The 'And' then builds upon the ideas already brought forth, rather than starting over or tearing down the previous ideas.  It helps the team continue to remain open to exploring new and different ideas, all of which serve to enhance the end result.

In business, there are two areas in which the Yes, And Principle can immediately be implemented, to positive benefit...

1. Brainstorming.  This is a great tool to use in developing and building ideas because it leaves all paths open.  Closing ideas off too soon can limit the directions available to you, while keeping ideas open allows you to circle back, in ways you might not have been able to imagine previously, enabling you to create something bigger and better.  In brainstorming the 'Yes' serves to acknowledge and accept others' ideas, while the 'And' allows for an elaboration of the idea, building and extending upon it.  In Apple you might have heard...
• I think we should consider making a 'better' phone...
• Yes, and... wouldn't it be great if it took pictures...
• Yes, and... we could create games and apps that let people use it like a mini computer
• Yes, and...
2. Feedback.  When providing people with constructive criticism and feedback on their ideas, we often mistakenly jump immediately to areas that require improvement or additional thought.  In essence, we highlight the flaws in their thinking. This can end up sounding negative, which may shut the other person down.  Instead, begin with Yes, And.  The yes immediately creates a supportive dialogue, which leads the other party to remain open to listening further. It creates a powerful attitude of affirmation that helps inspire trust. You can then follow with what is good about their idea highlighting what works, before then sharing how you think it could be better, offering your suggested improvements.  

Improvisational comedians are masters at listening to and building upon others ideas.  To create a seamless and unified experience for the audience, they must be prepared to abandon their 'vision' as being the one true vision, and be prepared to accept whatever any of the other team members present, viewing it as a gift. Rather than tossing it aside, they hold onto it, adding to it with their own ideas, enabling the skit to grow and develop.  Without the openness and willingness to accept what comes before 'you' will create a skit that is disjointed and disconnected.  The power of the Yes, And technique can serve you in much the same way, allowing those around you to feel valued, while still enabling you to have an impact on the direction taken. That's what building a team is all about.  

Healthy or Intelligent? Which Leader Would You Choose?

When choosing a leader, if you are only given an option between choosing someone that looked healthy or someone that looked intelligent... which would you choose?

I think that most of us, consciously, would say intelligent. Don't we all want our leaders to have the intellect to understand the challenges we face, to navigate through the tough political waters, to have the knowledge needed to create strategies that assure us success?  Our logical, rational minds respond 'Yes, of course'.

However, a recent Dutch study, published in the journal Frontiers in Human Neuroscience,  found that, when given a choice between a leader that looked 'healthy' and one looking 'intelligent', almost 70% of all respondents selected the healthier looking leader.  In fact, both leaders they viewed were the same individual, each photo simply being a digitally altered version designed to portray more healthy or intelligent characteristics.

"Here we show that it always pays for aspiring leaders to look healthy, which explains why politicians and executives often put great effort, time and money in their appearance," study lead author Brian Spisak, assistant professor at the department of management and organization at VU University Amsterdam in the Netherlands

Although our conscious mind may use rational thinking in making its decisions, it appears that we are still more influenced by our reptilian brain than we may like to believe.  Our reptilian brain is the most primitive part of the human brain, the part that handles our instinctive responses and reflexes, some of which are millions of years old.  It is the part of our brain that is essential to, and focused on, our basic survival, overseeing functions like breathing and heart rate, but also driving your desire for food or sex and responding to perceived threats and rewards.

It's this most primitive part of our brains that receives information first, making it our primary behavioural driver. This means, when considering the Dutch study above, that participants viewing the two potential leaders are influenced first by the reptilian part of their brain which wants to follow the healthier looking specimen... because that is a key trait necessary for survival.

From an evolutionary perspective this would make sense.  In the early days of man you couldn't afford to get sick, there was no medicine. You needed to be able to run down your prey and out run any predators. You needed to be strong to be seen as necessary to the 'group'; strong enough to be Alpha or be seen as useful to one.

We may have come a long way but our reptilian brains are still wired to respond in ways that served us, and saved us, in the past.  These responses still continue to influence choices that we make, in ways that we don't always control or recognise.  The conscious and more logical parts of our brains simply form reasonable explanations for the actions and decisions that our reptilian brain makes.

I have long coached my clients on the need to project a positive energy through their body language.  To be able to convince someone that you are not just willing but able to take action and see a project through, you must demonstrate it through your body.  It is through the subtle cues of the body that your credibility is established, that people will believe and trust in your ability to deliver.  Try selling someone on your ability to take action from a slumped position!  Your reptilian brain is wired to pick up on the subtle cues derived from body language and will respond according to what it perceives.  Conveying a strong, positive energy appeals to the survivalist mentality of your primitive brain.

Looking 'healthy' is a visible source of that positive energy.  People are instinctively attracted to it.  If you want to get ahead then research has provided yet another reason for you to get healthy.  Break out the walking shoes, learn to love kale... they might just be the best things you do for your career.