During practice and one on one building sessions, I’m forever talking about our “justice” threads. We all have this thread running right down the middle of us that tells us when things are out of whack, when we’re getting taken advantage of, not hearing the whole story, and generally when our sense of “fairness” is being violated.
Human beings want to be treated fairly. For Americans, it turns out, nothing less than “even Steven” will do.
When two American strangers were given the opportunity to make a buck without doing anything here’s what happens. Here’s the deal. Two people, that did not know each other, did not work with each other, and never had to see each other, were given the chance to split ten bucks. Here’s the catch.
One of them made the decision for how the split was done. Their decision was final. There was no negotiation. Their “partner” could accept the split or NOT. If they chose to accept the deal, whatever the split amount was, would be paid to them immediately. If they chose not to accept the deal, neither party received anything.
Most of the time the person making the decision to split the money, split it straight down the middle.
Even Steven.
However, when the splitter decided to split a little heavier toward their favorite splitee, the deal was rejected almost EVERY time. The person on the other end chose to give away “free” money because their justice system had been violated. They would rather go home empty than go home with something less than “equitable.” If it aint even you won’t GET Steven!
This is somewhat irrational, but very predictable. You can read about this example in at least a couple books. Predictably Irrational, and Sway. Check them out.
Are you aware of your justice thread?
Are you aware of your teams?
When do you make them offers that split their thread down the middle?
When do you make them offers that split their alliance to you?
Did you know that “even Steven” is mostly an American Justice system?
Do you know why that’s important to your business?
BUILT TO LEAD 