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Assertiveness

More from Less // Book Summary of Richard Koch’s ’80/20 Principle’

May 10, 2021 By Nagesh Belludi Leave a Comment

The Italian sociologist Vilfredo Pareto (1848–1923) recorded a “maldistribution” between causes and effects in economic statistics. It’s an observable fact that a minority of reasons—nominally around 20%—tends to produce a majority—80%—of the results.

Most Effects Come from Relatively Few Causes

More than a century later, the Romanian-American quality control pioneer Joseph Juran (1904–2008) embraced Pareto’s notion and demonstrated that 80% of all manufacturing quality defects are caused by 20% of reasons. Juran urged managers to identify and address the “vital few” or the “critical few “—the small fraction of elements that account for this disproportionally large fraction of the effect.

This Pareto Law, 80/20 Rule of Thumb, Zipf’s Principle of Least Effort, Juran’s Law of the Vital Few, 80-20 Thinking—call it what you want—permeates every aspect of business and life. Now that you know about it, you’ll start seeing it everywhere.

A fifth of your customers accounts for four-fifths of your sales. 20% of your employees are responsible for the majority of your firm’s productivity. 20% of your stocks will be responsible for 80% of your future gains. You tend to favor 20% of your clothes and wear them 80% of the time. You spend 80% of your socializing time with 20% of your friends. 20% of the decisions you’ve made during your life have shaped 80% of your current life. 80 percent of the wealth tends to be concentrated with 20 percent of the families.

The Pareto principle is a state of nature (the way things happen) and a process (a way of thinking about problems.) The 20% are the sources of the most significant potential impact.

The Remarkable Variance of Contributors and Effects

Richard Koch’s 80/20 Principle: The Secret to Achieving More with Less (1999) elaborates on using this seminal prioritization principle. “The 80/20 Principle asserts that a minority of causes, inputs, or effort usually leads to a majority of the results, outputs, or rewards. … The winners in any field have … found ways to make 20% of effort yield 80% of results.”

Koch explains ad nauseam that most of us work much too hard and produce much less in relation to what could be produced. If trying harder hasn’t worked, perhaps it’s time to try less.

  • Invest your time and effort more wisely. Don’t address the less significant elements. “Most things always appear more important than the few things that are actually more important.” Examine what you do of low value. In other words, eliminate or reduce the 80% of efforts that produce less-significant results.
  • Know when to stop. Once you’ve solved the 20% of the issue to deliver 80% of the impact, any further effort can only achieve diminishing returns.

Idea for Impact: In most areas of human activity, just 20% of things will be worthwhile.

Recommendation: Speed-read Richard Koch’s 80/20 Principle. It’s an excellent reminder that not all effort is equal, so it pays to focus on what matters most.

Embrace the “80-20” frame of mind in everything you do—at work and home. Unless you want to spend every waking hour working, it’s essential to learn how to focus your efforts on the most promising, impactful aspects of what needs to be done.

  • Realize that few things really matter in life, but they count a tremendous amount. These vital things may be challenging to discover and realize, but once you find these things that really matter, they give you immense power—the power that gives you more from less. Spend a disproportionate amount of time and energy making sure these decisions are made well, and you put yourself in the best position you can in the process.
  • If you want to improve your effectiveness at anything, focus only on what matters most. Be extraordinarily selective—spend time resourcefully on the few essentials that matter the most and little or no time on the massive trivia that engulfs most of your time.

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Filed Under: Effective Communication, Mental Models, Sharpening Your Skills Tagged With: Assertiveness, Decision-Making, Getting Things Done, Goals, Negotiation, Perfectionism, Targets, Time Management

Don’t Ruminate Endlessly

May 6, 2021 By Nagesh Belludi Leave a Comment

Say you’re in the market for a laptop but just can’t bring yourself to pick out the right model. You’ve spent countless hours comparing different models, visiting various websites, reading reviews, exploring stores, and researching all the available features, even though you’re unlikely to use most of them. Draining indeed!

Too Much Choice Can Stress You Out

Choice may be a great “problem” to have. Books such as Barry Schwartz’s The Paradox of Choice (2004) and Sheena Iyengar’s The Art of Choosing (2011) have exposed how increased choice may be bad for you.

Sometimes, the only thing worse than never having a choice is always having to choose.

Overthinking can trip you up. You can get confused when you have too much information or overthink about what you should be doing. Behavioral scientists such as Schwartz and Iyengar call this phenomenon “choice paralysis.”

Combat your indecisive nature by limiting your search, say, by establishing a cut-off time. Tell yourself that you’ll look around for two hours and then you’ll buy the best laptop you’ve come across in that time.

Use opportunity cost as a filter. Don’t poke around the internet for a better deal on an airfare or follow an eBay auction if you’re saving less than, say, $15 per hour spent deal-hunting.

Idea for Impact: Choose to Reduce Choice. Simplify and Prioritize.

Overthinking everything can make everyday life a challenge. Unnecessary analysis costs time and money and causes psychological wear.

The benefits of forgoing further rumination and acting on available information often offset the from needing to do everything perfectly.

  • Choosing when to choose is important. Rethink which choices in your life really matter and focus your time and effort there. Life is all about values and priorities.
  • In decision-making, simple beats complex. Reject complexity and accept that you’ll be sure that you’ve made the right choice. Make a decision, and then change course if it ends up being horribly wrong. As Amazon founder Jeff Bezos has written in his 2016 letter to shareholders, “If you’re good at course correcting, being wrong may be less costly than you think.”

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  4. Let Go of Sunk Costs
  5. Avoid Decision Fatigue: Don’t Let Small Decisions Destroy Your Productivity

Filed Under: Mental Models, Sharpening Your Skills Tagged With: Assertiveness, Decision-Making, Discipline, Perfectionism, Procrastination, Simple Living, Thinking Tools, Thought Process, Time Management, Wisdom

Ever Wonder Why People Resist Gifts? // Reactance Theory

April 12, 2021 By Nagesh Belludi Leave a Comment

People are more likely to resist or reject well-intentioned proposals, advice, or gifts when it feels like their freedom is being threatened in some way.

For instance, I hate receiving clothes for gifts—clothing is mostly a matter of personal taste. I’ll grin and bear it. I may even wear said clothes once or twice just to please the giver.

Turns out that my indifference isn’t atypical. Psychological studies of the gift-giving process indicate that giving clothing gifts involves greater risk than with other kinds of gift objects. The chosen gift may not match the recipient’s self-image, identity, or dress style.

The so-called Reactance Theory explains why giving gifts and offering uncalled-for advice could rankle so much. According to the American Psychological Association,

Reactance theory is a model stating that in response to a perceived threat to—or loss of—a behavioral freedom, a person will experience psychological reactance (or, more simply, reactance,) a motivational state characterized by distress, anxiety, resistance, and the desire to restore that freedom. According to this model, when people feel coerced into a certain behavior, they will react against the coercion, often by demonstrating an increased preference for the behavior that is restrained, and may perform the behavior opposite to that desired.

Reactance can come into play when you’re persuading someone to buy a specific product at the grocery store, forbidding a child from using a mobile phone at school, or insisting that an employee perform some detestable task for the boss.

Idea for Impact: Think twice before you do anything that, though meant well, may threaten another person’s sense of behavioral freedom. People who are threatened thus usually feel uncomfortable and angry—even hostile.

In gift-giving, offering advice, or any other attempt at social influence, know your limits. Beware that it’s not always easy to recognize the limits until you overshoot them.

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Filed Under: Ideas and Insights, Sharpening Your Skills Tagged With: Assertiveness, Etiquette, Getting Along, Likeability, Persuasion, Psychology, Social Life, Social Skills

“But, Excuse Me, I’m Type A”: The Ultimate Humblebrag?

February 18, 2021 By Nagesh Belludi Leave a Comment

Our increasingly egotistical culture sanctions competitiveness, achievement-orientation, impatience, assertiveness, and work-fixation. Fine. But do we need to recast selfishness, greed, aggressiveness, and egotism as virtues?

Consider the assertion “I’m type A” you’ll often hear from people who’re harried and quick to anger. That expression has become the ultimate humblebrag—an announcement for the narcissistic self, indeed. It’s often a lead up to some form of a self-absorbed burden to be imposed on others.

Intense people are off-putting, particularly to laid-back types

The designation “Type A” was presented as a negative characterization in the 1970s by cardiologists—not psychologists—about people prone to so-called “hurry sickness.” These people tend to get angry and, consequently, have a higher risk of cardiovascular disease.

Now then, “I’m type A” has become the special consent some people expect to be granted to be a bit infuriating. It’s a polite declaration of the self-conscious entitlement, “I have somewhat better standards. Sorry to be so persistent.” “Sorry to squeeze you dry on this project, but I’m driven to deliver my best.”

Idea for Impact: If you’re a Type A, by all means, be an overachiever, strong-minded, demanding, whatever. But be all these without being obnoxious or instinctively imposing uncalled-for pressure on everything and everybody and every time. Lighten up.

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Filed Under: Managing People, Sharpening Your Skills Tagged With: Assertiveness, Attitudes, Etiquette, Getting Along, Humility, Likeability, Listening, Manipulation, Personality, Social Life, Social Skills

How to Own Your Future

January 14, 2021 By Nagesh Belludi Leave a Comment

Work seems to be shifting faster than ever. The New York Times columnist Thomas Friedman provides a particularly emblematic example of the profound changes in the way people work and the way organizations design jobs and work environments:

Work is being disconnected from jobs, and jobs and work are being disconnected from companies, which are increasingly becoming platforms. A great example of this is what’s ha ppening in the cab business. Traditional local cab companies own cars and have employees who have a job; they drive those cars. But, now they’re competing with Uber, which owns no cars, has no employees, and just provides a platform of work that brings together ride-needers and ride-providers.

Adaptivity via Self-Directed Learning

Dramatic economic, social, and technological changes necessitate professionals at all levels to be almost continuously trained and re-trained just to keep abreast of all facets of working life.

The career implication of this continuous transformation is the increasing need for ongoing learning. You’ll have to equip yourself to stay ahead of changes. In other words, you’ll need a growth mindset to learn, apply, reorient, and keep learning.

More Will Be Now on You

You’ll need to be self-directed. You’ll need to take the initiative and responsibility for the learning process. You’ll need to recognize training needs and choose how you’ll meet these needs rather than rely on your organization to tell you what to learn and how to do it. The smarter organizations out there are enabling and promoting individual choice and self-directed and self-determined learning.

What will set successful professionals apart in the future is that they take responsibility for their continuous learning. They proactively explore what they may be interested in and what the future will demand instead of indifferently waiting for options to present themselves.

Idea for Impact: Own Your Learning

Set your sights on a long career with multiple stages, each involving ongoing training and re-skilling. If you want to achieve career greatness, you will likely find your current skill sets obsolete in less than five years without self-directed learning.

Develop a growth mindset that’ll help you grow, expand, evolve, and change.

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Filed Under: Career Development, Sharpening Your Skills Tagged With: Assertiveness, Career Planning, Coaching, Critical Thinking, Discipline, Learning, Personal Growth, Winning on the Job

You’ll Never Get a ‘Yes’ If You Never Ask

December 17, 2020 By Nagesh Belludi Leave a Comment


It never does any harm to ask for what you want

During a Q&A at Vanderbilt University in 2013, lifelong Billy Joel fan and piano player Michael Pollack plucked up the courage and stood up to ask his childhood idol a question.

Pollack, an 18-year-old freshman at Vanderbilt, asked to accompany Joel in a performance of “New York State of Mind,” Pollack’s favorite song: “I was very fortunate to play with Richie Cannata [Joel’s saxophone player] many times in New York City, and I was wondering if I could play it with you.”

With just a hint of hesitation, Joel said, “Okay.”

Joel gave a remarkable vocal performance to accompany Pollack’s piano skills. The crowd applauded.

“Remember that name,” Joel told the excited audience. “Guy’s got chops.”

An online video of the performance quickly went viral.

Stop Overthinking Every Simple (and Not so Simple) Request

Pollack took a risk and traded the possibility of embarrassment and rejection for a lifetime of memories and a huge payoff.

Before long, Pollack signed publishing deals and began collaborating with other musicians. After graduating from Vanderbilt, he wrote dozens of songs for celebrity musicians. This year, he achieved his first U.S. Top 40 radio #1 with Maroon 5’s “Memories.”

Idea for Impact: All it Takes is a Simple Ask

Most folks know that the key to getting what they want is merely asking for it. But they’re too wimpish to speak up.

Take a chance. A little bit of courage can open doors for you. Feel the fear and do it anyway.

Ask for what you want. You sometimes won’t get it, and often the rejection will be painful. But when this works, it works surprisingly well.

Try something today that has a small risk and a huge payoff.

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Filed Under: Mental Models Tagged With: Anxiety, Assertiveness, Attitudes, Fear, Negotiation, Persuasion, Risk, Social Skills

Pulling Off the Impossible Under Immense Pressure: Leadership Lessons from Captain Sully

May 25, 2020 By Nagesh Belludi Leave a Comment

I recently watched Sully (2016,) the overrated Clint Eastwood-directed drama about the US Airways Flight 1549 incident, aka the “Miracle on the Hudson.”

Sully Movie (2016) with Tom Hanks, Clint Eastwood In summary, on 15-Jan-2009, Captain Chesley “Sully” Sullenberger (played by Tom Hanks) heroically dead-sticked his Airbus A320 aircraft in New York City’s Hudson River after both the aircraft’s engines failed from a bird strike. He then helped get passengers and crew off uninjured.

Sully centers on Sullenberger’s post-decision dissonance. To spin the real-life six-minute flight and the 24-minute swift rescue into a 96-minute Holyrood extravaganza, the filmmakers devised an antagonist in the form of National Transportation Safety Board (NTSB) investigators who try hard to blame Sullenberger for the mishap.

Overdramatized Portrayal of the NTSB Investigators

On the screen, the smirking NTSB investigators use flight simulators and computer analysis to second-guess Sullenberger’s lightning-quick decisions. They would have rather he made it to an airport nearby—a possibility that he had instantly judged was not viable given his 40 years of flying experience.

Contrary to Sully‘s portrayal, the NTSB was unequivocal that landing the aircraft on the Hudson was the right call. In his memoir, Highest Duty: My Search for What Really Matters (2009,) Sullenberger mentions that he was “buoyed by the fact that investigators determined that [first officer] Jeff and I made appropriate choices at every step.”

In the course of the real-life 18-month investigation of Flight 1549, the NTSB did investigate the odds of landing the aircraft in a nearby airport. Exploring all possible flaws that contribute to a crash is part of the NTSB’s charter. The NTSB, like other accident-investigation agencies, concerns itself principally with preventing future accidents. It rarely seeks to assign blame, nor does it make the pilots justify their actions.

The Complex Leadership Requirements of Flying

Apart from the sensationalized portrayal of the NTSB investigators, Sully misses the opportunity to call attention to the complex leadership requirements of aviation. Flying a civil aircraft is characterized by a high level of standardization and automation, while still placing a strong emphasis on formal qualification and experience.

Today, highly trained pilots have to work with ever more complicated and autonomous technology. The routinization must be weighed up against deliberate action. On Flight 1549, the A320’s much-studied fly-by-wire system allowed the pilots to concentrate on trying to resurrect the engines, starting the auxiliary power unit (APU,) and deciding the flight path in the direction of the Hudson. Airbus’s legendary computer controls will not allow the pilots to override the computer-imposed limits even in an urgent situation. Sullenberger and others have commented that lesser human-machine interaction may perhaps have allowed him a more favorable landing flare and helped him temper the aircraft’s impact with the water.

Aircrews now consist of ad hoc teams working together typically only for a few flights. They build their team quickly and rely on the crew’s collective knowledge and experience to round out the high levels of standardization.

Due to the complex demands for leadership in aircrews, specialized training programs such as Crew Resource Management (CRM) are in place to improve crew communication, situational awareness, and impromptu decision-making. These systems were established to help crews when technical failures and unexpected events disrupt highly procedualized normal operations.

Furthermore, individual and organizational learning from accidents was institutionalized through mandatory reporting of incidents—not only within the airline involved but also across the aviation community.

Leadership Lessons on Acting Under Immense Pressure: The Context of Success

Owing to intuition, experience, and quick coordination, Sullenberger was able to “land” the aircraft on the Hudson within four minutes following the bird strike and have his passengers and crew quickly evacuated onto the aircraft’s wings and onto rafts.

The rapid and highly complex coordination required for this extraordinary achievement was only achievable because of exceptional leadership, exemplary decision-making under stress, and the technical skills of both the cockpit- and cabin-crew.

The pilots were highly experienced—Sullenberger even had experience as a glider pilot. Further contextual factors—the calm weather on that afternoon and the proximity of NY Waterway ferries—helped bring this accident to a good end. All this facilitated the almost immediate rescue of passengers and crew from the rapidly sinking aircraft and the frigid water.

'Highest Duty What Really Matters' by Chesley Sullenberger (ISBN 0061924695) On Another Note, Sullenberger’s memoir, Highest Duty (2009,) is passable. The most interesting part of the book is the last fourth, where he discusses Flight 1549 and what went through his mind. Interestingly, Sullenberger writes that even after he realized that the plane was in one piece after hitting the water, he worried about the difficulties that still lay ahead. The aircraft was sinking: everyone had to be evacuated quickly. The passengers could survive only for a few minutes in the frigid waters of the Hudson.

Wondering what to read next?

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  3. “Fly the Aircraft First”
  4. How Contributing Factors Stack Up and Accidents Unfold: A Case Study of the 2024 Delta A350 & CRJ-900 Collision
  5. How Stress Impairs Your Problem-Solving Capabilities: Case Study of TransAsia Flight 235

Filed Under: Leadership, Project Management, Sharpening Your Skills Tagged With: Assertiveness, Aviation, Biases, Conflict, Decision-Making, Mindfulness, Problem Solving, Stress, Teams

The Costs of Perfectionism: A Case Study of A Two Michelin-Starred French Chef

March 30, 2020 By Nagesh Belludi Leave a Comment

Marc Veyrat, a top-rated French chef, sued the Michelin Guide in 2019 for downgrading his world-renowned restaurant in the French Alps from three to two stars. Just the previous year, Michelin had awarded Veyrat the highest ranking. That achievement had marked his comeback after he had given up cooking for several years following a skiing accident and a 2015 fire at his restaurant.

Just Excellent …

In an infamous court case, now known as ‘Cheddargate,’ Veyrat speculated he was downgraded after an “incompetent” Michelin inspector with an unrefined palate mistook the ingredients.

Veyrat claimed the anonymous inspector thought Veyrat had used English Cheddar in place of French Reblochon, Beaufort, and Tomme cheese in one of his signature soufflé dishes. “I put saffron in it, and the gentleman who came thought it was cheddar because it was yellow,” Veyrat contended.

“It’s worse than a wound. It’s profoundly offensive. It’s worse than the loss of my parents, worse than anything. It gave me a depression.”

Michelin’s review had commended Veyrat for being “true to his reputation” and described his cuisine as a “pastoral symphony” that blends “woodland fragrances and Alpine herbs.” But Veyrat would have nothing less than three stars.

… Not Exceptional

At the court hearing, Veyrat demanded a symbolic €1 in damages. He asked for proof that the Michelin inspectors had even dined at his restaurant. He demanded to see their judging notes and clarify how they had come to their decisions. (The Michelin Guide’s evaluation criteria are perhaps the biggest trade secrets in the restaurant business.)

In reply, Michelin denied the Cheddar-related allegations and accused Veyrat of acting like a “narcissistic diva” suffering from “pathological egotism.”

Veyrat lost the court case.

Nobody Likes Rejection, Certainly Not a Perfectionist

Veyrat’s wounded pride is understandable. The Michelin Guide is arguably the world’s foremost arbiter of haute cuisine. Many chefs base their entire identity on getting three Michelin stars, the ultimate culinary accolade, and, in so doing, self-inflict extreme pressure to be labeled “exceptional.”

The Michelin Guide is not without controversies. Michelin stars can bring significant prestige, but also intense pressure on chefs. The unrelenting psychological stress and the financial demands of producing ever more creative dishes have even led a few chefs to suicide. Over the last decade, several renowned chefs have also requested Michelin to revoke their stars and opted out of the system in a quest for better work-life balance.

In 2019, South Korean chef Eo Yun-gwon sued Michelin for including his restaurant in the Michelin Guide after he’d told them not to. He declared, “The Michelin Guide is a cruel system. It’s the cruelest test in the world. It forces the chefs to work around a year waiting for a test [and] they don’t know when it’s coming.” Some chefs closed their restaurants and launched lower-key eateries that still cater to discerning epicures.

Idea for Impact: Challenge the Perfectionist, “All-or-Nothing” Thinking

This Marc Veyrat-Michelin Guide episode is yet another reminder that being a perfectionist—and insisting on excellence at all costs—has a dark side. Perfectionism can cause adverse outcomes such as excessive procrastination, low self-esteem, depression, and anxiety.

Perfectionists tend to engage in “all-or-nothing thinking”—that they are either perfect or worthless. In reality, most of us operate on the continuum between these two extremes. We’re neither perfect nor worthless, just “good enough.”

If you’re struggling with perfectionism, it’s crucial to take in the concept of being and doing “good enough.”

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Filed Under: Living the Good Life, Sharpening Your Skills Tagged With: Assertiveness, Balance, Getting Things Done, Perfectionism, Psychology, Time Management, Work-Life

Lessons from the World’s Worst Aviation Disaster // Book Summary of ‘The Collision on Tenerife’

November 5, 2019 By Nagesh Belludi 1 Comment

Jon Ziomek’s nonfiction history book Collision on Tenerife (2018) is the result of years of analysis into the world’s worst aviation disaster on Tenerife Island in the Canary Islands of Spain.

Distinct Small Errors Can Become Linked and Amplified into a Big Tragedy

On 27-March-1977, two fully loaded Boeing 747 passenger jets operated by Pan American World Airways (Pan Am) and KLM Royal Dutch Airlines collided on the runway, killing 583 passengers and crew on the two airplanes. Only 61 survived—all from the Pan Am jet, including its pilot.

These two flights, and a few others, were diverted to Tenerife after a bomb went off at the Gran Canaria Airport in Las Palmas, their original destination. Tenerife was not a major airport—it had a single runway, and taxi and parking space were limited. After the Las Palmas airport reopened, flights were cleared for takeoff from Tenerife, but the fog rolled in over Tenerife reducing visibility to less than 300 feet. Several airplanes that had been diverted to Tenerife had blocked the taxiway and the parking ramp. Therefore, the KLM and Pan Am jets taxied down the single runway in preparation for takeoff, the Pan Am behind the KLM.

At one end of the runway, the KLM jet turned 180 degrees into position for takeoff. In the meantime, the Pan Am jet was still taxiing on the runway, having missed its taxiway turnoff in the fog. The KLM pilot jumped the gun and started his take-off roll before he got clearance from traffic control.

When the pilots of the two jets caught sight of each other’s airplanes through the fog, it was too late for the Pan Am jet to clear out of the runway into the grass and for KLM jet to abort the takeoff. The KLM pilot lifted his airplane off the runway prematurely, but could not avoid barreling into the Pan Am’s fuselage at 240 kmph. Both the jets exploded into flames.

The accident was blamed on miscommunication—breakdown of coordinated action, vague language from the control tower, the KLM pilot’s impatience to takeoff without clearance, and the distorted cross-talk of the KLM and Pan Am pilots and the controllers on a common radio channel.

Breakdown of Coordination Under Stress

Sweeping changes were made to international airline regulations following the accident: cockpit procedures were changed, standard phrases were introduced, and English was emphasized as a common working language.

'Collision on Tenerife' by Jon Ziomek (ISBN 1682617734) In Collision on Tenerife, Jon Ziomek, a journalism professor at Northwestern University, gives a well-written, detailed account of all the mistakes leading up to the crash and its aftermath.

The surviving passengers’ first- and second-hand accounts recall the horror of those passengers on the right side of the Pan Am jet who saw the lights of the speeding KLM 747, just as the Pan Am pilot was hastily turning his airplane onto the grass to avoid the collision.

Ziomek describes how passengers escaped. Some had to make the difficult choice of leaving loved ones or friends and strangers behind.

Dorothy Kelly … then spotted Captain Grubbs lying near the fuselage. Badly burned and shaken by his jump from the plane, he could not move. “What have I done to these people?” he yelled, pounding the ground in anguish. Kelly grabbed him under his shoulders and urged “Crawl, Captain, crawl!”

Recommendation: Read Jon Ziomek’s Collision on Tenerife

Some of the bewildering details make for difficult reading—especially the psychological effects (post-traumatic stress syndrome) on the surviving passengers. But Jon Ziomek’s Collision on Tenerife is important reading, providing a comprehensive picture of the extensive coordination required in aviation, the importance of safety and protocols, and how some humans can freeze in shock while others spring into action.

The key takeaway is the recognition of how small errors and problems (an “error chain”) can quickly become linked and amplified into disastrous outcomes.

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  2. Under Pressure, The Narrowing Cognitive Map: Lessons from the Tragedy of Singapore Airlines Flight 6
  3. How Contributing Factors Stack Up and Accidents Unfold: A Case Study of the 2024 Delta A350 & CRJ-900 Collision
  4. What Airline Disasters Teach About Cognitive Impairment and Decision-Making Under Stress
  5. How Stress Impairs Your Problem-Solving Capabilities: Case Study of TransAsia Flight 235

Filed Under: Business Stories, Effective Communication, Sharpening Your Skills Tagged With: Anxiety, Assertiveness, Aviation, Biases, Books for Impact, Conflict, Decision-Making, Mindfulness, Problem Solving, Stress, Thinking Tools, Worry

Here’s a Tactic to Sell Change: As a Natural Progression

October 10, 2019 By Nagesh Belludi Leave a Comment

In Venice: The Hinge of Europe, 1081–1797 (1974,) the eminent University of Chicago historian William McNeill outlined how the Venetian Republic shaped European history. Describing the notion of trans-cultural diffusion, he wrote,

When a group of men encounter a commodity, technique, or idea that seems superior to what they had previously known, they will try to acquire and make their own whatever they perceive to be superior, but only as long as this does not seem to endanger other values they hold dear.

University of Washington’s Roger Soder quotes McNeill’s remarks in The Language of Leadership (2001) and supplies a case in point:

This is best illustrated by the technique of Jesuits who brought “new math” [including astronomy and mechanics] to China in the 1600s. They created the myth that the new Western mathematics had in fact evolved out of ancient Chinese ideas. The new ideas, they felt, would be accepted much more readily if they were seen as a natural progression of previously accepted methods.

That’s an important lesson on how to sell change: as a natural progression of the status quo.

Idea for Impact: People find themselves unable or unwilling to make fundamental changes in their lives. They tend to be particularly unwelcoming of ideas that they fear will alienate them from their core values. Tread delicately if you want effective change.

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Filed Under: Effective Communication, Sharpening Your Skills Tagged With: Assertiveness, Communication, Critical Thinking, Likeability, Negotiation, Persuasion, Relationships, Thought Process

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About: Nagesh Belludi [hire] is a St. Petersburg, Florida-based freethinker, investor, and leadership coach. He specializes in helping executives and companies ensure that the overall quality of their decision-making benefits isn’t compromised by a lack of a big-picture understanding.

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RECOMMENDED BOOK:
A Guide to the Good Life

A Guide to the Good Life: William Irvine

Philosophy professor William Irvine's practical handbook includes actionable advice for self-improvement by applying the ancient stoic wisdom to contemporary life.

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Unless otherwise stated in the individual document, the works above are © Nagesh Belludi under a Creative Commons BY-NC-ND license. You may quote, copy and share them freely, as long as you link back to RightAttitudes.com, don't make money with them, and don't modify the content. Enjoy!