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Daniel Pink on navigating a new information landscape

By Shannon Geis
December 20, 2016
Body of Knowledge Domain(s):

“All of us – no matter what our job is – are persuading and influencing all the time,” says best-selling author Daniel Pink – even if it’s not in our job description.

“And we are doing it on a remade landscape,” says Pink, who was a mainstage session speaker at the MGMA 2016 Annual Conference. “Most of what we’ve known about persuasion, influence, selling stuff … has come from a world of asymmetry, where the seller always had more information than the buyer.” But that’s not the case anymore. With the internet and other new technologies, buyers have just as much information as sellers, requiring a new approach in order to persuade others, Pink says.

In this new landscape, Pink recommends a new set of “ABCs”: attunement, buoyancy and clarity. Attunement is the ability to see someone else’s perspective; buoyancy is the ability to stay afloat in an “ocean of rejection;” and clarity is the ability to curate information and separate out the signal from the noise, says Pink.

Listen to our full conversation to hear Pink discuss ways you can approach this new landscape and answer questions from conference attendees in this episode of our podcast, MGMA Small Talk.

Did you miss an MGMA16 session you wish you could have attended or unable to make it to San Francisco this year? Check out the recorded sessions from MGMA16 and earn continuing education credit.

Plus, consider registering for the MGMA 2017 Financial Management and Payer Contracting Conference Feb. 19-21 in Las Vegas and the MGMA/AMA 2017 Collaborate in Practice Conference April 9-11 in Chicago.

If you’d like to hear more episodes of MGMA Small Talk, visit our Podcasts page, or subscribe on iTunes, Google Play or SoundCloud so that you’ll never miss an episode.

Shannon Geis, Staff writer/editor, MGMA

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