Deception

One of my favorite TV shows is Survivor. It is a true laboratory of cultural undercurrents that drive decisions and alliances in a vacuum. If you are not familiar with the show, the concept is to outwit, outlast and outlplay the other people stranded on the island with you.

As the game unfolds, what appears to be people sharing common values and beliefs, but ironically what value they do share is deception. The game is supposed to be based on trust, but trust is the one thing that is missing.

Each week, players show faces and say things that communicate they are with you and "aligned" with your plan. But at "tribal council" we find out that everyone was lying the whole time. And the true irony of this game is that the "winner" (who gets $1M) is the one who can fool everyone into believing they are trustworthy.

We have said many, many times that the true "face" of your corporate culture really lies beneath the surface. The people who will do the most damage to your culture can often times be the ones that are causing the most damage. They play the game in your presence, but tear it down in your absence.

Unfortunately, most companies only do reviews once a year; so whatever damage has been done is not managed as it happens. The message today? Deception. The one thing that brings down more cultures or kills culture change initiatives is deception.

I'm often amused by sales companies who believe everything their salespeople are telling them. They are salespeople. Its what they do - sell! They tell us they get and are going in the new direction with us. They are great at convincing people. they are great a garnering trust.

But always remember, learning is a change in behavior. Listen to their actions and behaviors, no their "pitch." Don't let the art of deception bring you down.