Why PRISM is Different Updated 1215

Copyright: The Center for Applied Neuroscience 2002

“Enhancing business and personal performance by using brain science”“The possibilities for neuroscience are almost limitless”.“We are not thinking machines that feel;rather, we are feelingmachines that think.” Professor Antonio Damasio, M.D., Ph.D. Professor of Neuroscience and Director of the Brain and Creativity Institute at the University of Southern California

“Enhancing business and personal performance by using brain science” WHAT IS PRISM BRAIN MAPPING?PRISM Brain Mappingis the world’s mostcomprehensive, online,neuroscience-basedbehaviour mappinginstrument.

“Enhancing business and personal performance by using brain science” WHAT DOES PRISM DO?The role of PRISM BrainMapping is to explainbehaviour in terms of theactivities of the brain - how itmarshals its billions ofindividual nerve cells toproduce behaviour, and howthose cells are influenced bythe environment.

“It's what you do that determines your performance, not what you are. It is absolutely critical not to confusebehaviour with personality. Ability and capability are not about traits, personality or genes - they are about behaviour.” Professor Robin Stuart-Kotze Organisational Psychologist

“Enhancing business and personal performance by using brain science”“The definitive research into the Professor Robin Stuart-Kotze is an eminentrelationship between personality and Canadian organisational psychologist who has heldbehaviour was conducted by ProfessorWalter Mischel at Stanford University. Professorships or Visiting Professorships at aStudying the correlation between number of universities in Canada and at Warwick,personality tests and people's actualbehaviour, he found that less than 10 Aston and Oxford in the United Kingdompercent of the variance in a person'sbehaviour is explained by personality.The driver of people's behaviour, heobserved, is in fact the situations inwhich they find themselves — and mostimportantly, that their behaviour changesas the situation changes.” Professor Robin Stuart-Kotze “The Secrets of Successful Behaviour”

“Enhancing business and personal performance by using brain science” THE BRAIN AND BEHAVIOURPRISM Brain Mapping is basedon the unchallengeable fact thatthe brain is the source of allhuman behaviour. Everythingwe know about the world aroundus, including what we knowabout our own bodies, comesfrom our brain. It processes allthis information and chooses theappropriate responses(behaviours).

“Enhancing business and personal performance by using brain science” NEUROSCIENCE AND PSYCHOLOGYPRISM and psychometric instruments stem fromtwo different sciences and direct comparison isakin to comparing apples and oranges; they havesome factors in common, but also some veryfundamental differences.

“Enhancing business and personal performance by using brain science” WHY PRISM IS DIFFERENT - 1‘Plasticity’ is the neuroscience term for thebrain’s ability to change. At one time, it wasbelieved, and widely taught, that the adult braincould not change once a certain level ofdevelopment had occurred. This ‘cradle to thegrave’ approach taken by many traditionalpsychometric tests is now impossible to sustain inthe light of neuroscience discoveries. Your brain isphysically different today from how it wasyesterday. That difference results from the effectof yesterday’s and today’s experiences, as well asthe thoughts and feelings that you haveentertained during the past 24 hours.

“Enhancing business and personal performance by using brain science” WHY PRISM IS DIFFERENT - 2Adapting behaviour: Brain research hasshown that people function best when theyare able to make the most of their naturalpreferences and abilities. Adaptingbehaviour is the extent to which the personfeels it necessary to modify their naturalbehavioural preferences on occasionswhen dealing with day-to-day life e.g. whenthey are at work. By comparing how theperson prefers to behave and the extent towhich he or she sometimes modifies thatbehaviour, the PRISM system can indicatehow the person tends to behave most of thetime and how he or she tends to be seen byothers.

“Enhancing business and personal performance by using brain science”WHY PRISM IS DIFFERENT - 3Dichotomous profiling. The BEHAVIOUR IS NOTinadequacies of dichotomous(contradictory) views of behaviour EITHER – ORhave long been recognized. Despitethe best intentions of test publishers,many psychological instruments areused to describe people in terms of“either/or” e.g. Introvert v Extrovert.PRISM shows that human behaviouris not “either/or”, and that peoplecan, and do, exhibit oppositebehaviours. For example, the way inwhich people behave at home isoften very different from they waythey behave at work.

“Enhancing business and personal performance by using brain science” BEWARE OF LABELSOne problem with many profilinginstruments is that they can beused, deliberately, or unwittingly, toput people into hard and fixedcategories which often make thoseindividuals labelled, typecast orjudged. It appears a simple matterto communicate through labelling,but labels are often misleadingshortcuts. Also, they can createresentment, thus distancing us fromothers, including work colleaguesand customers.

“Enhancing business and personal performance by using brain science” PRISM FOR BUSINESSPRISM Brain Mapping helps users -especially business users - to seehuman behaviour in an entirelydifferent way. It is also a integratedtool that has numerous uses andapplications that could be invaluablein any modern business. Theserange from recruitment, 360 degreeassessment and performancemanagement to coaching,leadership development and salesenhancement.

“Enhancing business and personal performance by using brain science” A MATTER OF PREFERENCE PRISM shows aperson’s expressed behavioural preferences andalso how he or she tends to modify or adapt those preferences fromtime to time to meet their perceived demands of everyday life.

“Enhancing business and personal performance by using brain science” PRISM AND PERFORMANCEPRISM can demonstrateand measure how closelya person matches thebehavioural requirementsof his or her job. Suchinformation is invaluablefor a wide range ofdevelopmentinterventions, includingcoaching andperformance appraisal.

“Enhancing business and personal performance by using brain science” PRISM AND RECRUITMENTIn recruitment, PRISMcan benchmark therequirements of a jobin terms of suitability,work aptitude andorganisational culture.It can then pre-screenlarge numbers ofcandidates andidentify and rankthose who ‘best fit’that role or vacancy

“Enhancing business and personal performance by using brain science” PRISM AND RECRUITMENTPRISM matches eachcandidate (red line)with a 22 factorbenchmark (greenline) for performanceexcellence in specificroles.

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The PRISM Team Performance Diagnostic is an easy to use, online application that is designed to provide business leaders with a comprehensive and incisive insight into howtheir work teams are performing. Reports areinstantly available for download and contain a wide range of easy to understand metrics, graphics and comments.

At the core of the PRISM Diagnostic report is an analysis of 25 key performance-relatedfactors - grouped into 6 main categories - that impact on team performance and whichprovides a sound starting point for enhancing overall team effectiveness.

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BENCHMARKING HIGH PERFORMANCE

“Enhancing business and personal performance by using brain science” PRISM WORLDWIDEPRISM Brain Mapping is already used by the businesscommunity around the world and is available in a widerange of languages including Arabic, Spanish, German,Chinese (Traditional and Simplified), Hindi, Gujarati andRussian.PRISM Brain Mapping can generate a wide rangeof reports and measurements including. Work Preferences Emotional Intelligence Career Development Mental Toughness 360-degree Assessment The ‘Big Five’ Team Performance Diagnostic Organisational Culture Work Aptitude Work Environment Compatibility

“Enhancing business and personal performance by using brain science”PRISM DOES MAKE A DIFFERENCE!\"PRISM Brain Mapping has been exceptionally accurate \"I have been using PRISM now for over 4 years and I neverin assessing my own behavioural preferences. It not only cease to be amazed at the difference it can make in the herehelps one to understand one's own strengths and and now. I just love seeing the real impact it can have onweaknesses, but also it assists in making judgements individuals and teams. It is visual, easily understandable,about one's own capacity or potential with spectacular memorable and jargon-free.\"precision. I would encourage anyone who is genuinelyinterested in understanding himself/herself better to try out David MellorPRISM . It truly makes a world of difference.\" Chairman Viridian Corporate FinanceProfessor RaghavendraOriental Institute of Management PRISM is unique! It is head and shoulders above any otherUniversity of Mumbai means of assessing individual and team behaviour. I have used it with complete confidence in a wide variety of settings\"PRISM Brain Mapping uses simplified, but well from realigning a charity’s executive board to minimising theestablished, neuroscience principles in conjunction with margin of error in employing retail staff. Probably astried and tested psychometric techniques to achieve the important as maximising the effectiveness of people is thebest of both these sciences . I believe that PRISM is a amount of self awareness they gain from PRISM. It is thehighly reliable measurement\" . consummate 21st Century profiling tool.\"Dr Tendayi Viki Mike McGrawChartered Psychologist Managing DirectorSenior Lecturer in Forensic Psychology Development InitiativesFormer Visiting Fellow at Stanford University

“Enhancing business and personal performance by using brain science” PRISM WORKS!\"We have used PRISM Brain Mapping for the past 4 years and it hashelped us immensely in maximising our training provision, especially inSales Management training and Executive Coaching. As a result, wehave come to rely on PRISM as part of a very reliable and effectivesystem to add value in these key areas.PRISM is both easy to understand and use, and the profiles and reportsgenerated are in-depth and informative, surprising users by theiraccuracy. We are extremely impressed with reliability and validity of theoverall system.PRISM is a great resource for line managers, HR specialists and, indeed,anyone interested in developing people, and can really add value to theservice that they offer. It does not pigeonhole people by any othersingular label, but treats them as the individuals they are and embracesthe fact that people behave differently in different circumstances andenvironments.I have no hesitation in recommending PRISM to anyone looking for areally effective profiling instrument.\"Lynne PlaterSenior Learning and Development ManagerHSBC Bank plc

“Enhancing business and personal performance by using brain science” PRISM VERSIONS PERSONAL RECRUITMENT CAREER EDUCATIONDEVELOPMENT EXPLORATION Talent Finder 4D Foundation Job Benchmarking Career Match Personal Click button for Click button for Click button for more information Professional more information more informationPRISM 360 degree Team Maps Click button formore information

“Enhancing business and personal performance by using brain science”

“Enhancing business and personal performance by using brain science” ONLINE CAREER EXPLORATIONPRISM ‘Career Match for Schools’ is an online career exploration tool thatgives powerful insights into the type of work that is most likely to be suitablefor each student. It helps them to find out what their work-related interestsare and what kinds of jobs they can do well and enjoy.It can help them to recognise where their natural strengths are and which careers willenable them to capitalise on those strengths.It can create a profile of each student’s behavioural strengths - what they have tooffer an employer.It can map their behavioural preferences withsome 1,000 careers.It can enable them to research careers in detailonline to identify which ones could be mostsuitable for them.It can compare any of 1,000 careers with eachstudent’s own profile characteristics.

“Enhancing business and personal performance by using brain science”YOU HAVE GAINED YOUR DEGREE - NOW WHAT?How prepared are you for the real world? Do you know what it takes to getinto your preferred career? If you graduate and don’t have a clue what youwant, is there someone close by, trusted and knowledgeable, who can act asa sounding board for your ideas? If you cannot get into your preferred career,what are your options? Understanding your behavioural and work preferences, or aptitudes, and the type of work environment you enjoy being in, is a crucial step in the career selection and development process. Some jobs provide harmony and stability; some are risky and challenging. Some are structured, some aren't. One job may require a lot of noisy socialising, while another may require quiet concentration. Do you know exactly what kind of job suits you best? Have you ever even stopped to think about it?

“Enhancing business and personal performance by using brain science” PRISM ‘CAREER MATCH’PRISM ‘Career Match’ gives you powerful insights into the type of work that is mostlikely to be suitable for you. It helps you to find out what your work-related interests areand what kinds of jobs you can do well and enjoy. It can help you to recognise whereyou natural strengths are and which careers will enable you to capitalise on thosestrengths.What can PRISM ‘Career Match’ do for me?Create a profile of your behavioural strengths - what you haveto offer an employer.Produce a text narrative of your key strengths and areas forpotential development.Identify and measure your work aptitudes - what you arenaturally good at doing.Show which work environments will enhance yourperformance and which will potentially inhibit yourperformance.Map your behavioural preferences withapproximately 1,000 careers.Enable you to research careers in detail to identifywhich ones could be most suitable for you.Measure your profile preferences for 26 keybusiness related characteristics.

Sample potential careers for this candidate 32

Sales Representative - sample career for this candidate 33

“Enhancing business and personal performance by using brain science” ADAPTIVE SELLINGNew discoveries in neuroscience arerevolutionising 21st Century businesslife and nowhere more than in theapproach to selling.We have learned how the buying brainfunctions; what’s attractive to it; how itdecides what it likes and doesn’t like;and, ultimately, how it makes that all-important transition from being a‘shopping brain’ to becoming a ‘buyingbrain’.

“Enhancing business and personal performance by using brain science” THE BENEFITS OF ADAPTIVE SELLING“In the midst of increased competitionand rising training costs, managementshould consider incorporating adaptivesales training into their training structure.Salespeople in this study bought intoadaptive selling as an effectivemethod. It has been shown toincrease sales performance, andsalespeople have indicated in thisstudy that more adaptive salestraining is necessary, in relation toother training topics.” Extract from a study into Adaptive Selling Louisiana State University

“Enhancing business and personal performance by using brain science” PRISM 360 DEGREE FEEDBACKEffective, objective, developmental feedback is not only a cornerstone ofemployee development, but also a powerful way of continuously improvingbusiness performance.By using the PRISM 360 feedbacksystem, employee behaviours andcompetencies can be rated by those whowork with them, not just the line managerand colleagues, but also customers.PRISM 360 is a very flexible, fullyautomated system that manages the full360 degree process and includes up to 25observations spread over 5 categories. Itcan also cater for both generic and in-house competences in a variety of ratingformats.