Table Of Contenti
ii
Dedication
Stuart Brann; thanks for being
the most perfect husband to me.
iii
iv
Publisher’s note
Every possible effort has been made to ensure that the information contained
in this book is accurate at the time of going to press, and the publishers and
author cannot accept responsibility for any errors or omissions, however
caused. No responsibility for loss or damage occasioned to any person acting,
or refraining from action, as a result of the material in this publication can be
accepted by the editor, the publisher or the author.
First published in Great Britain and the United States in 2013 by Kogan Page Limited
Apart from any fair dealing for the purposes of research or private study, or criticism
or review, as permitted under the Copyright, Designs and Patents Act 1988, this pub
lication may only be reproduced, stored or transmitted, in any form or by any means,
with the prior permission in writing of the publishers, or in the case of reprographic
reproduction in accordance with the terms and licences issued by the CLA. Enquiries
concerning reproduction outside these terms should be sent to the publishers at the
undermentioned addresses:
120 Pentonville Road 1518 Walnut Street, Suite 1100 4737/23 Ansari Road
London N1 9JN Philadelphia PA 19102 Daryaganj
United Kingdom USA New Delhi 110002
www.koganpage.com India
© Amy Brann, 2013
The right of Amy Brann to be identified as the author of this work has been asserted
by her in accordance with the Copyright, Designs and Patents Act 1988.
ISBN 978 0 7494 6757 9
EISBN 978 0 7494 6758 6
British Library Cataloguing-in-Publication Data
A CIP record for this book is available from the British Library.
Library of Congress Cataloging-in-Publication Data
Brann, Amy.
Make your brain work : how to maximize your efficiency, productivity and
effectiveness / Amy Brann.
p. cm.
Includes bibliographical references.
ISBN 9780749467579 – ISBN 9780749467586 1. Performance–Psychological
aspects. 2. Work–Psychological aspects. 3. Mental efficiency. 4. Management–
Psychological aspects. I. Title.
BF481.B69 2013
158–dc23 2012037102
Typeset by Graphicraft Limited, Hong Kong
Printed and bound in India by Replika Press Pvt Ltd
v
Praise for Make Your
Brain Work
“Make Your Brain Work is the first book to take cutting-edge neuroscience
and apply it to improving one’s ability to be successful, and to feel
successful, at work. Using a lively set of characters that illustrate not
just what to do to improve the brain at work, but how to do it. Readers
of Make Your Brain Work will undoubtedly be more productive and
happier at work and at home.”
Paul J Zak, PhD, author of The Moral Molecule: The source of love
and prosperity, Founding Director of the Center for
Neuroeconomics Studies at Claremont Graduate University
“Make Your Brain Work is an engaging book that is simultaneously filled
with insight and application. Amy Brann not only provides us with greater
understanding on how the brain works but she also gives us useful tools
on how to make the brain work for each of us.”
Stephen M R Covey, author of The New York Times and
#1 Wall Street Journal best-selling book, The Speed of Trust,
and co-author of Smart Trust
“Alongside the relentless development of greater competition and speed
in business, managers and professionals are having to cope with ever
greater demands from smartphones, social networking, and the ‘always
available’ demands of modern business life. Amy’s book is a timely and
elegant reminder that the key to personal and organizational success
begins with knowing one’s self: Amy provides clear insight into the latest
developments in neuroscience using accessible stories and examples
which will resonate with all readers.”
Terry Hodgetts, Director, Centre for Executive Development,
Aston Business School
“Make your Brain Work is different! It is literally packed to the brim with
insights, tools, approaches and techniques that cover a whole spectrum
of areas that have helped me. If you want to massively increase your
self-awareness, devise strategies for positive change and, as a result,
vi
lead a happier and more fulfilled life – then I recommend that you read
this book.”
Phil Ryan, MBA, CMgr, FCIBs, Managing Director, The Management
Centre, The Executive Education Company of Bangor University
“This book is full of great stuff, like a delicious Pret recipe your brain
needs nutritious food and new knowledge to grow.”
Ian Watson, Head of Pret Academy
“The most misunderstood organ in the human body is the brain. Amy
Brann’s insights will help you think your way to success instead of
mindlessly doing the same old things over and over again.”
Al Ries, author of War in the Boardroom and Positioning:
The battle for your mind
“If you are looking to master your life, you must master the use of your
brain. Amy Brann has successfully put together today’s easy to read and
understand instruction manual for your brain. Read this book, master
your brain and master your life.”
Louis Lautman, Executive Producer of The YES Movie
“Make Your Brain Work was essential bedtime reading for a couple of
nights, and I have found the concepts genuinely very interesting and
thought provoking, and a challenging read. It really does become a
manual for trying to better understand what influences and motivates
others, and how these issues need to be better understood and
harnessed. It is not often that the concept of ‘overwhelm’ can be
introduced into morning discussions of premiership football and office
politics but it is now.” Nick Green, Managing Partner of Squire
Sanders Birmingham office
“The idea of writing a book relating common workplace and leadership
issues with the structure of the brain is excellent. Amy’s style is punchy,
readable and approachable.” Bishop Andrew Watson
“Make Your Brain Work brings neuroscience to life. Explaining how
common challenges can be overcome through understanding what is
really going on in your brain and the minds of others enables readers to
make small changes that can ultimately make life more enjoyable. Easy
to read and thoroughly beneficial to implement.”
Scott Martineau, CEO ConsciousOne.com
Contents
Praise for Make Your Brain Work v
Contents vii
Preface xiii
Acknowledgements xiv
Introduction 1
How to read this book 2
Meet the coach 4
Meet the professionals 4
You 7
Can a marshmallow predict your success? 9
Possibilities 11
Prioritization 12
Picturing your goal 14
Starting with the end in mind 16
Prefrontal cortex 17
Practical prioritization 18
New information 19
Multi or mono 21
Your plastic brain 23
Reassuringly flexible 25
Enriching your potential 25
Action 26
Is your hippopotamus under attack? 29
Stress: the classic culprit 31
Predictability and stress 35
Perhaps pounding the pavements is the answer 37
Negative connotations 41
Checking out of stress and into normality 42
Hippo attack 42
Mirror neurons 44
Possibilities 45
Lack of control 48
Stress busting 48
Focus 50
Action 55
Learning how to influence what feels out of your control 55
vii States, emotions and feelings 57
To know or not to know 57
Controlling our feelings 60
Controlling our emotions 60
Practically possible 61
Why anchoring is vital 64
About the cup 64
Contents The importance of smell 68
Action 68
The challenge of being everything to everyone 70
Possibilities 73
Distractions 73
Benefits of braking 75
Getting stuck 77
Strategic planning 78
Getting unstuck 79
Decision making 82
Filtering incoming data 85
Emotional area 86
Action 90
Is a busy brain
a clever brain? 92
The brain in action 93
In one ear, out the other 95
Full head 96
Preface xiii EKnnroicwhliendgg ey oinutro e pnrvaircotincme ent 9979
A leopard can change its spots 100
Acknowledgements xiv APr aloctt iocaf lhlya rpdo wssoibrlke 110023
Getting results easily and with less effort 107
The neuroscience behind habits 108
The reality of the chocolate habit 109
Reprogramming a habit 110
How a faulty circuit can be fixed 112
Introduction 1 What is possible 114
Neuroplasticity and habits 115
‘Damaged’ as a child 116
Neural Darwinism 117
How to read this book 2 CHoomwp yeotiuti vcree paltaes ntiecwity h ab1i1ts8 119
Why bad habits sometimes return 123
Meet the coach 4 AYoctuiro n 124 colleagues
and clients 127
Working and living in balance 129
Meet the professionals 4 Work–life balance 130
Expectations: theirs and yours 132
Conflict 134
Causes of tiredness 135
Time versus energy 136
The importance of control 138
Part 1 – You 7 HAcotwio nth e mind works op1ti4m0ally 140
Upgrading your life one step
at a time 142
What the brain has to do with getting stuff done 144
Brain areas of goal achievement 147
Getting specific 148
1 Can a marshmallow predict your RTheael noeru irmosacgiiennetdis t’s bigg1es4t9 kept secret 152
Motivation 154
success? 9 YDoeuserr svtiantge am raetwtearrsd 115556
Action 157
The minefield of motivating people 159
Motivating others 161
Possibilities 11 What motivates you 162
Some rewards motivate 162
Higher purpose 165
Prioritization 12 PMoowtievra otifo enx pzaepctpaetrios ns 116668
Power of control 171
Picturing your goal 14 PPoowweerr ooff cceorntfiaidnetnyc e 117734
Mood and motivation 177
Starting with the end in mind 16 TPerarsnosnfoarlimtyi npgr ombeleemtinsg s 117891
Unfairness 183
Prefrontal cortex 17 TPrhoeb tlwemo sr owuitthes m oef efteianrg s 118877
Memes 188
Practical prioritization 18 RFeeemlienmg bexercilnugd esdtu ff 119913
Action 194
Making every presentation count 196
New information 19 Outcome 197
Engagement 198
How to engage people 200
Multi or mono 21 Planning 201
Intentions 203
Priming 204
Your plastic brain 23 Mental rehearsal 205
Mirror neurons 207
Stress busting 207
Reassuringly flexible 25 Emotion 209
Death by PowerPoint™ and
sleep-inducing notes 210
Enriching your potential 25 BAopdpye alrainnggu caogme petent to 2o1th3ers 215
Insights 217
Action 26 HWohwy ytoo up rfoedrgisept ose yours2e1lf9 to having more insights 218
Real or fabricated 220
Episodic versus semantic 223
Brain areas 225
Working memory 225
Emotions and memory 226
2 Is your hippopotamus under attack? 29 Unconscious memories 226
Priming 227
Your company 231
Leading with your brain switched on 233
Stress: the classic culprit 31 LTehaed seyrns atpotdiac yc ircle 223345
Confidence 235
Predictability and stress 35 UMnidrreorrs tnaenudrionng ss tatus 223378
Certainty 242
Perhaps pounding the pavements is the answer 36 CCuelletburrae tion 224446
Control 247
Connection 248
Contribution 249
Simply authentic sales 251
Decision making 252
Intention 254
Identifying pain 256
Unique calm 257
Prove gain 259
Credibility: stories and pictures 260
Emotions 262
Congruency 263
Managing people, managing brains 265
Managing people – a brain perspective 266
Trust 267
Predictability and ambiguity 271
Fairness 273
Social reward 275
Neuromanagement 276
Feeling 277
Thinking 279
The evaluator 279
The conflict manager 280
Interpreting 281
Action 282
Reward 283
References 286
Index 287
viii Contents
Negative connotations 39
Checking out of stress and into normality 40
Hippo attack 40
Mirror neurons 42
Possibilities 43
Lack of control 46
Stress busting 46
Focus 48
Action 53
3 Learning how to influence
what feels out of your control 55
States, emotions and feelings 57
To know or not to know 57
Controlling our feelings 60
Controlling our emotions 60
Practically possible 61
Why anchoring is vital 64
About the cup 64
The importance of smell 68
Action 68
4 the challenge of being everything to
everyone 70
Possibilities 73
Distractions 73
Benefits of braking 75
Getting stuck 77
Strategic planning 78
Getting unstuck 79
Decision making 82
Filtering incoming data 85
Emotional area 86
Action 90
Contents ix
5 Is a busy brain a clever brain? 92
The brain in action 93
In one ear, out the other 95
Full head 96
Enriching your environment 97
Knowledge into practice 99
A leopard can change its spots 100
A lot of hard work 102
Practically possible 103
6 Getting results easily and with less
effort 107
The neuroscience behind habits 108
The reality of the chocolate habit 109
Reprogramming a habit 110
How a faulty circuit can be fixed 112
What is possible 114
Neuroplasticity and habits 115
‘Damaged’ as a child 116
Neural Darwinism 117
Competitive plasticity 118
How you create new habits 119
Why bad habits sometimes return 123
Action 124
Part 2 – Your Colleagues
anD Clients 127
7 Working and living in balance 129
Work–life balance 130
Expectations: theirs and yours 132
Conflict 134
Causes of tiredness 135
Time versus energy 136
The importance of control 138
x Contents
How the mind works optimally 140
Action 140
8 Upgrading your life one step at
a time 142
What the brain has to do with getting stuff
done 144
Brain areas of goal achievement 147
Getting specific 148
Real or imagined 149
The neuroscientist’s biggest kept secret 152
Motivation 154
Your state matters 155
Deserving a reward 156
Action 157
9 the minefield of motivating people 159
Motivating others 161
What motivates you 162
Some rewards motivate 162
Higher purpose 165
Power of expectations 166
Motivation zappers 168
Power of control 171
Power of certainty 173
Power of confidence 174
Mood and motivation 177
10 transforming meetings 179
Personality problems 181
Unfairness 183
The two routes of fear 187
Problems with meetings 187
Memes 188
Remembering stuff 191
