Hyrum Grenny in: blind and outnumbered

Hyrum Grenny en ciegos y sobrepasados (o rebasados)

Most of us are just one habit away for been much happier, healthier
or wealthier. But we cant change, and if you ask the average person
how much control they have over they own behavior, theyll tell you
a lot. If thats true, then whats our problem?
La mayora de nosotros estamos a slo un hbito de ser mucho ms felices, ms sanos
o ms ricos. Pero no podemos cambiar, y si preguntas a la persona promedio cunto
control tienen sobre su comportamiento, dirn: bastante!. Si es cierto esto, entonces.
Cul es nuestro problema?

Why is it that almost all of us know that we should change some

habit, we even want to change some habit, but dont change that
habit? Conventional wisdom is that we just lack the will power; well I
wanted to find out.
Por qu sucede que casi todos nosotros sabemos que deberamos cambiar algn
hbito, incluso deseamos cambiar algn hbito, pero no podemos? La sabidura
convencional nos dice que solo nos falta la fuerza de voluntad; bueno eso es lo que yo
quise averiguar.

I wanted to see if success is all about personal motivation, so I gave

a group of ten-year-old kids, a chance to earn 40 dollars, all had big
plans for the money once they left my lab: Well I was wanting to
get a new videogame Maybe a new pair of shoes- College moneyWait until Christmas come and then buy my little sister a really cute
outfit.
Quise probar si el xito es todo sobre la motivacin personal, entonces le di un grupo de
nios de diez aos, la oportunidad de ganar 40 dlares, todos tenan grandes planes
para su dinero, una vez que se fueran de mi laboratorio: 'Pues yo quera conseguir un
nuevo videojuego' tal vez un nuevo par de zapatos dinero para la universidad-esperar
hasta Navidad y luego comprarle mi hermanita un muy lindo vestido.

Clearly they where all very personally motivated to earn and keep
their money, right? Here is how It worked, over the course of ten
minutes, they would complete four easy tasks, after each task I give
them 10 dollars, and a chance to spend it or save it.
Claramente todos estaban muy motivados para ganar y mantener su dinero, cierto? As
es cmo funciona, en el transcurso de diez minutos, completaran cuatro sencillas
tareas, despus de cada una les dar 10 dlares y la oportunidad de gastarlos o
ahorrarlos.

The only temptation theyd face is a bunch of overpriced junk at my

change anything store, so weve got kids who really want to save,

they only have to resist temptation for only ten minutes, and the
only temptation theyd get its obviously a terrible deal.
La nica tentacin a la que se enfrentaran es un montn de basura en mi tiendita ,
tenemos aqu a nios que realmente quieren ahorrar, slo tienen que resistir la tentacin
por diez minutos, y la tentacin que enfrentarn es, obviamente, un acuerdo terrible.

How hard could this be? Lets see how the first subjects doWait a
minute, what happened? In spite of rip of prices this kids were
spending like is bonus day on Wall Street. In fact, this group only
saved an average of 13 dollars; a few of them even went into debt.
Qu tan difcil puede ser? Vamos a ver cmo le va al primer grupo...Esperen un
momento!, Qu pas? A pesar de los precios altos estos nios gastaban como si
fueran bonos de Wall Street. De hecho, este grupo slo ahorr un promedio de 13
dlares; incluso, algunos de ellos incluso se endeudaron.

What happened to those grand goals to save money? Snickers is my

favorite candy, I can usually get it at a 1.50 at a store, but since is
my favorite candy I bough it for 6:00 dollars-And what about this
poor kid?
Qu pas con los grandes objetivos que tenan para el dinero? Snickers es mi dulce
favorito, generalmente puedo conseguirlo en un dlar cincuenta en una tienda, pero
como es mi favorito lo compr por seis dlares- y Qu pasa con este pobre chico?

In the end, although one of these well-intentioned savers failed, why

would they pay so much to get so little when they only had to wait
10 minutes to achieve their goal? I dont know- I dont know-There
was like a lot of good stuff to buy- I am not sure if I could answer
that question- Sounds like a will-power-problem, right? -I paid 6 six
dollars for it because it didnt come any cheaper.Al final, aunque slo uno de estos bienintencionados ahorradores fall, Por qu los
dems pagaran tanto por tan poco cuando slo tenan que cuando solo deban esperar
10 minutos para lograr su objetivo? -No s no lo s-hubo como un montn de cosas
para comprar-no estoy seguro si puedo contestar a esa pregunta.- suena como un
problema de fuerza de voluntad Cierto? Pagu 6 seis dlares por ello porque no lo
encontr ms barato

Well not so fast, picture it this way, it turns out that I leased their
experiences with 6 powerful sources of influences, the same kind
you and me face on the real world, and these guys are experts at
pulling us in directions we dont want to go, in fact each on of the

behavioral bullies works against my would-be saviors, here is how.

Everyone got to taste a free sample of their favorite candy, yummy!
Esperen un momento, vemoslo de esta manera, resulta que influ sus experiencias con
6 poderosas fuentes de influencia, las mismas que usted y yo enfrentamos en el mundo
real, y estas fuentes de influencia son expertas en jalarnos en la direccin que no
queremos ir, de hecho cada uno de estos abusadores del comportamiento funcionan en
contra de mis ahorradores potenciales, les muestro cmo. Todos probaron una
muestra gratis de sus dulces favoritos, Mmmm!

Nobody taught them how to track their expenses they were

surrounded by bad examples and negative peer pressure: you
know theres a lot of awesome candy over there. Dude, you
should get a lot, as much as you can. They spend from a credit
account, which made the spending feel easy. Just grab whatever
you want to buy.
Nadie les ense cmo registrar sus gastos, estuvieron rodeados de malos ejemplos
y presin negativa de algunos compaeros: "Ya viste? Hay un montn de dulces
deliciosos", "amigo, compra todo lo que puedas." Usaron una cuenta de crdito, que
hace que el gasto sea ms fcil toma todo lo que quieras comprar

And Finally there were lots of enticing pictures on the walls. I think
you adults call that marketing. Wow, this kids never had a chance.
Id paid 4 dollars for this, but I dont know why. I wished I had
saved more. But the real problem is bigger than just been
outnumbered six to one, this kids were blind to all of it. why do
you think it was so hard to save your money? I dont know.
Finalmente, hubo un montn de publicidad en las paredes. "Creo que los adultos le
llaman a esto marketing. Caray, estos chicos nunca tuvieron una oportunidad. "Yo
pagu 4 dlares por esto, pero no s por qu". "Deseara haber ahorrado ms". Pero el
verdadero problema es ms grande que ser sobrepasado seis a uno, estos chicos
estaban ciegos a todo. "Por qu crees que fue tan difcil ahorrar tu dinero? No lo s."

To be sure I could attribute their disappointment to these sources of

influences, I changed them for my second group. I got them
working for the savers rather than against them. No free
samples. I taught them how to track their expenses. I turned
accomplices, into helpful friends.

Para asegurarme que podra atribuir su fracaso a estas fuentes de influencia, las cambi
para mi segundo grupo. Las puse a trabajar para el ahorro en lugar de que gastaran.
No muestras gratis, les ense cmo registrar sus gastos, convert a los cmplices, en
amigos que apoyan.

Im going to save my money how about you? I think Im going to

save my money, I think its probably be a good idea. I pay them in
cash so they feel immediate loss when they bought something and I
take down all that marketing mumbo jumbo. Ok, a new group of kids
with the same jobs, same pay and the same opportunities to buy
from my change anything store. Now lets see what happens,
success!
Voy a ahorrar mi dinero Y t qu vas a hacer?" "Creo que voy a ahorrar mi
dinero, creo que probablemente sera una buena idea." Les pagu en efectivo para que
se sintieran una prdida inmediata cuando compraran algo y me deshice de toda la
publicidad. Bien, un nuevo grupo de nios con las mismas tareas, misma paga y mismas
oportunidades para comprar en mi tienda. Vamos a ver que pasaxito!

This kids walked away with 260% of what the first group save, but
what does this subject attribute their success to? I dont know. I
dont know exactly but.. Because I rather save it so I can have it
later on. I just thought I should buy anymore because my goal was
30 dollars and I wanted to keep that goal. I needed the money.
Hmmm, turns out these kids are just as blind to positives sources of
influence as the other kids were to the negative ones, so what the
problem with that?
Estos nios se fueron con un 260% ms de lo que el primer grupo logr ahorrar, pero
A qu atribuyen su xito? "No s". "No s exactamente, pero..." "Porque prefiero
ahorrar as puedo tenerlo para ms adelante." "Pens en ya no comprar porque mi
meta eran 30 dlares y quera lograr mi meta." "Necesitaba el dinero". Mmm, resulta
que estos nios estaban tan ciegos a las fuentes de influencia positivas como los
otros nios lo estuvieron a las negativas, entonces Cul es el problema con
esto?

Well, If you dont know why you succeeded you wont be able to fix
your failures, and thats just it. My Dad and his colleagues
discovered that there are 6 sources of influence, all around us, all
the time. And they have enough pull to determine our behavior and
therefore our results. and if I we cant see them, we cant change

them. So when theyre working

outnumbered and doomed.

against

us:

we

are

blind,

Bueno, si no sabes cmo has tenido xito no sers capaz de arreglar tus errores, y
listo. Mi pap y sus colegas descubrieron que hay 6 fuentes de influencia, a nuestro
alrededor, todo el tiempo. Y tienen suficiente fuerza para determinar nuestro
comportamiento y, por lo tanto, nuestros resultados. Y si no podemos verlas, no
podemos cambiarlas. As que cuando trabajan contra nosotros: Estamos ciegos,
sobrepasados en nmero y condenados al fracaso.

So whats the point? If we are shrugging to change tough habits we

may not have a will power problem but a math problem. The
numbers are simply stacked against us and we dont even know it.
But if we can learn to see and engaged all six sources of influence
on our side, change becomes almost inevitable. Just think about it,
getting what we really want out of life, wouldnt that be great? And
its a whole lot better than the alternative. I didnt want to spend too
much so I could reach my goal but at the end I kind of buy a little
more so, yea!
Entonces Cul es el punto? Si estamos luchando por cambiar nuestros hbitos
improductivos puede que no tengamos un problema de voluntad sino un problema de
matemticas. Los nmeros simplemente nos sobrepasan y ni siquiera nos damos
cuenta. Pero si aprendemos a ver las seis fuentes de influencia y tenerlas de nuestro
lado, el cambio se vuelve casi inevitable. Pinsalo, conseguir lo que queremos de la
vida, No sera eso genial? Y es mucho mejor que la opcin de no cambiar. No quera
gastar demasiado para poder alcanzar mi objetivo, al final, compr un poco ms, as
que s!