What are leaders getting wrong then in the context of impacting, positively impacting individual team and ultimately organizational

performance? I'm going to go back to what I thought was one of the most fascinating areas that I got into this deep dive on in my reading of the literature and of the book.

As you saw, Brendan, in the book, before I even decided to write it, I was reading in all kinds of fields from evolutionary psychology, which I find really interesting, neuroscience, anthropology.

I love history.

And I'm reading in all these different fields.

And one of the concepts that I ran across that I think applies really nicely and provides a really good answer to your question, which I'll get to in just a minute, It was this concept of and I ran across it looking at a social psychologist named John Maynard, and his work was looking at the strategies that humans use to achieve social status.

So the first important premise here is that in every known human society that we can study from the past and every known human society in existence today, there's social hierarchies.

Yes.

You said, you know, I would hire for EQ every day over IQ.

How do we hire for EQ? There's a lot of tools out there today for hiring for personality, for looking at those characteristics.

I don't like to look at those things in isolation.

I do like to look at IQ and EQ separately.

looking at well-established, well-validated personality assessments going in.

I do.

I'm a big believer in the power of interviews and person to person interviews, by the way, not just offloading that stuff to AI.

My experience is it never

Why should we do that? One of the things I am so

concerned about is that we surround ourselves with only people and messages that agree with what we agree with.

So I'll start by, and I'm going to be honest, it might sound like I'm preaching from the pulpit here.

I struggle with all of this, just like everybody.

I've struggled with this.

I'm working on it.

But I have worked on it.

Can you explain how an SME leader can use reciprocity to drive performance at scale?

I was like, oh, okay.

Yeah.

And you know what I did as a as a tangent or what I did when I was talking to my editor about my book.

Yeah.

One of the questions, you know, I was like, hey, I'm a first time author.

I don't know if this is any good or not, you know.

And she said, well, do you like rereading it? And I said, yeah, I did.

I'll get you some sparkly tops.