A talk given at Nanyang Techznological University of Singapore (NTU) on 30 October 2018 - what is an entrepreneur - Start: employees mindsets - no ass hole rule - normal - autism - dark triad - dark triad & autism - Sub-clinical Psychopathy - When an Entrepreneur needs Primary Psychopathy - further tests: IQ, Big5 - more tests - how to become a successful entrepreneur

2. The Entrepreneurial Mindset
And why you cannot learn how to become one

3. Customer
Entrepreneur
Product
work
work
Benefit
& Value
Successor
Benefit &
value
contribution
Energy
Future
Engineer
their
Customers
our company= managers
What is an Entrepreneur

4. Start: employees mindsets

5. Many companies have a “no ass hole role” (Prof. Bob Sutton, Stanford University),
and they practice it for “incompetent assholes”,
but they never practice it for “competent assholes”.
Examples:
- “We have decided that we are not going to fire him because he is a high performer.”
- “For that one single bad trait, he has four good traits going for him”;
- “[Data scientists/engineers/…] are hard to replace, so we will manage it”.
Dr. Cameron Sepah

6. the deeper reasons why people act in a weird way.
Dr. Cameron Sepah
Common personality
tests (DISC, MBTI,
16Personalities, etc.)
address the Intact
Affective Empathy
Spectrum part of
people
BUT:
highly successful people are
found close to or in the
Impaired Affective Empathy
Spectrum part of people:
Steve Jobs, Bill Gates, Jeff
Bezos, Travis Kalanick (Uber),
Mark Zuckerberg

7. Sub-clinical Psychopathy
• Primary Sub-Clinical Psychopathy
Primary psychopathy is the affective aspects of psychopathy; a lack of
empathy for other people and tolerance for antisocial orientations.
• Secondary Sub-Clinical Psychopathy
Secondary psychopathy is the antisocial aspects of psychopathy; rule
breaking and a lack of effort towards socially rewarded behavior.
Akhtar, R., et al. Greed is good? Assessing the relationship between entrepreneurship and subclinical
psychopathy. Personality and Individual Differences (2012)

8. When an Entrepreneur needs Primary Psychopathy
• sacking employees with large dependent family
• enforce organisational changes in their
company
• assert level-1 leadership when necessary
• say „no“ to nagging employees who insist on
„fairness“
• say „no“ to time thieves
• send clients away that are not your core targets
• not to crack under price pressure from
potential buyers
• not to start work before advance receiving
retainer payment
• to still sleep well under a heavy debt burden
• say “no” to their family members (time & money
requests)
• having the guts to give up a well-paid job as an employee
• when the time comes, to ruthlessly destroy adversaries
(external foes and/or insiders who try to undermine your
position in the hierarchy)
• ability to focus on their specialist job
• overcome fear before making an investment decision
• take over responsibility for something that seems to be
far too big
• overcome your sensitiveness with respect to critique by
others
• Combine all the above with: falling ill with cancer, losing a
close family member, going through a recession, etc. etc.
Most important: you must be able to make these decisions and still feel good at it

9. What Does It Feel Like To Be The CEO Of A Startup?
• https://www.forbes.com/sites/quora/2012/06/06/what-does-it-feel-
like-to-be-the-ceo-of-a-startup/#388bffdb673a

10. Testimonial: Sam Ovens www.consulting.com
• An entrepreneur identity crisis occurs when you have an internal war between
two selves. You’ve got who you are right now, which is who you think you are -
your perceived self.
• Then you’ve got this other person you need to become so you can start your own
business and achieve your dreams. These two characters are out of alignment.
They’re in conflict with each other. They’re at war with each other.
• In order to achieve your goals and your dreams, you need to act like the second
person. But when you do, you always feel like a fraud and an impostor. You feel
like a cheater because this isn’t who you are. Everything in your body and your
mind begins screaming at you, “Don’t do this! It’s not you!”
• That’s why so many entrepreneurs get paralyzed. They have this conflict of self,
this war between who they are now and who they need to become.
Oktober 2018

11. Further tests
IQ
Kruger, Justin; Dunning, David (1999), Unskilled and Unaware of It: How Difficulties in Recognizing One's Own Incompetence Lead to
Inflated Self-Assessments, Journal of Personality and Social Psychology. American Psychological Association. 77 (6): 1121–1134.
Big 5
• Agreeableness: Compassion & Politeness (low)
• Conscientiousness: Industriousness & Orderliness (high)
• Extraversion: Enthusiasm & Assertiveness (no difference to managers)
• Neuroticism: Withdrawal & Volatility (low)
• Openness to Experience: Openness & Intellect (high)
Zhao, H. & Seibert, S.E. 2006. The big five personality dimensions and entrepreneurial status: A meta-analytical review.
Journal of Applied Psychology, 259-271

12. Even more tests
• engineer/entrepreneur/manager mindset
• introvert/extrovert
• price buyer mindset
• Creativity
• Humbleness
• Sensitveness
• political skills
• META (Creativity, Opportunism, Vision, Proactivity)

13. How to become a successful entrepreneur
Brains help. Money helps. Knowing the right people helps.
But without an entrepreneurial mindset, everything else gets sidetracked.
Here is your strategy:
• assess your skills and entrepreneurial strengths
• select a goal for which you have a competitive advantage
• count the cost of achieving pre-eminence in this field
• begin to specialize
• find an expert who will teach you, based on your initial performance
• select a group whom you will serve with this output
• select a different group whose assessment of your output will be crucial for success in the field
• gain the trust of the group you wish to serve by way of your preliminary, low-level service
• and by far the most important, show up on time every time. No one else will do this unless he is trying to
pick off your targeted group for his cause. Outlast him.

14. Check out my webpage
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