Coaching Tip

MARCH 25, 2014

Before making an important decision, prudent managers evaluate the situations confronting them — and often fall into one of the eight traps of faulty thinking. One of the most potent of the weapons of influence around us is the rule for reciprocation. Cialdini, author of "The Psychology of Persuasion" (William Morrow, 1993).

Cialdini 138

Cialdini Social Capital Influence Real Estate 138

Coaching Tip

APRIL 1, 2013

Traditionally the thinking has been that employers should appeal to workers’ more obvious forms of self-interest: financial incentives, yes, but also work that is inherently interesting or offers the possibility for career advancement. Cialdini, author of "The Psychology of Persuasion" (William Morrow, 1993). Related articles.

Social Capital 139

Social Capital Cialdini Mentor Incentives 139

Harvard Business Review

FEBRUARY 19, 2013

selling, but also persuading or influencing) has become an essential component of nearly everyone's job in the modern workplace. But, as Pink points out, it's impossible for human beings to avoid influencing, and being influenced by, other people's words and deeds. Selling, moving, persuading, influencing.

Cialdini 9

Cialdini Influence Self-aware Learning-by-Doing 9