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. This tit-for-tat mode of operation can produce success, but it doesn''t invoke the power of reciprocity and so fails to yield extraordinary success.". Barzerman & Neale.

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. Baker explains, "The lesson is that we cannot pursue the power of reciprocity. Related articles.

Social Capital 139

Social Capital Cialdini Mentor Incentives 139

Harvard Business Review

FEBRUARY 19, 2013

We're uneasy with the power that effective persuasion gives us. The abilities I have usually focused on are intelligence, creativity, self-control, and, of course, mathematical skill. Robert Cialdini's Influence and Dan Ariely's Predictably Irrational are also filled with strategies of effective persuasion.

Cialdini 9

Cialdini Influence Self-aware Learning-by-Doing 9