Reasoning does create a paradox: it leads both to more rule following and more rebelliousness. By
Regardless of their reciprocity styles, people love to be asked for advice.
Research by Harvard Business School professor Amy Edmondson shows that in the type of psychologically safe environment that Meyer helped create, people learn and innovate more.* And it’s givers who of...
Research suggests that there are two fundamental paths to influence: dominance and prestige. When we establish dominance, we gain influence because others see us as strong, powerful, and authoritative...
Seeking advice is a subtle way to invite someone to make a commitment to us.
Setting high expectations is so important, Skender says. You have to push people, make them stretch and do more than they think possible.
Thinking about oneself invokes the logic of consequence: Will I get sick? Doctors and nurses can answer swiftly with a no: I spend a lot of time in a hospital, I don’t always wash, and I rarely get si...
Some people, when they do someone a favor, are always looking for a chance to call it in. And some aren’t, but they’re still aware of it—still regard it as a debt. But others don’t even do that. They’...
Speak softly, but carry a big stick. —Theodore Roosevelt, U.S. president
Start the spark of reciprocity by making requests as well as helping others. Help generously and without thought of return; but also ask often for what you need.
Steve Jones, the award-winning former CEO of one of the largest banks in Australia, wanted to know what made financial advisers successful. His team studied key factors such as financial expertise and...
Success doesn’t measure a human being, effort does.
Sunk costs do have a small effect—decision makers are biased in favor of their previous investments—but three other factors are more powerful. One is anticipated regret: will I be sorry that I didn’t...
We assume that common goals bind groups together, but the reality is that they often drive groups apart. According to Dartmouth psychologist Judith White, a lens for understanding these fractures is t...
They’re constrained by a shortage of people who excel at choosing the right novel ideas. The
Talented people are attracted to those who care about them.
Highly successful people have three things in common: motivation, ability, and opportunity. If we want to succeed, we need a combination of hard work, talent, and luck.
Giving was the only characteristic to predict performance: it didn’t matter whether the salespeople were conscientious or carefree, extroverted or introverted, emotionally stable or anxious, and open-...
The Talent Code, Daniel Coyle writes that From a scientific perspective, it was as if the researchers had traced the lineage of the world’s most beautiful swans back to a scruffy flock of barnyard chi...
Two different ways to recognize takers. First, when we have access to reputational information, we can see how people have treated others in their networks. Second, when we have a chance to observe th...
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