Robert I. Sutton Quote
Better yet, combine your warmth and flattery with requests that they do a small favor or two FOR YOU. This strategy is akin to what author David McRaney calls the Benjamin Franklin effect, which is based on experiments that show we come to like people that we do nice things for and to dislike people that we treat unkindly.
Robert I. Sutton
Better yet, combine your warmth and flattery with requests that they do a small favor or two FOR YOU. This strategy is akin to what author David McRaney calls the Benjamin Franklin effect, which is based on experiments that show we come to like people that we do nice things for and to dislike people that we treat unkindly.
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About Robert I. Sutton
Sutton received a Ph.D. in organizational psychology from the University of Michigan in 1984. He has been on the Stanford University faculty since 1983. He has also taught at the Haas School of Business of the University of California, Berkeley, and was a Fellow at the Center for Advanced Study in the Behavioral Sciences at Stanford during the 1986–87, 1994–95, and 2002–03 academic years. He is currently also a Fellow at the design consulting firm IDEO and has a courtesy appointment as a professor of organizational behavior at Stanford Graduate School of Business.