Coaching Tip

APRIL 1, 2013

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.". Baker explains, "The lesson is that we cannot pursue the power of reciprocity. Cialdini, author of "The Psychology of Persuasion" (William Morrow, 1993). Related articles.

Social Capital 139

Social Capital Cialdini Mentor Incentives 139

Harvard Business Review

APRIL 11, 2016

A rising young executive found herself strategically ousted in an internal power play. Jill should have spent much more time managing up. She should have better managed decision makers, her boss, her image, and her own career. Managing a career in these ways is critical, but surprisingly few people do it. What happened?

Politics 8

Politics Cialdini Open-book Career 8

Harvard Business Review

FEBRUARY 19, 2013

There might also have been a touch of aversion to the idea of selling — many of us wonder if it's right, ethically-speaking, to persuade someone to buy or believe something. We're uneasy with the power that effective persuasion gives us. Not realizing you are learning makes your abilities feel innate, even when they aren't.

Cialdini 8

Cialdini Influence Self-aware Learning-by-Doing 8