Harvard Business Review

JUNE 1, 2017

Becoming a Manager. 5 Things New Managers Should Focus on First. New Managers Need a Philosophy About How They’ll Lead. New Managers Don’t Have to Have All the Answers. As soon as you make the transition to manager, rather than avoiding emotion, you should harness it. You and Your Team Series.

Management 8

Management Cialdini Motivation Team 8

Harvard Business Review

OCTOBER 10, 2014

To turn that idea into a reality you have to influence people and gain their support. Traditional influencing theory — as expounded, for example, by Robert Cialdini in Influence: The Psychology of Persuasion — offers “invoking authority” as a way to persuade others to support things that are new to them.

Cialdini 13

Cialdini Resistance Innovation Media 13

Harvard Business Review

NOVEMBER 4, 2011

Carla was literally bred for success as a business manager. The daughter of a senior corporate executive, she had all the right tickets including an MBA from a top school and several years of experience with a prestigious management consulting firm. (Carla's an actual executive whose name has been changed.).

Proposal 11

Proposal Cialdini Execution Influence 11

Harvard Business Review

APRIL 11, 2016

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. So why wasn’t Jill spending more time managing up, especially if it was in her own self-interest?

Politics 8

Politics Cialdini Open-book Career 8

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 8

Cialdini Influence Self-aware Learning-by-Doing 8

LDRLB

JANUARY 6, 2012

A fantastic case for a better management perspective, mainly that little things like progress can affect big things like profitability. Influence by Robert Cialdini. Perhaps the most under-rated book on evidence-based management. The Progress Principle by Teresa Amabile and Steve Kramer. Switch by Chip and Dan Heath.

Collins 141

Collins Cialdini Kahneman Constraint 141

Harvard Business Review

APRIL 5, 2013

a senior manager, Bridgett, made a habit of treating each intern to lunch over the summer. Robert Cialdini, in his classic work Influence: The Psychology of Persuasion , profiled legendary car salesman Joe Girard. Communication Managing yourself Technology PDF' When I was a college student interning in Washington, D.C.,

Letter 10

Letter Cialdini Cost Technology 10

Harvard Business Review

JANUARY 12, 2011

In Robert Cialdini's iconic book Influence , he showed that if you ask someone to do you a favor, you have better luck when providing a reason; people react positively to the word "because." In the second phrase, it's clear that you value Anthony's time and effort and imply that you'll be open to returning the favor at some point.

Cialdini 15

Cialdini Open-book Conference Follow-up 15

Harvard Business Review

FEBRUARY 3, 2017

In his seminal book Influence: The Psychology of Persuasion , Robert Cialdini shares a psychology study showing that once people place their bets at the racetrack, they are much more confident about their horse’s chances than they were just before laying down the bet. So why can’t we think of ourselves as the racehorses?

Books 8

Books Library Open-book Cialdini 8

Harvard Business Review

MARCH 3, 2015

Your goal as a manager should be to identify the incentives that most appeal to your employees, colleagues and bosses and to make them more visceral in their minds. This is a phenomenon Dr. Robert Cialdini calls “directed deference.” Motivating people Influence Communication Managing yourself'

Venture Capitalist 8

Venture Capitalist Cialdini Long-term Motivation 8

First Friday Book Synopsis

DECEMBER 26, 2011

Whenever asked to recommend business books, I immediately inquire, “What is the single greatest challenge that you and your organization now face?” ” Of course, responses vary but over time, these seem to be the ten challenges most frequently cited, followed by the book(s) I think will be most helpful.

Books 100

Books Consultative Course Enterprise Architecture 100