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Givers give without expectation of immediate return.

Coaching Tip

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. Cialdini, author of "The Psychology of Persuasion" (William Morrow, 1993).

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Great Leaders Embrace Office Politics

Harvard Business Review

Using emotion, spin, or relationships to influence others feels unfair, even if there is convincing research that shows they can be effectively applied strategically and ethically. Robert Cialdini’s book Influence: The Psychology of Persuasion shows the tremendous benefits to understanding social psychology.