Cialdini Ethics Incentives Management 
Coaching Tip
APRIL 1, 2013
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). Related articles.
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?
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