Coaching Tip

APRIL 1, 2013

Cialdini, author of "The Psychology of Persuasion" (William Morrow, 1993). And takers seek to come out ahead in every exchange; they manage up and are defensive about their turf. Shaking up Yahoo is an effective change management strategy. The rule says that we should try to repay, in kind, what another person has provided us."

Social Capital 139

Social Capital Cialdini Mentor Incentives 139

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

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. Robert Cialdini's Influence and Dan Ariely's Predictably Irrational are also filled with strategies of effective persuasion. (My

Cialdini 8

Cialdini Influence Self-aware Learning-by-Doing 8