Coaching Tip

MARCH 25, 2014

Before making an important decision, prudent managers evaluate the situations confronting them — and often fall into one of the eight traps of faulty thinking. Cialdini, author of "The Psychology of Persuasion" (William Morrow, 1993). Even the best and most experienced managers are not immune to errors in judgment. The Antidote.

Cialdini 138

Cialdini Social Capital Influence Real Estate 138

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.

Social Capital 139

Social Capital Cialdini Mentor Incentives 139

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

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