Most Valuable Business Insights: 16-20

First Friday Book Synopsis

Mark Thompson performance measurement persuasion Power productivity Robert B. Cialdini Robert Morison Ron McMillan Selling to the C-Suite Spelling SPIN Selling Stephen J. After having read and reviewed so many business books, I now share brief comments about what I consider to be the 25 most valuable business insights and the books in which they are either introduced or (one man’s opinion) best explained. Here are 16-20.

The Best Leadership Books of 2016

Leading Blog

And in this book, Lehto finally answers the questions automobile aficionados have wondered about for decades: Exactly how and why was the production of such an innovative car killed? O NCE AGAIN we see that despite our rhetoric, what we are is reflected in our leaders and leadership.

Books 359

Six Principles of Persuasion for Leaders

Lead on Purpose

Many studies have been done about the science of persuasion, and Robert Cialdini is perhaps one of the most respected experts in the field. Let those bygones be bygones and move forward with Robert Cialdini’s six principles of persuasion, which are timeless soft skills that any leader can use regardless of the size or type of organization. The Product Management Perspective: The principles discussed above apply nicely to product management. Guest post by Brad Zomick.

Practicing the Law of Reciprocity

Coaching Tip

Cialdini, author of "The Psychology of Persuasion.". Each colleague identifies the resources (knowledge, information, expertise, budget, product, emotional support or so on) or contacts (someone he or she knows who can provide the resource) in response to as many requests as possible. "One of the most potent of the weapons of influence around us is the rule of reciprocation. The rule says that we should try to repay, in kind, what another person has provided us." Robert B.

Givers give without expectation of immediate return.

Coaching Tip

The greatest untapped source of motivation, he argues, is a sense of service to others; focusing on the contribution of our work to other peoples’ lives has the potential to make us more productive than thinking about helping ourselves.

Talking with Each Other @ Work

Coaching Tip

Other successful companies build upon social interaction to develop innovative concepts leading to disruptive product and service developments. The connection and coordination necessary to get things done happens because of productive personal relationships based upon trust and reciprocity.

A Consultant’s Guide to Firing a Client

Harvard Business Review

But if you want to dramatically enhance your productivity, it pays to zero in on the biggest source of stress and wasted time: problematic clients. How to be more productive at work. Productivity Difficult conversations

Increase the Odds of Achieving Your Goals by Setting Them with Your Spouse

Harvard Business Review

50 Scientifically Proven Ways to be Persuasive , authors Robert Cialdini, Noah Goldstein, and Steve Martin explain how making an active commitment directly affects action. Work-life balance Productivity Managing yourself

Buy-In – The Imperative Strategy

Strategy Driven

Systems fail to reach their full potential and people become frustrated, which results in pushback, absenteeism, and low productivity. In his book entitled Influence by Robert Cialdini he explains that one of the most influential words in the English language is ‘because’. In providing research and developing training programs for various large corporations about managing change, we find that the biggest stumbling block for employees from top-down is lack of buy-in.

Personal Branding for Introverts

Harvard Business Review

As well-known psychologist Robert Cialdini told me during an interview for my book Reinventing You , simply placing diplomas or awards on your office walls can help reinforce your expertise to others. Cialdini saw this powerful effect in action at an Arizona hospital he advised; exercise compliance increased 32% almost immediately after the physical therapy unit started displaying their staff’s credentials.).

Getting People to Believe in Something They Can’t Yet Imagine

Harvard Business Review

Cancel further funding for the project in favor of developing an updated version of an existing company product? 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. PILOT PROJECT: Another of the major methods of persuasion outlined by Robert Cialdini is the “principle of consistency.”

The Right (and Wrong) Way to Network

Harvard Business Review

According to psychologist Robert Cialdini, the answer is to find a commonality with the other person as quickly as possible. Some people line up lunches and coffee dates because they’re in search of a job, venture funding, or clients for their company.

How to Give Negative Feedback When Your Organization Is “Nice”

Harvard Business Review

Robert Cialdini’s research on commitment and consistency shows that if we publicly commit to a goal we are more likely to honor it because it becomes part of our identity and we dislike operating in ways that contradict that identity. ”) and micro feedback (“What could I have done differently in that meeting so it would have been more productive?”). I was meeting with a client last week, the CEO of a global asset management firm.

Keeping Your Clients Loyal, From Wherever You Are

Harvard Business Review

As productivity master David Allen might suggest, whip out your running list of contacts to shoot them a quick note by email. Research (see Robert Cialdini's seminal work Influence: The Psychology of Persuasion has shown that once someone has decided they like you and your work, they become committed to that viewpoint — an investment that's only heightened when their support is public. This post is part of the HBR Insight Center Growing the Top Line.

Yes, You Can You Learn to Sell

Harvard Business Review

People are going to be moved — the trick is to make sure that the ideas and products with genuine merit do the moving. Robert Cialdini's Influence and Dan Ariely's Predictably Irrational are also filled with strategies of effective persuasion. (My What makes a person good at — and comfortable with — persuading others? Yesterday, I had lunch with a friend, a brilliant and hard-working VP.

New Managers Shouldn’t Be Afraid to Express Their Emotions

Harvard Business Review

Robert Cialdini identified six principles of persuasion that can be used in any setting. ” We want more of something when it’s scarce: “If we don’t launch our product now, customers will reallocate their year-end budgets.” Funny. Sincere. Motivated. Deeply invested.