Imagine rushing into a store to grab a bottle of wine on your way to a dinner party and encountering a salesperson who wants to share their extensive knowledge of wine with you. Although the salesperson is very friendly and very keen to be helpful, he is clearly unaware of your need for rapid service […]
Read More… from The Secret of a Good Sales Assistant: Reading Customer Mood
Studies have shown that anger can be an effective management technique to spur a response from employees, and equally effective in negotiations to demonstrate toughness, ambitious goals, and resistance to making any concessions. However, in previous negotiation research, negotiators had no reason to doubt the sincerity of the anger of the other party. Stéphane Côté […]
Networking has been linked to a number of indicators of individual attainment and success within organizations, including promotions and career satisfaction. But despite its acknowledged importance, little is known about the specific organizational practices that can help individuals build interpersonal connections. How do practices like formal mentoring, for example, affect workplace networks? In order to […]
Read More… from How Formal Mentoring Affects Workplace Networks
Have you ever found yourself in the frustrating position of voicing suggestions that for some reason keep going unheard? You are not alone; even the most talented of executives often reach such a stage in their careers where they find themselves short of the power and influence needed to get things done. Such power deficits […]
Based on interviews with more than 50 employees across 12 companies, as well as questionnaire data from more than 200 employees London Business School’s professor, Julian Birkinshaw, along with his fellow researchers, say that management should be about “seeing the world through the eyes of the employee.” In other words, it is a manager’s job […]
The authors say that a qualitative shift is taking place in the ways we work. Their research is based of ongoing studies of the key forces driving change in society, combined with interviews, through which they explore the impact of these changes on workers and their careers. As such, they identify 10 skills they believe […]
Read More… from Ten Critical Skills for Tomorrow’s Workforce
When it comes to personalities and employment roles, extraverts have traditionally done well, as they tend to express confidence, dominance and enthusiasm easily – all traits typically associated with good-performing employees. After all, someone expressing anxiety, emotional volatility and an overall neurotic personality in comparison will hardly make a better employee, right? Not according to […]
In January 2011, a football commentator found himself unceremoniously fired after he made a remark about the appearance of a female match official, and questioned whether another was capable of understanding the ‘offside rule.’ Many called his comments sexist and ‘prehistoric.’ However, there were also some people that suggested the commentator’s termination was a result […]
Read More… from Political Correctness Helps Expression in Mixed-Sex Teams
To an extent, all negotiations involve a certain level of deception; participants almost always withhold information as a self-protective strategy. After all, revealing all of your cards may leave you vulnerable if your opponent takes advantage of your honesty. But are there any differences in the way male and female negotiators hold back information? Does […]
Read More… from Gender and the Use of Deception in Negotiation
CEOs are often put under the spotlight, with everything from how they spend their time to their leadership style closely scrutinized. But what about managers and supervisors lower down in organization hierarchies? These are the people that most employees directly work with, yet their ‘value’ is less discussed, which is surprising considering more often than […]
