Would you seek help from someone who has rejected you in the past? Most people are hesitant to ask for favours the first time around, let alone ask someone that has already refused one. However, according to a study led by Stanford University’s Daniel Newark, we often overestimate the chance that our requests will be […]
Read More… from Once Bitten, Twice Shy? Past Refusal and Future Acceptance
Social exclusion has been described as one of the most severe punishments people can mete out to each other. A 2007 report by the UK’s Chartered Institute of Personnel and Development highlighted that people that experience social exclusion may suffer many negative consequences: they cannot think logically and they may engage in aggressive behaviour. At […]
Read More… from How Power Mediates the Effects of Social Exclusion
There is a lot of cultural lore about the power of eye contact as an influencing tool. Business leaders, salespeople and many others have long been urged and trained to engage in eye contact with their audience – whether that is an individual customer or a convention of thousands. It has been taken as read […]
Read More… from In the Eye of the Beholder-When Eye Contact Fails to Persuade
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 […]
