Persuading with Pitch, Volume and Non-Verbal Cues

Idea posted: July 2021

Institutions: Rutgers University Business School    The Wharton School of the University of Pennsylvania   

Authors:

Most attempts at persuasion are met by wary resistance. People are naturally suspicious of the motives of persuaders, ready to believe that persuaders will use devious means to achieve their…

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Advantages of Confidence and Dangers of Overconfidence

Idea posted: April 2013

Institutions: University of California Berkeley Haas School of Business   

Authors:

Executives cannot afford to ignore the dangers posed by acting overconfidently. Numerous examples in recent history can attest to this, from the inflation of the dot-com bubble in the late…

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The Effect of Feminine Charm in Negotiations

Idea posted: February 2013

Institutions: London School of Economics    University of California Berkeley Haas School of Business   

Authors:

‘Damned if they do, damned if they don’t’ — this is usually the unfortunate impression/management dilemma faced by female executives. If they adopt male behavioural traits typically associated with strong leadership,…

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