The researchers instructed the first group to ask themselves whether they would solve the puzzles—and the second group to tell themselves that they would solve the puzzles. On average, the self-questioning group solved nearly 50 percent more puzzles than the self-affirming group.3

After someone hears your pitch . . . 1. What do you want them to know? 2. What do you want them to feel? 3. What do you want them to do?

Also, try recording your practice pitches.

quasi-reverence that information asymmetry often afforded them. When the balance tilts in the opposite direction, what they do and how they do it must change.

“Putting content curation into practice is part art form, part science, but mostly about daily practice,” writes Kanter. For more, see her “Content Curation Primer”:

Finding Your Frames

Also emphasize the promise of what you could accomplish tomorrow.

actually accomplish the task.

Since the mid-1980s, social psychologists have used this technique—call it the E Test—to measure what they dub “perspective-taking.” When confronted with an unusual or complex situation involving other people, how do we make sense of what’s going on? Do we examine it from only our own point of view? Or do we have “the capability to step outside [ou