implementation

Matchers tend to wait until others do something nice before they respond in kind. This passive attitude drastically reduces the number of interactions they have.

Thus, the arrangement of the chapters takes into account which principles are particularly suited to achieving these three motives of persuaders: reciprocation, liking, and unity for when relationship cultivation is primary; followed by social proof and authority for when reducing uncertainty is foremost; followed in turn by consistency and

You are more likely to learn something by finding surprises in your own behavior than by hearing surprising facts about people in general.

He avoids auto-scheduling tools , believing that manually coordinating meetings preserves his intentionality and responsibility over his time.

The inadequacy of the answers we receive is a direct consequence of the limitations implicit in the viewpoints of the questioner.

It’s clear to many that we’re already stepping into the age of wisdom work. Every CEO Dan Shipper points to the rise of the allocation economy, where the advent of AI means everyone will become a manager: “You won’t be judged on how much you know, but instead on how well you can allocate and manage the resources to get work done.” Being a great

The more you want to benefit from this book, the more important it is to apply these techniques in the moments of your daily life.

Civilization advances by extending the number of operations we can perform without thinking about them.

Thus, the McNamara fallacy, as it came to be known, refers to our tendency to focus on the most quantifiable measures, even if doing so leads us from our actual goals. Put simply, we try to measure what we value, but end up valuing what we measure.

And what we measure is rarely what we mean to value. As Skinner showed, the goals of games — points,