Sublime

“The man who doesn’t read good books has no advantage over the man who can’t read them.” -Twain

This was illustrated brilliantly to me by Professor Bill Meehan, who spent thirty years with McKinsey advising CEOs and senior leaders on strategy and now teaches a class called “The Strategic Management of Nonprofits” at the Stanford School of Business.

I identified only six psychological principles that appeared to be deployed routinely in long-prospering influence businesses. I’ve claimed that the six—reciprocation, liking, social proof, authority, scarcity, and consistency—represent certain psychological universals of persuasion; and I’ve treated each, one per chapter, in my earlier book, Influ

Make sure that those in charge are open-minded about the questions and comments of others.

Be creative.

Let me start with a quote from an intellectual hero of mine, Dr. Robert Cialdini, the well-known author of Influence at Work. I had the honor of interviewing him and

The principles—reciprocation, liking, social proof, authority, scarcity, commitment and consistency, and unity—are discussed both in terms of their function in society and in terms of how their enormous force can be commissioned by a compliance professional who deftly incorporates them into requests for purchases, donations, concessions, votes, or