Sublime

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

The Integrator is a client who wants to build systematic confidence at an inner-world locus. Whether or not they choose to explicitly acknowledge it, they look for an element of therapy or life coaching in their relationships with consultants they hire. Whatever the nominal subject—better relationships at work, faster time to market, improved sales

Internals are better able to face ambiguity and to help others deal with it. Externals, on the other hand, don't quite know what to do about change and will fight to maintain status quo even when it is not an option. Why? Internals generally behave more positively in response to change and cope better with it because they believe they can, in this

“Team Dimensions Profile”

One system involves the study of individuals: specifically, our “human nature” and resistance to or capacity for change. This study is based on research that goes back centuries but has recently been enhanced greatly with a trove of new material from brain science.

The first is diverse agents. In markets that means people who have different information, time horizons, and rules of behavior. This explains why behavioral biases are not that important. You can have a lot of little mistakes but the market mechanism deals with them effectively.