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Research by social scientists has confirmed something effective negotiators have known for ages: namely, we trust people more when we view them as being similar or familiar. People trust those who are in their in-group. Belonging is a primal instinct. And if you can trigger that instinct, that sense that, “Oh, we see the world the same way,” then y
... See moreTahl Raz • Never Split the Difference: Negotiating As If Your Life Depended On It
they identified and “read” their opponents’ intentions and took steps, such as compromising or co-opting, to convince them to support their cause.
Morten T. Hansen • Great at Work: How Top Performers Do Less, Work Better, and Achieve More
for women who have been assaulted, Externality is associated with severe psychopathological reactions. Women who generalize their Externality in this manner seem to be changing their basic assumptions about the fairness and safety in the world in general.
Stephen Nowicki • Choice or Chance
Jonathan Haidt, a professor at New York University’s Stern School of Business, is a leading expert in exploring group thought in politics. Haidt, in his book The Righteous Mind: Why Good People Are Divided by Politics and Religion, built on Tetlock’s work, connecting it with the need for diversity. “If you put individuals together in the right way,
... See moreAnnie Duke • Thinking in Bets: Making Smarter Decisions When You Don't Have All the Facts
the core group is likely to take the core’s side.17
LaTonya Wilkins • Leading Below the Surface
Perceptual contrast—the tendency to see two things that are different from one another as being more different than they actually are—is a lever of influence used by some compliance practitioners. For example, real-estate agents may show prospective home buyers one or two unattractive options before showing them a more attractive home, which then s
... See moreRobert B. Cialdini • Influence, New and Expanded: The Psychology of Persuasion
No One Is an Island