Sublime

Wayne is a super-manager and I am a super-idealist and a super-principle guy, with very little management skill.

Exploitative, selfish, coercive behavior unravels the fabric of strong groups. Groups know this and also have histories with individuals who abuse power and act in greedy and impulsive ways. So groups choose to give power to people who are enthusiastic, kind, focused, calm, and open.

Sheila Heen,

As Samuel Johnson purportedly wrote, “The true measure of a man is how he treats someone who can do him absolutely no good.”

Minimal encouragers - Reflective questions - Emotional labeling - Paraphrasing - Pauses - Summarize

Remember: The paranoid and wary are often the easiest to deceive. Win their trust in one area and you have a smoke screen that blinds their view in another, letting you creep up and level them with a devastating blow.

People are more likely to trust those who they see as an authority on the subject.

We feel a tremendous pull to imagine ourselves as rational, decent, and ethical.

“If you’re the smartest person in the room, you’re in the wrong room.” — Richard Tirendi