Harvard business review onpoint summer 2013 pdf

Communication Best Practice Rebecca Knight. We all know that leaders need vision and energy, but after an exhaustive review of the most influential theories on leadership--as well as workshops with Attention is the basis of the most essential of leadership skills--emotional, organizational, and strategic intelligence.

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Janssen had recently promoted a star employee, Marcela Drucker Clayton M. Christensen Michael E. Porter Daniel Goleman. Reading free financial periodicals is an excellent approach to expand your financial knowledge without spending any money. You can choose a magazine to fit your individual needs and interests because there are so many free financial magazines available.

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Watching these masters of persuasion work their magic is at once impressive and frustrating. The frustrating part of the experience is that these born persuaders are often unable to account for their remarkable skill or pass it on to others. Their way with people is an art, and artists as a rule are far better at doing than at explaining. That challenge is painfully familiar to corporate executives, who every day have to figure out how to motivate and direct a highly individualistic work force.

Which brings us back to where we started. By looking to science. For the past five decades, behavioral scientists have conducted experiments that shed considerable light on the way certain interactions lead people to concede, comply, or change.

This research shows that persuasion works by appealing to a limited set of deeply rooted human drives and needs, and it does so in predictable ways. Persuasion, in other words, is governed by basic principles that can be taught, learned, and applied.

By mastering these principles, executives can bring scientific rigor to the business of securing consensus, cutting deals, and winning concessions. In the pages that follow, I describe six fundamental principles of persuasion and suggest a few ways that executives can apply them in their own organizations. The Principle of Liking: People like those who like them.

The Application: Uncover real similarities and offer genuine praise. The retailing phenomenon known as the Tupperware party is a vivid illustration of this principle in action. The demonstration party for Tupperware products is hosted by an individual, almost always a woman, who invites to her home an array of friends, neighbors, and relatives. Controlled research has identified several factors that reliably increase liking, but two stand out as especially compelling—similarity and praise.

Similarity literally draws people together. In one experiment, reported in a article in the Journal of Personality, participants stood physically closer to one another after learning that they shared political beliefs and social values. And in a article in American Behavioral Scientists, researcher F.

Evans used demographic data from insurance company records to demonstrate that prospects were more willing to purchase a policy from a salesperson who was akin to them in age, religion, politics, or even cigarette-smoking habits. Managers can use similarities to create bonds with a recent hire, the head of another department, or even a new boss. Informal conversations during the workday create an ideal opportunity to discover at least one common area of enjoyment, be it a hobby, a college basketball team, or reruns of Seinfeld.

The important thing is to establish the bond early because it creates a presumption of goodwill and trustworthiness in every subsequent encounter. Praise, the other reliable generator of affection, both charms and disarms.

Researchers at the University of North Carolina writing in the Journal of Experimental Social Psychology found that men felt the greatest regard for an individual who flattered them unstintingly even if the comments were untrue.

Your work frequently brings you into contact with another manager—call him Dan—whom you have come to dislike. The research on praise points toward a strategy for fixing the relationship. In your next encounter with him, make an appreciative comment about that trait.

Make it clear that in this case at least, you value what he values. I predict that Dan will relax his relentless negativity and give you an opening to convince him of your competence and good intentions.

Harnessing the Science of Persuasion hbr. Beyond the media splash it caused, though, the event was viewed as a breakthrough on many fronts. See more Watson demonstrated that machines could understand and interact in a natural language, question-and-answer format and learn from their mistakes.

This meant that machines could deal with the exploding growth of non-numeric information that is getting hard for humans to keep track of: to name two prominent and crucially important examples, keeping up with all of the knowledge coming out of human genome research, or keeping track of all the medical information in patient records. So IBM asked the question: How could the fullest potential of this breakthrough be realized, and how could IBM create and capture a significant portion of that value?

Advances in technology — especially digital technology and the increasing role of software in products and services — are demanding that large, successful organizations increase their pace of innovation and make greater use of resources outside their boundaries. Case in point, rather than keep Watson locked up in their research labs, they decided to release it to the world as a platform, to run experiments with a variety of organizations to accelerate development of natural language applications and services.

So how does it work? First, with multiple business models. The second is where we see similar patterns across industries, such as how people discover and engage with organizations and how organizations make different kinds of decisions. The third business model is creating an ecosystem of entrepreneurs. With the entrepreneur ecosystem, we are behaving more like a Silicon Valley startup. We can provide the entrepreneurs with access to early adopter customers in the countries in which we operate.

If entrepreneurs are successful, we keep a piece of the action. They brought in people, a dozen projects, a couple of Big Data and content analytics tools, and a consulting unit outside of IBM Global Services.

I have to balance between strategic intent and tactical, short-term decision-making. These movements in turn generate responses from corporate leaders that make changes in operations, strategies, acquisition, and investment plans. But how unbiased are the earnings forecasts that they release? We classified all companies that are rated by the banking analysts as likely future employers or not, based on whether they have a sell-side equity department.

Companies with a sell-side equity department hire banking analysts of their own and so are potential future employers. This pattern is not observed when banking analysts forecast earnings of companies that are not likely to be future employers.