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Story Telling that Moves People |
When executives
need to persuade an audience, most try to build a case with facts,
statistics, and some quotes from authorities. In other words, they resort to
"companyspeak," the tools of rhetoric they have been trained to use. In this
conversation with HBR, Robert McKee, the world's best-known screenwriting
lecturer, argues that executives can engage people in a much deeper--and
ultimately more convincing--way if they toss out their PowerPoint slides and
memos and learn to tell good
stories.
http://harvardbusinessonline.hbsp.harvard.edu/b01/en/common/item_detail.jhtml?id=R0306B |
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Putting your Company's Whole Brain to Work |
Innovate or fall behind:
The competitive imperative for virtually all businesses today is that
simple. Responding to that command is difficult, however, because innovation
takes place when different ideas, perceptions, and ways of processing and
judging information collide. And it often requires collaboration among
players who see the world differently. As a result, the conflict that should
take place constructively among ideas all too often ends up taking place
unproductively among people.
http://harvardbusinessonline.hbsp.harvard.edu/b01/en/common/item_detail.jhtml?id=97407 |
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Change the Way You Persuade |
You call a meeting to try
to convince your boss that your company needs to make an important move.
Your argument is impassioned, your logic unassailable, your data
bulletproof. Two weeks later, though, you learn that your brilliant proposal
has been tabled. What went wrong? It's likely the proposal wasn't
appropriately geared toward your boss's decision-making style, say
consultants Gary Williams and Robert Miller.
http://harvardbusinessonline.hbsp.harvard.edu/b01/en/common/item_detail.jhtml?id=R0205D |
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Harnessing the Science of Persuasion |
If leadership, at its most basic, consists of getting things done through
others, then persuasion is one of the leader's essential tools. Many
executives have assumed that this tool is beyond their grasp, available only
to the charismatic and the eloquent. Over the past several decades, though,
experimental psychologists have learned which methods reliably lead people
to concede, comply, or change. Their research shows that persuasion is
governed by several principles that can be taught and applied.
http://harvardbusinessonline.hbsp.harvard.edu/b01/en/common/item_detail.jhtml?id=R0109D |
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The Triune Brain |
The neurologist Paul MacLean has proposed
that our skull holds not one brain, but three, each representing a distinct
evolutionary stratum that has formed upon the older layer before it, like an
archaeological site. He calls it the "triune brain."
http://www.kheper.net/topics/intelligence/MacLean.htm
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Specialisation of the
Two Hemispheres |
There are two hemispheres in your brain,
the right and the left. At first glance, these hemispheres appear to be
mirror images of one another, but closer examination reveals that they are
highly specialised regions that serve differing functions.
http://www.p3.com.au/cgi-bin/think.html
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History of Sperry's Research |
The "split brain" was first discovered in
the laboratory by Roger Sperry and Ronald Meyers in the late 1950's .
Initially they began experimenting with cats, and later proceeded to study
monkeys. In 1961 the first human patient was subject to the split brain
surgery.
http://www.macalester.edu/~psych/whathap/UBNRP/Split_Brain/Pioneers.html
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The Necessary Art of
Persuasion |
Today employees don't just ask "What should I do?" They also ask "Why
should I do it?" This is where persuasion comes into play. It's often
perceived as a skill only for sales and deal closing - Just another form of
manipulation. But persuasion is much more than a selling technique, and it
represents the opposite of deception. Effective persuasion is a learning and
negotiation process for leading your colleagues to a shared solution
to a problem.
http://harvardbusinessonline.hbsp.harvard.edu/b02/en/common/item_detail.jhtml?id=4258
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Working With Emotional Intelligence |
Daniel Goleman reveals the skills that distinguish star performers in every
field, from entry level jobs to middle-level to top executive posts. The
book shows that the single most important factor is not IQ, advanced
degrees, or technical expertise, but the quality called “Emotional
Intelligence.” This book shows that we all possess the potential to improve
our emotional intelligence – at any stage in our careers, as individuals or
as team members in an organization.
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Persuasion & Influence - Foundations or Fifteen Minutes
into the Future |
Common words have special meanings in the social sciences. On the street
people use terms like "persuasion," "influence," and "attitude" all the time
and communicate effectively with them. Influence is our umbrella term. Any
time a source deliberately attempts to change a receiver's thoughts,
feelings, or behaviors, influence has occurred.
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