Deeds, Not Words

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OLYMPUS DIGITAL CAMERAIf you think that title might sound heretical coming from a wordsmith, just wait ‘til you read the rest of this column.

Say what you will about former Buffalo Bills coach Doug Marrone (I never thought he was cut out for the job), but he did leave one indelible mark in my brain: “Don’t confuse effort with results.” This was one of the bromides that he posted on the walls of the Ralph Wilson Fieldhouse for all his players (and Bills fans) to stare at. In a nutshell, it’s what Yoda told Luke Skywalker in The Empire Strikes Back: “Do or do not, there is no try.”

We’re all told to try our best. That’s fine. But we need to accept that it’s not good enough. When you try something, the result is you either succeed or fail. That’s all there is to it. There is Continue Reading “Deeds, Not Words”

The Dark Side: A Review of Yes! 50 Scientifically Proven Ways to Be Persuasive by Robert B. Cialdini et al

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Luke: …Is the Dark Side stronger?
Yoda: No, no, no. Quicker, easier, more seductive.
Luke: But how am I to know the good side from the bad?
Yoda: You will know… when you are calm, at peace, passive. A Jedi uses the Force for knowledge and defense, never for attack.

In his first book, Robert Cialdini, psychology-professor-turned-marketing-guru wrote of his desire to learn “How to Say No” to itinerant marketers, aggressive solicitors and various other ne’er-do-wells. As a result, (and as I explain in my review of Influence: The Psychology of Persuasion), Cialdini goes out of his way to show readers why we say “yes” when don’t want to and how to say “no” when we should. Furthermore, in his follow-up book (see my review of Influence: Science and Practice) Cialdini extends his discussion of the six principals of persuasion to specifically include Continue Reading “The Dark Side: A Review of Yes! 50 Scientifically Proven Ways to Be Persuasive by Robert B. Cialdini et al”