Have you ever been mesmerized? It happens all the time. To everyone. It’s like when you look at one of those pictures with all these tantalizing shapes. They dazzle your eyes, preventing you from seeing the real picture hidden within. That’s what being mesmerized is like. And you don’t even know it’s happening.
Several years ago I found myself in San Antonio to make a presentation about how research in behavioral finance identifies useful techniques to help people save for their retirement. A fellow came up to me. He had read my book 401(k) Fiduciary Solutions and told me he felt every professional should read it. Then he asked the question no author ever wants to answer: “So, how is your book selling?”
I didn’t know the best way to respond, so all I said was the coy, “I’d like sales to be better.”
Then he told me something fascinating, something I had never heard before. He revealed Continue Reading “How to Protect Yourself From Being Hypnotized Without Knowing It”
The Art and Science of Influence and Leadership (Part I: The Science)
Office of War Information, Public domain, via Wikimedia Commons
Influence, the last of the three leader traits to be researched, stands out as the most practical measure of successful leadership. Be warned, though. Just as obedience to authority contains a dark side, so, too, do the methods of influence.
Scott Adams, creator of the comic strip Dilbert and renowned persuasion expert, calls behavioral psychologist Robert Cialdini the “Godzilla” of persuasion. Cialdini’s research, compiled in various books, lays out in simple language six different ways to influence people.
In his website, Cialdini states, “It is through the influence process that we lead, generate, and manage change. Like most things, the process can be handled poorly or well. It can be employed to foster growth and to move people away from negative choices and in more positive directions, thereby creating the conditions for Continue Reading “The Art and Science of Influence and Leadership (Part I: The Science)”