Category: Communication & Influence
Getting heard, getting understood, and getting people to move. Listening, feedback, difficult conversations, persuasion and the reasons the same words land from one person and bounce from another.
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Sludge: When Nudging is Nefarious
Sludge is the name given to the act of using nudge theory to achieve dubious objectives. Sludge Nudging is often used to help people achieve better outcomes, e.g. eating more healthily, it can just as easily be used for self-serving ends. When it is used this way it is sludge. It is […]
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Enterprise Social Networks: What Are They?
Enterprise Social Networks (ESNs) are private, internal communication platforms used by organisations to improve information flow, engagement and the sense of community. They aim to be “Facebook for work” and include collaboration tools. Enterprise Social Networks “Enterprise Social Network” is the name given to certain communication and collaboration platforms used by organisations. […]
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Reinforcement Theory In The World Of Work
Reinforcement theory says that the outcomes we experience as a result of our actions and behaviors affect how we behave in the future. When actions result in positive outcomes, we do more of them. When they result in negative outcomes, we do less of them. Reinforcement Theory Reinforcement theory says that the […]
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The Hook Model of Behavioral Design: A Simple Summary
The hook model of behavioral design is a framework for designing addictive products. It is closely related to the habit loop. It describes a cyclical, four stage process for designing addictive products. The stages are: trigger, action, variable reward and investment. When built into produces these stages drive user engagement and lead […]
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Cialdini’s 6 Principles of Persuasion: A Simple Summary
Cialdini’s 6 Principles of Persuasion are reciprocity, scarcity, authority, commitment and consistency, liking and consensus. By understanding these rules, you can use them to persuade and influence others. Of course, doing so isn’t always an ethical thing to do. Cialdini’s Six Principles of Persuasion Robert Cialdini published his book “Influence: The Psychology […]
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Nudge Theory in the World of Work
Nudging is the process of influencing behaviors through minor changes to information or decision structures. It’s possible to use nudge theory in the world of work to achieve a wide range of goals. Nudge Theory in the World of Work Nudging obviously has a role to play in the wider world, but […]
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Personal Branding Activity and Simple Introduction
Personal branding is the practice of marketing and presenting yourself as a brand. The purpose is to ensure that those may work with you know what they’re “buying”. Designing and shaping your brand through a personal branding activity may help you progress at work. Personal Brand A personal brand is what someone […]
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The Five Dimensions of Trust in Sales: A Simple Summary
Sales environments can be different to other environments in that there may be little time to establish trust. The five dimension of trust in sales are: customer orientation, selling orientation, expertise, likeability and dependability. Five Dimensions of Trust in Sales The concept behind most trust models is that there are specific traits […]
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The Trust Equation: A Simple Summary
The trust equation says an individual’s trustworthiness is equal to their credibility, reliability and intimacy, all divided by their level of self-orientation. Individuals can develop their trustworthiness by addressing these underlying trust factors. The Trust Equation The Trust Equation (by Charles Green) is probably our favorite model of trust. It details four […]
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Six Facets of Effective Listening For Better Connection
The six facets of effective listening are key skills associated with personal sales, but which are helpful in many areas of life. They are: pay attention, monitor non-verbal communication, paraphrase and repeat, make no assumptions, encourage to talk and visualize. Six Facets of Effective Listening The six facets of effective listening are […]
