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Mary Marvel, the world's mightiest girl, Marvel Comics, illustrator Jack Binder, 1941 (Source: Wikimedia Commons)

Priming Power to Influence and Persuade

Idea posted: December 2013
  • Learning & Behaviour

New research confirms that simply remembering a personal experience with power can increase a person’s appearance of confidence, command and persuasiveness in either the written form or a face-to-face meeting. The researchers focused on job application and interview settings, but the findings can easily apply to a variety of situations.

Idea #289
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The Wanderer above the Sea of Fog, Caspar David Friedrich, 1818, Kunsthalle, Hamburg

Body Language: Power Poses That Get Lost in Translation

Idea posted: December 2013
  • CSR & Governance
  • Leadership & Change
  • Learning & Behaviour
  • Marketing

Expansive postures and gestures — leaning forward, standing tall with arms outstretched, etc — are considered part of the ‘body language’ of power. They make the ‘actor’ feel more positive and focused and they communicate confidence and authority to the observer. But not all of them ‘travel well’ or cross cultural boundaries. Recent research suggests leaders should stop and think before striking a ‘powerful pose’.

Idea #278
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Napoleon's retreat from Moscow, Adolph Northen (1828–1876)

Power Reduces Awareness of Constraints

Idea posted: December 2013
  • Leadership & Change

Whether imagining the future or reviewing the past, powerful people are consistently less aware of constraints and obstacles than the less powerful. This lack of constraint awareness explains their inhibition in attacking daunting goals and projects, but can also make them somewhat reckless and risk-taking.

Idea #279
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1940's advert for Mum antiperspirant (Source: The Smithsonian.com)

Ethical Lapses in Negotiations – A Male Tendency

Idea posted: September 2013
  • CSR & Governance
  • Leadership & Change
  • Learning & Behaviour
  • Operations

Do women act more ethically than men? According to this Idea, yes they do, particularly during negotiations; men tend to be more pragmatic in their ethical reasoning at the bargaining table than women, especially when they feel like their masculinity is being threatened. 

Idea #210
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Business people negotiating

Precise First Offers in Negotiations Vs Rounding

Idea posted: June 2013
  • Marketing
  • Operations

Negotiators will typically use round numbers in their first offers. Research from Columbia Business School shows, however, that beginning with precise rather than rounded numbers gives negotiators, whether buyers or sellers, an edge.

Idea #153
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Angry Wikipe-tan (Source: Wikimedia Commons)

Using Anger in Negotiations - Real and Fake

Idea posted: May 2013
  • Leadership & Change
  • Operations

Previous studies indicated that in negotiations, the anger of one party would lead to concessions from the other party. New research shows, however, that there is a difference between real anger and feigned anger. While real anger might be effective in negotiations — causing the other party to think of the negotiator as tough and less likely to make concessions — new research reveals that faked anger will actually backfire. The reason being that counterparts in the negotiation see through the feigned emotion, lose their trust in the good faith and sincerity of the negotiators, and thus

Idea #209
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