Influence

Real Influence – Part 2

By: Jim Bruce
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This week’s Tuesday Reading “Real Influence,” from the title of Mark Goulston and John Ullmen’s book “Real Influence:  Persuade Without Pushing and Gain Without Giving In,” is a continuation of the reading begun last week.  Goulston is a business psychiatrist, executive coach and cofounder of Heartfelt Leadership.  Ullmen oversees the website MotivationRules.com and teaches at the UCLA Anderson School of Management.  This reading is drawn from four HBR blog posts from the two authors.

Real Influence – Part 1

By: Jim Bruce
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I’ve titled this week’s Tuesday Reading “Real Influence” from the title of Mark Goulston and John Ullmen’s book “Real Influence:  Persuade Without Pushing and Gain Without Giving In.”  Goulston is a business psychiatrist, executive coach and cofounder of Heartfelt Leadership.  Ullmen oversees the website MotivationRules.com and teaches at the UCLA Anderson School of Management.  This reading is drawn from four HBR blog posts from the two authors.

Schmooze or Lose: How the Lost Art of Negotiation Led to a Shutdown

By: Jim Bruce
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Jack and Suzy Welch say it simply:  “You have to schmooze.”  They point out that you must schmooze early and often, well before you need the relationship.  In today’s reading “Schmooze or Lose:  How the Lost Art of Negotiation Led to a Shutdown”, which first appeared in Linkedin, they note that building relationships is what you must do all the time.  “It has to be a massive part of your job.”  You just have to spend time walking around, having coffee, sitting an

Building Leadership Communities - Examples from the Field

By: Greg Anderson
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It is a fundamental principle that leadership in today’s higher education environment must be collective, concurrent, and collaborative.  To make that happen, campuses need to create, nurture, and sustain communities in which leaders at all levels can be successful. On day three of the 2013 MOR IT Leaders conference, the morning session focused on building and sustaining leadership communities. Stanford University, the University of Iowa, and the University of Minnesota each described their approach to building these vitally important community environments.  

The Principles of Persuasion

By: Jim Bruce
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We each hope that decisions are carefully made based on all of the information that is available.  Unfortunately, that is not the case, particularly in our increasingly overloaded environment.  In this twelve minute animation, Robert Caldini, one of the thought leaders in the areas of influence and persuasion, and his colleague Steve Martin illustrate six principles of persuasion identified by their research.  The contention is that understanding these shortcuts and applying them in an ethical manner can significantly increase chances

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