They call their technique ‘Five Whys’”. They teach us how to answer, but not how to ask.”, “Extraverts, in other words, often stumble over themselves. Do they, while being served, become healthier, wiser, freer, more autonomous, more likely themselves to become servants?”, “If the person you’re selling to agrees to buy, will his or her life improve? “Upserving means doing more for the other person than he expects or you initially intended, taking the extra steps that transform a mundane interaction into a memorable experience”. “People often find potential more interesting than accomplishment because it’s more uncertain, the researchers argue”. Greenleaf on “servant leadership”: “The best test, and the most difficult to administer, is this: Do those served grow as persons? Irritation, he says, is ‘challenging people to do something that we want them to do’. After you’ve mimicked a little, try to be less conscious of what you’re doing. Wane. Daniel Pink is naast schrijver ook spreker en presentator van het televisieprogramma Crowd Control van National Geographic. Even in that weeklong ocean of rejection, you’ve still managed to stay afloat. “While we often assume that human beings are motivated mainly by self-interest, a stack of research has shown that all of us also do things for what social scientists call ‘prosocial’ or ‘self-transcending’ reasons. But their counterparts, who were more disposed to giving but who’d received the same letter, didn’t exactly wow researchers with their benevolence. “Ample research has shown that trying to add intrinsic motives on top of extrinsic ones often backfires”. Wait. When your interaction is over, will the world be a better place than when you began? You can do this through a regular e-mail or your own newsletter, or by using Facebook, Twitter, or LinkedIn. A few of us are introverts. But to move people fully and deeply requires something more—not looking at the student or the patient as a pawn on a chessboard but as a full participant in the game.”, “alongside the chairs in which his executives, marketing mavens, and software jockeys take their places, Bezos includes one more chair that remains empty. They can fail to strike the proper balance between asserting and holding back, which can be read as pushy and drive people away. Salespeople pick up the phone and call strangers; actors walk onto the stage in front of them. Analysts design. “Once we listen in this new, more intimate way, we begin hearing things we might have missed. “One way to reduce their sting [of rejection], and perhaps even avoid one altogether, is to preempt the rejecter by writing [a rejection] letter yourself. “In the Wall Street Game, 33 percent of participants cooperated and went free. Daniel Pink schrijft en schreef voor onder meer The New York Times, Harvard Business Review, Fast Company, Wired en Slate. And when people summon their own reasons for believing something, they endorse the belief more strongly and become more likely to act on it”. People were quite likely to “read emails that directly affected their work”. If you like To Sell Is Human, you may also enjoy the following books: Getting Things Done: The Art of Stress-Free Productivity by David Allen; Predictably Irrational: The Hidden Forces that Shape Our Decisions by Dan Ariely He has written six books, four of them New York Times bestsellers. “Those who’d heard the positive-inflected pitch were twice as likely to accept the deal as those who’d heard the negative one—even though the terms were identical”. January 16, 2015 ~ magzeen. The three-step process for curation (Kanter): Dan Pink’s six successors to the elevator pitch: After someone hears your pitch, ask yourself: “In those circumstances and many others, you’ll do better if you follow three essential rules of improvisational theater: (1) Hear offers. . “Human beings are natural mimickers. As you share, you’ll help others see their own situations in a new light and possibly reveal hidden problems that you can solve. This book, When , “unlocks the scientific secrets to good timing to help you flourish at work, at … The purpose is to offer something so compelling that it begins a conversation, brings the other person in as a participant, and eventually arrives at an outcome that appeals to both of you”. Yet when the researchers asked people, ‘In your opinion, do aphorisms that rhyme describe human behavior more accurately than those that do not rhyme? He had a cup for donations and beside it was a sign, handwritten on cardboard, that read: I AM BLIND. “The ultimate pitch for an era of short attention spans begins with a single word—and doesn’t go any further”. Make an annotated list of Web links or regularly maintain a blog. in Personal Growth on Alana’s Bibliophiling Cabinet. Being honest about the existence of a small blemish can enhance your offering’s true beauty”. Creators market.”, “A few of us are extraverts. In 16 lessons and three-and-a-half hours of video, you’ll learn how to pitch your idea, frame your message, bounce back from rejection, and much more. “Along with utility and curiosity is a third principle: specificity”. The result is a perceptive and practical book--one that will change how you see the world … ', and 'The ultimate freedom for creative groups is the freedom to experiment with new ideas. What if this is the worst decision of my life? The three key steps to strategic mimicry: “When something bad occurs, ask yourself three questions—and come up with an intelligent way to answer each one “no”: The following five frames can be useful in providing clarity to those you hope to move. (Senay, Albarracín and Noguchi, 2010). What if the unthinkable happens? But in the Community Game, 66 percent reached that mutually beneficial result”. “The purpose of a pitch isn’t necessarily to move others immediately to adopt your idea. As he did in Drive and A Whole New Mind , Daniel H. Pink draws on a rich trove of social science for his counterintuitive insights. ‘The core logic is that when individuals encounter weak negative information after already having received positive information, the weak negative information ironically highlights or increases the salience of the positive information”. 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