Credibility + Likability
Mike and I have written a lot about body language and perception. Check out our book Axis of Influence for lots of rich intel on this subject. While you're at it, check out Harvard Social Psychologist Amy Cuddy. Amy's research on body language reveals that we can change other people’s perceptions — and even our own body chemistry — simply […]
Social media makes it easy for everyone to talk, but I can't help but wonder if it's effecting our ability to listen. I recently found myself stressing over not being "out there" enough – not doing regular blog posts and tweets, not getting Likes for our Facebook page, not participating in Linked In group discussions, never mind the day-to-day responsibilities of […]
According to an article in Harvard Business Review: "Most marketing and sales efforts focus on the wrong messaging and therefore do not stimulate the correct part of a prospect's brain. This idea is supported by Forrester Research, which found that 65% of high-level decision makers give their business to the company that creates the 'buying vision.'" The "buying vision" is […]
Pam's favorite researcher Alexander Todorov in conjunction with fellow Princeton researcher Nikolaas Oosterhof, have developed a computer program that allows scientists to analyze better than ever before what it is about certain human faces that makes them look either trustworthy or fearsome. In doing so, they have also found that the program allows them to construct computer-generated faces that display the most […]
Last week I was interviewed by Sandra Fish for a Washington Post article called GOP’s Primary Problem: Would you want to have a beer with any of these guys? Although honored by the request and thrilled with the resulting article, I kept wanting to say, “Yeah but…don’t forget the Credibility side of the equation.” Is Likability important? Yes, of course […]
What exactly makes a person likable? One of the things we learned when researching Likeability is that there are five basic truths. We refer to these as the Likeability Principles. They are: We like people who are similar to us in some way (Similarity) We like people who are familiar to us (Familiarity) We like people who like us (Reciprocity). We […]
Politicians are like corporations in that they have an identity they want to popularize. What most corporations and politicians fail to recognize is that they also popularize their “hidden identity,” through their messages.
Politicians from any party are practiced actors. Most know how to charm you without opening their mouths. And, that’s important, because as soon as you hear their messages, you could see a totally different person.
Connie Dieken penned an interesting post on influence versus persuasion. Actually the post, titled The Top Influencers Alive: 10 Breakout Influencers of 2011 focuses on Dieken’s Top 10 List, but what is equally intriguing is her definition of Influence. Having worked in the “influence” space for many years now, I know how difficult it is to define things like this – […]
Highly placed professionals do not appreciate being approached by people they see as having a lower grade or rank. And, they really resent lower-level people giving them advice. We also found a simple solution that often works really well.