As a leader in a professional service firm, you’re all about business development. You know your market, you understand how your clients think, and you recognize how valuable your services are to them. But you can’t be...
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In Robert Cialdini’s book, Influence: Science and Practice, he analyzes the psychological impact of the word “because” on listeners. In 1978, Ellen Langer, a psychologist and researcher from Harvard University, performed a simple experiment on the word “because.”
The subject was...
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