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The Science of Persuasion
If leadership consists of getting things done through others, then
persuasion is one of the leader’s essential tools. Many executives have assumed
that this tool is beyond their grasp, available only to the charismatic
(有魅力的)and the eloquent. Over the past several decades, though, experimental
psychologists have learned which methods reliably lead people to concede,
comply, or change. Their research shows that persuasion is governed by several
principles that can be taught and applied.
The first principle
is that people are more likely to follow someone who is similar to them than
someone who is not. Wise managers, then, ask peers to help make their cases.
Second, people are more wi
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There’s simple premise behind what
Larry Myers does for a living: If you can smell it, you can find it.
Myers is the founder of Auburn University’s Institute for Biological
Detection Systems, the main task of which is to chase the ultimate in detection
devices--an artificial nose.
For now, the subject of their
research is little more than a stack of gleaming chips tucked away in a
laboratory drawer. But soon, such a tool could be hanging from the belts of
police, arson(纵火)investigators and food-safety inspectors.
The
technology that they are working on would suggest quite reasonable that, within
three to five years, we’ll have some workable sensors ready to use. Such devices
might find wide use in places that attract terrorists. Police
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