The Three Don'ts of Persuasion

Persuading people to believe in your idea is a critical leadership skill. But too many managers don't know how. Here are three things to try next time you need to gain consensus or secure a deal:
Don't make the hard sell. Setting out a strong position at the start gives opponents something to fight. It's better to present your position with reserve, so you can adjust it if needed.
Don't resist compromise. Compromise is not surrender. People want to see that you are flexible enough to respond to their concerns and incorporate their perspectives.
Don't assume it's a one-shot deal. Persuasion is a process. You'll rarely arrive at a solution on the first try. Listen, test your position, and then refine it based on the group's input.

Management Tip of the Day: Put an End to Procrastination

To procrastinate may be human but it's not very rewarding. If putting off tasks is hindering your performance or making you unhappy, try these three things: Identify what you put off. When you find yourself ignoring or delaying a task, ask yourself why. Knowing what you tend to delay can help break the cycle and prevent future procrastination. Set deadlines. Break up tasks into smaller chunks and then create a schedule with clear due dates for each part. Increase the rewards. Tasks with rewards far in the future are easy to put off. To make a task feel more immediate, focus on the short-term rewards. If there aren't any, insert your own. Treat yourself to a coffee break or a quick chat with a co-worker once you've finished a task.

The Daily Stat: If You Say I'm Special, I'll Buy

In an experiment that provided participants with an opportunity to buy a discounted coffee mug, those who were told they had been randomly selected to get the discount were 3 times more likely to want to buy than people who believed everyone got the discount. Researchers Jerry M. Burger and David F. Caldwell of Santa Clara University say such "special" opportunities may be appealing because people's self-esteem is tied to factors that distinguish them from the crowd.

3 Types of Networks You Need

3 Types of Networks You Need

The old adage "It's not what you know, it's who you know" is truer than ever in today's organizations. But how do you know whom to know? Here are three types of networks it pays to have:

Personal support. Form relationships with people who help you get back on track during a bad day. These may be friends or colleagues with whom you can just be yourself.

Purpose. Include in your network bosses and customers who validate your work, and family members and other stakeholders who remind you that your work has a broader meaning.

Work/life balance. Seek out people who will hold you accountable for activities that improve your physical health, mental engagement, or spiritual well-being.

Management Tip of the Day: 3 Networking Traps to Avoid

Not all networking is created equally. In fact, developing certain kinds of networks can impair your career rather than bolster it. Here are three networking personas to avoid: The biased leader. Don't solely rely on advisers who are similar to you. They only reinforce your biases. Look for people who have different backgrounds or values and will encourage you to make more informed decisions. The superficial networker. A common networking mistake is to engage in surface-level interaction with as many people as possible. A bigger network is not a better one. Be sure your relationships have depth. The chameleon. Don't change your interests, values, and personality to match those of whomever you're talking to. You'll end up more disconnected than when you started. Be true to who you are.

内在财富决定外在财富

http://cn.wsj.com/gb/20110923/LJN075151.asp


我专注于精神财富。──约翰•坦普顿 

2

000年7月，我因故避居于哈佛大学。一天，我接到《投资者商务日报》（Investor’s Business Daily，IBD）驻华盛顿记者站站长Brian Mitchell先生打来的电话，说他想写一篇关于“白璧德与中国”的报道，要我谈谈如何看待白璧德对中国的影响。白璧德这个名字，对今天的中国人来说，尤其对中国的投资者而言，相对陌生。但是，对上个世纪初的中国思想文化界来说，可以说是大名鼎鼎。欧文•白璧德（Irving Babbitt，1865─1933），在哈佛大学终身任教，是那个时代美国正统保守主义的思想领袖和主要代言人。

白璧德与中国有着一份不解的渊源。上个世纪二、三十年的中国思想文化界，基本上被两位美国思想家在中国的代理人所瓜分，而且两派之间发生了一场持续的论战。一边是哥伦比亚大学的杜威在中国的代理人胡适与新文化派，一边是哈佛大学的白璧德在中国的代理人梅光迪、吴宓与学衡派。学衡派信奉白璧德，如同胡适的新文化派之膜拜杜威。

白璧德的一些中国弟子们在中国结成了著名的学衡派。他们主办的《学衡》杂志把白璧德的思想传入中国。梅光迪、吴宓、林语堂、梁实秋都曾受教于白璧德门下，并深受其影响。据《吴宓日记》记载，当时正在哈佛大学游学的陈寅恪，曾由吴宓引见，与白璧德有过交流。而陈寅恪的思想带有明显的保守主义特征，这使得白璧德的文化保守主义也在中国现代思想脉络中留下了抹之不去的印痕。

比较起来，白璧德是信宗教的学者，杜威是个信科学的学者。白璧德有信仰、很传统、重道德、很人文；杜威轻视主义，重视问题，很科学、无信仰，世俗而唯物。白璧德认可看不见的超验法则，杜威认可看得见的科学实验。在这场交战，杜威的思想最终取胜。用那位记者的话说，杜威的胜利为后来反信仰的唯物主义的胜利铺平了道路。当然，也为埋藏资本市场和投资铺平了道路。螳螂捕蝉，黄雀在后。在上个世纪的中国，杜威战胜了白璧德，而马克思战胜了杜威。

采访结束，我放下电话，心里却产生了一连串的疑问。我是一位保守主义者，当然很喜欢白璧德的思想。可是，白璧德似乎是与投资者相距最远的人。《投资者商务日报》是证券投资家威廉•奥尼尔（亦称欧奈尔，William O’Neil,《证券投资二十四堂课》、《笑傲股市》的作者，CAN SLIM 投资战略的发明者）创办的一份专为投资者服务的特色专业媒体（Investors.com）。为什么《投资者商务日报》要关心这个话题？不仅如此，还要关心白璧德对中国的影响？我带着这些问题，等待答案自己到来。

我有一个爱好，开车从不听任何电台，而是边开车边听英语语音书。这样，开车也是阅读的继续，而且不消费视力。在我听完了美裔英籍投资大师坦普顿爵士（亦称邓普顿，Sir John Tempelton，1912-2008）的《内在财富的法则：精神与物质富足的原理》（The Laws of Inner Wealth: Principles for Spiritual and Material Abundance）之后，对上述问题的答案就自己浮现出来了。

作为在投资界声名卓著的过来人，坦普顿认为，一个人靠投资取得的财富，是由这个人的内在财富决定的。如果一个人没有内在财富，就算靠运气获得意外之财，也难以守住。想要积累外在的财富，必须先积累内在的财富；要致力于获得外在的财富，必须先获得内在的财富。获得内在的财富是有章法（laws）可循的。获得内在财富的方法，就是获得外在财富的方法。真正的投资者就像一个拾金者，他拾捡的是他内在的财富。他内在的财富越多，他拾到的外在财富就越多。

坦普顿爵士的这个理路完全是保守主义理解世界与事物的理路。就像我们所看到的那些物理法则一样，世界，包括人类和人类事物，是受一些恒久不变的法则支配的。人类不仅受外在的物理法则的支配，而且受内在的精神法则的支配。这些法则不是君王、投资者等凡人制定的，而是先天自在的，独立于所有人的意志的。人所能做的，不是自行制定或重写这些法则，而是去努力发现并遵循这些法则。白璧德所致力于的是揭示内在生活的真理，坦普顿所致力于的是揭示内在财富的法则。他们都很重视精神的力量，认为精神的法则无比重要。

坦普顿爵士还使用了一个特别的概念：精神红利（spiritual dividends）。精神红利来自一个人的精神财富。对投资者而言，精神红利有两种类型。一种是内在的红利，是对灵魂的回报（dividends in the soul），这种红利表现为你热爱你所从事的获得内在财富的工作；还表现为，你因为具有内在的财富而获得心灵上的安宁（peace of mind）。而精神红利的外在表现是奖励与你的内在精神财富相匹配的外在的物质财富。

在坦普顿看来，所谓投资，就是发现并遵从内在财富的法则，积累你的内在财富，适当的时候，打开你的精神财富的水龙头，你的物质财富将汨汨流出源源不断，并成就你的卓越和你的生命！因为你的内在财富决定了你的外在财富。

（作者刘军宁，北京大学政治学博士，中国文化研究所研究员，著有《保守主义》、《共和·民主·宪政》、《权力现象》等。文中所述仅代表他个人观点，您可以通过新浪微博与作者联系。）

Management Tip of the Day: 3 Ways to Build Confidence

Few people succeed in business without self-assurance. But, everyone has bouts of insecurity from time to time. Here are three ways you can bolster your confidence: Be honest. Know what you're good at and what you still need to learn. With an accurate assessment of your abilities you can tell the difference between self-doubt and lack of skill. Practice. If there's a job or task that you're worried about, practice doing it. Preparation builds both skill  and confidence. Embrace new opportunities. Playing to your strengths is smart, but not if it means you don't try new things. Conquer fresh challenges to remind yourself what you are capable of.