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…what qualifies people to be called ‘leaders’ is their capacity to influence others to change their behavior in order to achieve important results.

If there’s a chance that the very process of measuring results might drive the wrong behavior, then be sure to faithfully measure the actions you need to produce those results as well.

…when people predict that their actions will lead to catastrophic results, these failure stories lead to self-defeating behavior.

…all incentives that are immediately linked to vital behaviors can yield amazing results with some of the world’s most difficult problems.

Don’t wait until people achieve phenomenal results. Instead, reward small improvement in behavior.

It is useful to remember… that neglecting valid stereotypes inevitably results in suboptimal judgments.

Almost all unplanned buying is a result of touching, hearing, smelling or tasting something on the premises of a store…

…a range of studies show that the best judgment and problem solving incorporates emotion. In fact, if emotion is entirely ignored in the decision-making equation, the results can be surprisingly harmful.

…command and control management – which uses dominance to get results – is on its way out. A relational leadership style has emotional and financial benefits.

Employees should be able to look at themselves in the mirror and feel strongly that they matter to the organization, that they contribute in significant ways, that their absence would significantly hurt its results.