Quotes

Managing Up, Page 084

All human behavior stems from some inner drive, want or need. The more you can figure out what the inner driver is, the better you can align your strategy to meet that need.

The Speed of Trust, Page 84

…keep in mind that people typically judge us – and we judge them – based on observable behavior.

The Advantage, Page 84

…an organization’s reason for existence, its purpose, has to be true. It must be based on the real motivations of the people who founded or are running the organization…

Think Again, Page 84

Studies…suggest that dissatisfaction promotes creativity only when people feel committed and supported – and that cultural misfits are most likely to add value when they have strong bonds with their colleagues.

Never Split the Difference, Page 84

…everyone on you meet is driven by two primal urges: the need to feel safe and secure, and the need to feel in control. If you satisfy those drives, you’re in the door.

Off Balance, Page 84

Knowing how to balance various activities in our life to produce the maximum flow of energy is perhaps the most important skill any of us can learn and develop.

Working Identity, Page 084

Far into our careers, we can remain the victims of other people’s values and expectations.

Tiny Habits, Page 84

If a behavior frustrates you, it will not become a habit.

Influence, Page 84

We like people who are like us.

Managing Up, Page 084

When we come from a place of curiosity we expand our range of possibility.