- Napoleon Bonaparte

Persuasion is often the tool that makes the difference in selling an idea, in conducting a project or simply the conviction which movie your class will see in the movies.

The book Yes! 50 Scientifically Proven Ways to Be Persuasive (my translation totally free: Yes 50 scientifically proven ways to be persuasive), written by Dr. Noah Goldstein, Steve Martin and Robert Cialdini shows how to be more efficient in this art.

On a flight to London, Steve shared with Guy Kawasaki the five best ways to be persuasive. Read below:

1. Be the first to give. Studies show that we are more easily persuaded when someone offers us something before. We are more open to help a colleague at work when he helped us in something before. We are kinder smiled when the other person.
2. Do not offer many alternatives. Is the number of products or design choices, we frustrate many possibilities. Many end up confusing options and decrease the willingness to make or adhere to any idea.
3. Argue against his own interest. Trust is a fundamental fact in persuasion. The surest way to be understood as an honest person to admit is a little weakness in his argument, product or business before reporting the strongest point.
4. Losses are more persuasive than the gains. Instead of telling your audience what they will gain from your product or service, research shows that people are more strongly persuaded if you show them what they lose in not adopting the your idea. In 2003, Oldsmbile increased sales even with the company investing less in advertising and design of new improvements. How? General Motors decided to stop manufacturing it due to low sales. As a result, people began searching the car even more, because the news that he's no longer available. Customers do not want to lose the model.
5. Make people feel they are already taking to achieve the goal. A car wash has doubled the number of customers to change their offer of "buy and earn an 8 washes" to "buy 10 washes, a win and we will credit you two ".

In the book, the authors show that persuasion is a science and that can be learned. It is not a skill that few are born. The research generated a set of rules where you can learn to be a more ethical and efficient in persuasion.

Discover how persuasive you are doing research for 5 min in www.myyesscore.com .

I'm sure you'll learn a lot about yourself and more consciously use this skill.

Source: American Express Open Forum .

- Lao-Tse .

Pedrinho (nests could be) comes to work. Open the door by removing the headphones from your iPod, greets everyone and goes to your computer. Take a look at your emails and Facebook, connect the Twitter account, visit some sites of interest, responds to a good day on MSN. Just to see if there was something new, because I was doing it all on your smartphone.

Leading this new generation, represented by Pedrinho (or nests), which is coming to market is a challenge. In fact, ancient challenge, because we know that the current generation always criticize the successor. The so-called Generation Y (born after 1980) was born connected, it grew up with access to a very advanced technology. They are criticized for being dispersed, lightly committed, doubters and slackers. But since they correspond to 20% of leadership positions in major Brazilian companies.

They can do several things at once, receiving the nickname multitasks. They want and like to work, but the work is not your life. Children of Generation X, which prioritized the work in relation to family and friends, do not want to repeat the example that they had at home.

It has been created and nurtured by many stimuli. Attend many cultural events and shows great. The game has a constant presence in their routines.

At the same time they are having a career ladder faster than the previous generation, take longer to leave the parental home. They want self-actualization, but yearn for independence.

They like to work as a team, valuing it more than generation X. They are developed for collaborative interacting on blogs, expressing his opinion often.

In this context, need leadership that is inspiring, legitimate and ethical. It is necessary to be stimulated constantly and consistently. Like good conversation and the leader needs to stimulate the chat. They want to learn, but enjoy teaching.

What can you do? Here are some suggestions:

• Try to find out what Pedrinho like. Stay tuned to your tastes.
• I do so find out what moves you. Converse, help you to discover your life purpose and help you to accomplish it, aligning it with the personal goals of the Unit.
• Exercise a leadership relationship more horizontal, being easily accessible. Listen to him a lot and give feedback constantly.
• Encourage them to make network projects. Actions or loyalty marketing in conjunction with other units, for example, are a good choice.
• Let things very clear. Generation Y has the same initiative of Generation X.
• Set well what the role of Pedrinho, establishing a practical way what are its limits, it was born with an inability to perceive them. In this environment, he will feel safe and supported to exercise all your creativity.
• Anxiety is a constant in the life of Peter. Always tell him how is its performance.

Noting these points, Pedrinho (or nests) can make the most of yourself and you above 30 can exert a more effective leadership. Times change, may be turbulent and uncertain, but who learns and strives to lead well always captivate. This is key to having better results. And also to have a good working relationship with Pedrinho (or the nests).

- Harry Truman , 33rd President of the United States.

Anyone who resents and fights for everything and anything, is the bearer of an inferiority complex. DeRose

I just returned from a season of six weeks in New York. One of the things that impressed me most is that people ask permission, deculpas and say thanks for everything, but for all the same.

Near where I stayed (the place where I felt so well that he called home), there was a grocery store I went to 24 for small purchases. As the Christmas season was approaching, they began to sell the trees to be decorated, that there are natural. Were exposed on the outside, occupying a part of the sidewalk, which limited the passage of a person and half a time.

Empire State Building seen from Top of the Rock. Photo: Nilzo Andrade Jr.

Whenever someone shared with me the ride tight, apologized. Not to have touched me or done anything to justify the request. It was disturbing because, in a certain way, the free path of the other. If we were talking on the street, occupying the sidewalk, and someone needs to get through, would excuse or apology. If I turned back and someone was blocking my way (!), Apologize again. If someone needs to go through your freight while researching something in the supermarket, asked permission. And the most beautiful, without being subservient. All winning with poise and polite.

Today I went to the market near my home in Curitiba. I live in a neighborhood very well, which means that people who attend this type of establishment are a good cultural level. The regulars pushed me, cut the front and blocked the passage. You know how many apologies, and thank you license? No. Lack of education? No, they are individuals who have access to good schools.

When I read an article today DeRose , came an insight. We Brazilians have an inferiority complex. He keeps us from being polished. He makes us aggressive and insolent when walking on the sidewalk, by occupying the platitudes and also driving. We were colonized and still not get rid of this feeling. For us, apologize, and thank license is an act of kneeling. We are educated to be lower than with people.

Of course there are exceptions, you may think. But it would be nice if the exception was the opposite?

We are at a historic moment in our political and economic projection is leading us to the level of great savings. Next year, we will contribute to raise the average global GDP growth. Studies show that we will be the third world economy in 2050. It will be so beautiful if we can be all that the world using the words thank you, excuse me and excuse me.

Excuse me, now I'll eat my rice and beans with French fries . After all, I love this country.

In 1513, the city of Florence, Italy, was published a very influential book. This work spanned the centuries and continues today. It's called The Prince, Machiavelli. Far name of prejudice generated by the author, can take many practical lessons for our lives.

At that time, Lorenzo asked his secretary, Machiavelli, who wrote a treatise which was described knowledge of the actions of great men. The content just influencing the new paradigms of political activity since then. Broadening the horizon, we can apply the knowledge in our day to day. Every leader, if you have not read, you end up reading this book.

Machiavelli cites that for a person to succeed, you need three things: virtu, fortune and Occasione. Virtue is the quality of man that enables him to perform great works and deeds. We can also understand it as the human power to make changes and track events. It is the inner motivation, willpower which induces men, individually or in groups, face fortune. It is perceived as random, the course of history, blind fate, fatalism, natural necessity.

Virtu and fortune are like two poles between which unfolds our destiny shares. The man of action will be the bridge that mediate virtu and fortune. When we start a project, half of the shares of the leader is determind by fortune and half by virtue. The proposed change of Machiavelli is that balance in favor of virtue. Acts and things begin to happen.

Breaking this balance requires to be more daring than prudent. We must rid ourselves of our fears and beliefs that prevent action. That way, you will be more attentive and not let escape the occasion, the link between wealth and virtue.

The key to wealth is in the opportunity (Occasione). Machiavelli cites: "Looking at his life and his deeds, we see that owed nothing (men of great deeds) to luck, unless the opportunity. Without this opportunity, their values ​​would not have been available, and without them, the opportunity would have been in vain. "

Think about this concept. Take action. Make it happen. The opportunities are there and only when you know where they are going to become clear.

It's really an art postpone gratification. According to Joachim de Posada , this is the main factor for success.

A professor of Stanford made ​​the following experiment: a 4 year old was left alone in a room with a marshmallow. The Prince was the challenge of going without food delicacy for 15 min. Upon returning to the room, the teacher would give sweet one second if the goal was achieved.

What they observed that two out of three children ate the marshmallow before the return of the teacher. The other third would take the desired object and smelled, walked around, showed anxiety, played with other things, but not eating.

As part of this experiment, the teacher noted, 15 years after that 100% of children who could not wait to eat the marshmallow were more successful in their attempts than those who ate it. They had good performance in school and in sports, get along with parents, friends and teachers.

Since most children who could not wait had problems in school or even abandoned. They had bad grades and not so healthy relationships.

In the video below, you can see the repetition of the experiment made with Colombian children conducted by Joachim de Posada. It's hilarious to see the children's behavior to meet the challenge. You will laugh!

To learn more, read the book Do not Eat the Marshmallow ... Yet , where Joachim explains the importance of self-discipline and persistence to achieve success.

This is the Passion, who is in Itaim in Sao Paulo, because Aunt Zilda is fictitious.

Many times we are in doubt as to call the attention of some subordinate. It is a very common question, which only invalidates the experience.

To help tell the story below, based on a story repeated by DeRose whenever you want to train professionals who teach their method, which I am a proud representative.

Aunt Zilda was the owner of a home cooking restaurant in the center of a big city. It was a simple place, with tables and iron chairs, towels with rubber stamps, fruit, snack and fans up to half of the wall tiles. At lunchtime, workers and ordinary people were lining up to eat the dish made ​​the day. In addition, she blew deliver some pots in the region, it was so tasty food. Even some big business had brought her food.

With many extra pounds, some more wrinkles and gray hair, skin pale and strong brown eyes, Aunt Zilda treated everyone with kindness. As even an aunt. Many said that, rather than for food, went there for her. Firm, strong, caring. He gave up scolding the customers who asked for credit, because with it did not have this kind of talk. But I loved telling stories, very funny about his past on the farm. She was captivating.

It was she who hired all the helpers. Kitchen and buffet, as she called it. To them, she was a mother. I pretended I had not seen the small errors in the end many were very young and were learning to work. But if they made ​​a mistake or worse than angry customers, then yes she was a beast. And woe to those who came late. England did not know, but his punctuality was British.

One day, Nelson made ​​one of those. He was serving a dish for a customer, when let out a sneeze over the food. Zilda aunt saw it and was possessed. Looking fimemente for Nelson, at the same time with a smile that only aunts have approached him and said: "Nelson, my son! (All were for her children), Auntie Zilda saw what you did. I do not want that to happen again so as you food contaminated with microbes of the customer. I knew he could get sick from that! In a next time, Aunt Zilda going to be tougher on you. If this continues, you're on the street. Got it, my son? Oh, and try to throw this food away and wash the dishes. "

The Nelson did not know I could not sneeze over the food, after all he did was so at home and nobody said anything. But Aunt Zilda explained so brotherly that he understood at the time. Embarrassed, he looked at Aunt Zilda eyebrows down and said, "Sorry, Aunt. That will not happen anymore. "

And so it went. Nelson continued perfecting, despite some quarrel here and there. But he was treated with respect, as he had never been treated. Aunt Zilda for him was not an aunt, was a mother.

Even asked to call it that. Aunt Zilda said I'd think.

When I was a child, noted that some colleagues were going well and others not so much in their school grades. In pure child, I understood why: it is that some are adapted to the system and not others. I was sure that those who took low notes were not stupid, after all I lived with them beyond the walls of the Educational Establishment. But the big question that remains is: how a child could see it and the adults who gave lessons and ran the institution does not? Why there was a sincere concern to trigger an action to make school interesting for everyone, so all went well?

When I say go and I do not mean just good grades, but especially knowledge applied to generate life. Yes, because everything we learn in school, less to live. Nobody teaches us to live on. We learn by leaps and bounds, with a succession of errors that look smarter not to repeat. But how to change it?

I learned from this brief speech by Sir Ken Robinson on TED Talks a few days ago. Highly intelligent person and a very British humor that I like (because mood denotes little development of synapses), he points to the cultivation of creativity as an output. And I found it very interesting when he says that all children are born artists, but it disappears much later adulthood.

What a world we want to leave if we do not take education seriously?