Don't be annoyed. Be effective.
Use behavioural science to influence business outcomes.
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Out of stock
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Imagine your favourite product is out of stock.
Do you want it even more because it’s not available?
Or do you get annoyed at...
Tenny
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I’ve been looking after a friend’s dog, Tenny.
Tenny spends an enormous amount of energy trying to anticipate my next move.
Sometimes he’s right....
Corks
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I keep a wine cork on my desk to remind me of one of the most remarkable large-scale behaviour changes in business, and one we...
We don't like to think
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If mental effort is unpleasant, why do people seek it out?
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That was the paradox researchers were keen to explore.
Across a meta-analysis...
Tough conversations
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Many of us fear tough conversations.
So we put them off.
Or we exhaust ourselves by mentally rehearsing every possible scenario.Â
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We inflate...
Do they want to change?
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Does the person you’re trying to influence want to change?
The answer to that question will direct how you are best to influence action....
Yours or theirs?
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Before you create your message – that next email or presentation – this might help.
Don’t think of it as your output.
Think of it...
Snackable behaviour
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A couple of months ago, LinkedIn recognised me as a Top Voice.
At first, I didn’t realise what a big deal it was.
It only...
Don't use this list
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Behavioural science has identified hundreds of biases and heuristics.
If I had to narrow them down, I’d choose 10 “I.N.F.L.U.E.N.C.E.S.” – the ones that...
Space Invaders
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Space Invaders is a TV show that follows people as they declutter their homes, and it’s fascinating, not just for the before-and-after shots, but...
The missing t-shirt
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I ordered two t-shirts from a local Australian business.
Only one arrived.
You can imagine the irritation.
Not only would I have to wait...
Trifle
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There’s an episode of Friends where Rachel, a notoriously ungifted cook, is in charge of dessert.
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Unbeknownst to her, two pages of the...
