Human beings are natural mimickers. The more youre conscious of the other sides posture, mannerisms, and word choices - and the more you subtly reflect those back - the more accurate youll be at taking their perspective.

The future belongs to a different kind of person with a different kind of mind: artists, inventors, storytellers-creative and holistic 'right-brain' thinkers whose abilities mark the fault line between who gets ahead and who doesn't.

Especially for fostering creative, conceptual work, the best way to use money as a motivator is to take the issue of money off the table so people concentrate on the work.

We have this myth that extroverts are better salespeople. As a result, extroverts are more likely to enter sales; extroverts are more likely to get promoted in sales jobs. But if you look at the correlation between extroversion and actual sales performance - that is, how many times the cash register actually rings - the correlation's almost zero.

The billable hours is a classic case of restricted autonomy. I mean, you're working on - I mean, sometimes on these six-minute increments. So you're not focused on doing a good job. You're focused on hitting your numbers. It's one reason why lawyers typically are so unhappy. And I want a world of happy lawyers.

The ultimate pitch for an era of short attention spans begins with a single word - and doesn't go any further.

Questions are often more effective than statements in moving others. Or to put it more appropriately, since the research shows that when the facts are on your side, questions are more persuasive than statements, don't you think you should be pitching more with questions?