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Selling to Mr. Spock 26 Aug 2013 | 03:00 pm
Nowhere am I so desperately needed as among a shipload of illogical humans. -Spock in ‘I, Mudd’ Star Trek’s iconic Mr. Spock was half-Vulcan, half-human. It’s the former we first notice in Spock – V...
Nice Place Here, Shame if Anything Happened 19 Aug 2013 | 03:00 pm
It’s the opening to dozens of gangster movies. The mob guy with a rakish hat and a sneer sidles into the hard-working good citizen’s retail establishment, knocks some cigarette ash on the floor, and s...
DON’T Always Exceed Expectations 12 Aug 2013 | 03:00 pm
Many of us go around repeating a mantra that we think is self-evidently correct: Under-promise and over-deliver, we say. Always exceed expectations. There is a website ExceedAllExpectations. Another...
The Number One Mental Illness in Business 8 Aug 2013 | 04:32 pm
Sometimes we don’t think right. Often we don’t think right, and we don’t even notice it. (This is well-described in a book called Blind Spot, by Banaji and Greenwald). People in business have big bli...
Expense Sheets and Cultures of Trust 5 Aug 2013 | 02:15 pm
Business travelers know the taxi expense fiddle. You ask the taxi driver for a receipt. He winks at you and gives you a blank form, implying you can fill it in later, and who’s to say how much that ri...
Unconscious (Ethical) Incompetence: The Curious Case of SAC Capital Advisors 29 Jul 2013 | 03:00 pm
Noel Burch is credited with formulating the Four Stages of Competence model. It describes the psychological states involved in a progression of competence, as in: 1. Unconscious Incompetence 2. Cons...
8 Ways to Make People Believe What You Tell Them 26 Jul 2013 | 03:00 pm
Credibility is one piece of the bedrock of trust. If people doubt what you say, all else is called into doubt, including competence and good intentions. If others don’t believe what you tell them, the...
How to Increase Trust in Organizations 22 Jul 2013 | 03:00 pm
I was grocery shopping Saturday. It was 2PM, 96 degrees out – pretty hot for New Jersey – and I was in the checkout line. The cashier had started sliding my purchases through the register, when sudden...
S&P and the New Challenge of Integrity in Business 15 Jul 2013 | 03:00 pm
We’ve all read tales of corporate wrongdoing – think Bernie Madoff, Enron, LIBOR. In most cases, managers engaged in nefarious behavior, knowing they were doing wrong. There are a few cases where the ...
The Tricky Relationship Between Auditing and Ethics 8 Jul 2013 | 03:01 pm
We should all do the right thing. Yet the wrong thing often gets done. Indeed, you can’t always trust everyone to do the right thing. And so we have evolved enforcement mechanisms – laws, guidelines,...
