Thumbs Up

Your thumbs are subtle indications of your power.     In dealing with those in authority, make sure they’re exposed at all times.     Don’t put your hands in your pockets. If you must, leave your thumbs exposed.     Thumbs forward when you have your hands at your side.     Shake hands with your thumbs up.     Successful executives will try to establish authority during a handshake by turning their hands...

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Hooking Your Ankles Behind Your Chair Legs Sends a Signal of Weakness to Everyone Present—Including Yourself

I was finishing a routine meeting with my medical director and administrator when another doc came through the door.     Her meeting was not routine. She was being called to the principal’s office because she refused to see more patients and do her busy work at home in the evening—she would rather spend the time with her children.       I knew her to be an assertive, professional physician.       Yet,...

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Persuasion: Use Your Feet

Clinicians are taught nothing about persuasion—and yet an increasing amount of our compensation depends on our ability to persuade our patients to improve their lifestyle.   And we’re expected to do it in the teeth of a society that wants them to spend money on things that make them ill.   You must use every trick in the book to be successful.   What book?  “Influence: The Psychology of Persuasion” by Robert Cialdini.”   If...

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