Monday, February 10, 2014

How to Be More Persuasive in 2014

By: Katya Andresen



What will make you more persuasive in 2014? Thinking less about what you want and more about what you deliver for others. Work with the principle of benefit exchange to win over your colleagues.
A benefit exchange is the heart of persuasion. It answers the question, "What's in it for me?" for the person you are seeking to influence. In other words, it's a benefit you promise in exchange for someone taking your desired action.
I used to be a marketing executive and also taught marketing as an adjunct professor, and in my experience, this is the single most powerful yet neglected concept in communicating in the workplace. Benefit exchanges are useful for all kinds of situations, such as getting someone at work to agree to your proposal, inspiring people to change their habits or compelling someone to buy your product.
But we so often get the benefit exchange wrong. The number one error is we talk about attributes vs. benefits. We get lost in the qualities of an idea or a product rather than translating those attributes into the benefits they deliver for a colleague or customer. Telling me that a proposal addresses a problem in workflow is citing an attribute; demonstrating how it saves money or increases efficiency is showing a benefit. Rack and pinion steering is an attribute of a car; responsiveness that makes you feel safer on the road is a benefit.
Good benefit exchanges focus on what your audience wants – not what you want. That's the second common error we make. Don't fall into the trap of communicating based on the benefits you desire. Think from the perspective of those you want to influence and speak to that world view.
Those are ways we go wrong. So how do we do it right? If you want to be more persuasive this year, here are five ways to build a strong benefit exchange and win hearts and minds in the process.
Make the Benefit Immediate: Few of us take action based on a benefit that we expect to receive in the far future. It is human nature to seek instant satisfaction over distant gratification. How can you make your case that if someone does what you want, they will reap immediate rewards? Answer the question: what will be better tomorrow?
Make It Personal: A compelling benefit needs to make people feel their lives will be better as individuals or within their tight circles of friends, family, community or work. At the end of the day, the personal connection, not the grand concept, grabs our attention. Make sure you're focused on why your agenda is specifically relevant to the person you wish to persuade.
Speak to Your Audience's Values: We can’t easily change what other people believe, but by plugging into their existing mind-set, we unleash great power behind our message. Make sure the benefit you are communicating is something others seek – not just what you want. Those two things are rarely the same, but we often imagine they are.
Know What You're Up Against: Think competitively about your benefit. Is it better than what people get for doing nothing – or something else instead? Don’t forget there’s a reason people aren’t taking the action you seek. They may be deriving benefits from those alternate behaviors. How can you shape a benefit better than sticking to the status quo?
Be Real: Last, you need to make sure your benefit exchange is credible and honest. People need to believe in what you communicate. Ask someone who is respected to back you up. Or show other people gaining the promised benefit. Or tell a good story that is a true example of the benefit in action. You want to persuade by keeping your promises.
If people aren’t doing what you want, you may find out why by reviewing this list. Is it time to better focus on what you deliver? It may well be, because a great benefit exchange makes it far easier (and faster) to get to yes.


Sunday, February 9, 2014

10 things that scientific research shows can help improve your life.

By: Eric Barker

1) Get out in nature
You probably seriously underestimate how important this is. (Actually, there’s research that says you do.) Being in nature reduces stress, makes you more creative, improves your memory and may even make you a better person.
2) Exercise
We all know how important this is, but few people do it consistently. Other than health benefits too numerous to mention, exercise makes you smarterhappier, improves sleepincreases libido and makes you feel better about your body. A Harvard study that has tracked a group of men for more than 70 years identified it as one of the secrets to a good life.
3) Spend time with friends and family
Harvard happiness expert Daniel Gilbert identified this as one of the biggest sources of happiness in our lives. Relationships are worth more than you think (approximately an extra $131,232 a year.) Not feeling socially connected can make you stupider and kill you. Loneliness can lead to heart attack, stroke and diabetes. The longest lived people on the planet all place a strong emphasis on social engagement and good relationships are more important to a long life exercise. Friends are key to improving your lifeShare good news and enthusiastically respond when others share good news with you to improve your relationships. Want to instantly be happier? Do something kind for them.
4) Express gratitude
It can make you a better person.
5) Meditate
Meditation can increase happinessmeaning in life, social support and attention span while reducing anger, anxiety, depression and fatigue. Along similar lines, prayer can make you feel better — even if you’re not religious.
6) Get enough sleep
You can’t cheat yourself on sleep and not have it affect you. Being tired actually makes it harder to be happy. Lack of sleep = more likely to get sick. “Sleeping on it” does improve decision making. Lack of sleep can make you more likely to behave unethically. There is such a thing as beauty sleep.
7) Challenge yourself
Learning another language can keep your mind sharp. Music lessons increase intelligence. Challenging your beliefs strengthens your mind. Increasing willpower just takes a little effort each day and it’s more responsible for your success than IQ. Not getting an education or taking advantage of opportunities are two of the things people look back on their lives and regret the most.
8) Laugh
People who use humor to cope with stress have better immune systems, reduced risk of heart attack and stroke, experience less pain during dental work and live longer. Laughter should be like a daily vitamin. Just reminiscing about funny moments can improve your relationship. Humor has many benefits.
9) Touch someone
Touching can reduce stress, improve team performance, and help you be persuasive. Hugs make you happier. Sex may help prevent heart attacks and cancer, improve your immune system and extend your life.
10) Be optimistic
Optimism can make you healthierhappier and extend your life. The Army teaches it in order to increase mental toughness in soldiers. Being overconfident improves performance.


Saturday, January 25, 2014

10 Biggest Myths In Economics

by: Heidi Moore

1) The government “prints money”.  
The government really doesn’t “print money” in any meaningful sense.  Most of the money in our monetary system exists because banks created it through the loan creation process.  The only money the government really creates is due to the process of notes and coin creation.  These forms of money, however, exist to facilitate the use of bank accounts.  That is, they’re not issued directly to consumers, but rather are distributed through the banking system as bank customers need these forms of money.  The entire concept of the government “printing money” is generally a misportrayal  by the mainstream media.

2)  Banks “lend reserves”.  
This myth derives from the concept of the money multiplier, which we all learn in any basic econ course.  It implies that banks who have $100 in reserves will then “multiply” this money 10X or whatever.  This was a big cause of the many hyperinflation predictions back in 2009 after QE started and reserve balances at banks exploded due to the Fed’s balance sheet expansion.  But banks don’t make lending decisions based on the quantity of reserves they hold.  Banks lend to creditworthy customers who have demand for loans.  If there’s no demand for loans it really doesn’t matter whether the bank wants to make loans.  Not that it could “lend out” its reserve anyhow.  Reserves are held in the interbank system.  The only place reserves go is to other banks.  In other words, reserves don’t leave the banking system so the entire concept of the money multiplier and banks “lending reserves” is misleading.


3)  The US government is running out of money and must pay back the national debt.
There seems to be this strange belief that a nation with a printing press whose debt is denominated in the currency it can print, can become insolvent.  There are many people who complain about the government “printing money” while also worrying about government solvency.  It’s a very strange contradiction.  Of course, the US government could theoretically print up as much money as it wanted.  As I described in myth number 1, that’s not technically how the system is presently designed (because banks create most of the money), but that doesn’t mean the government is at risk of “running out of money”.   As I’ve described before, the US government is a contingent currency issuer and could always create the money needed to fund its own operations.  Now, that doesn’t mean that this won’t contribute to high inflation or currency debasement, but solvency (not having access to money) is not the same thing as inflation (issuing too much money).

4)  The national debt is a burden that will ruin our children’s futures.  
The national debt is often portrayed as something that must be “paid back”.  As if we are all born with a bill attached to our feet that we have to pay back to the government over the course of our lives.  Of course, that’s not true at all.  In fact, the national debt has been expanding since the dawn of the USA and has grown as the needs of US citizens have expanded over time.  There’s really no such thing as “paying back” the national debt unless you think the government should be entirely eliminated (which I think most of us would agree is a pretty unrealistic view of the world).
This doesn’t mean the national debt is all good.  The US government could very well spend money inefficiently or misallocate resources in a way that could lead to high inflation and result in lower living standards.  But the government doesn’t necessarily reduce our children’s living standards by issuing debt.  In fact, the national debt is also a big chunk of the private sector’s savings so these assets are, in a big way, a private sector benefit.  The government’s spending policies could reduce future living standards, but we have to be careful about how broadly we paint with this brush.  All government spending isn’t necessarily bad just like all private sector spending isn’t necessarily good.

5)  QE is inflationary “money printing” and/or “debt monetization”.  
Quantitative Easing (QE) is a form of monetary policy that involves the Fed expanding its balance sheet in order to alter the composition of the private sector’s balance sheet.  This means the Fed is creating new money and buying private sector assets like MBS or T-bonds.  When the Fed buys these assets it is technically “printing” new money, but it is also effectively “unprinting” the T-bond or MBS from the private sector.  When people call QE “money printing” they imply that there is magically more money in the private sector which will chase more goods which will lead to higher inflation.  But since QE doesn’t change the private sector’s net worth (because it’s a simple swap) the operation is actually a lot more like changing a savings account into a checking account.  This isn’t “money printing” in the sense that some imply.

6)  Hyperinflation is caused by “money printing”.  
Hyperinflation has been a big concern in recent years following QE and the sizable budget deficits in the USA.  Many have tended to compare the USA to countries like Weimar or Zimbabwe to express their concerns.  But if one actually studies historical hyperinflations you find that the causes of hyperinflations tend to be very specific events.  Generally:
  • Collapse in production.
  • Rampant government corruption.
  • Loss of a war.
  • Regime change or regime collapse.
  • Ceding of monetary sovereignty generally via a pegged currency or foreign denominated debt.
The hyperinflation in the USA never came because none of these things actually happened.  Comparing the USA to Zimbabwe or Weimar was always an apples to oranges comparison.

7)  Government spending drives up interest rates and bond vigilantes control interest rates.  
Many economists believe that government spending “crowds out” private investment by forcing the private sector to compete for bonds in the mythical “loanable funds market”.   The last 5 years blew huge holes in this concept.  As the US government’s spending and deficits rose interest rates continue to drop like a rock.  Clearly, government spending doesn’t necessarily drive up interest rates.  And in fact, the Fed could theoretically control the entire yield curve of US government debt if it merely targeted a rate.  All it would have to do is declare a rate and challenge any bond trader to compete at higher rates with the Fed’s bottomless barrel of reserves.  Obviously, the Fed would win in setting the price because it is the reserve monopolist.  So, the government could actually spend gazillions of dollars and set its rates at 0% permanently (which might cause high inflation, but you get the message).

8)  The Fed was created by a secret cabal of bankers to wreck the US economy.
The Fed is a very confusing and sophisticated entity.  The Fed catches a lot of flak because it doesn’t always execute monetary policy effectively.  But monetary policy is not the reason why the Fed was created.  The Fed was created to help stabilize the US payments system and provide a clearinghouse where banks could meet to help settle interbank payments.  This is the Fed’s primary purpose and it was modeled after the NY Clearinghouse.  Unfortunately, the NY Clearinghouse didn’t have the reach or stability to help support the entire US banking system and after the panic of 1907 the Fed was created to expand a system of payment clearing to the national banking system and help provide liquidity and support on a daily basis.  So yes, the Fed exists to support banks.  And yes, the Fed often makes mistakes executing policies.  But its design and structure is actually quite logical and its creation is not nearly as conspiratorial or malicious as many make it out to be.

9)  Fallacy of composition.  
The biggest mistake in modern macroeconomics is probably the fallacy of composition.  This is taking a concept that applies to an individual and applying it to everyone.  For instance, if you save more then someone else had to dissave more.   We aren’t all better off if we all save more.  In order for us to save more, in the aggregate, we must spend (or invest) more.  As a whole, we tend not to think in a macro sense.  We tend to think in a very narrow micro sense and often make mistakes by extrapolating personal experiences out to the aggregate economy.  This is often a fallacious way to view the macroeconomy and leads to many misunderstandings.  We need to think in a more macro way to understand the financial system.

10)  Economics is a science.  
Economics is often thought of as a science when the reality is that most of economics is just politics masquerading as operational facts.  Keynesians will tell you that the government needs to spend more to generate better outcomes.  Monetarists will tell you the Fed needs to execute a more independent and laissez-fairre policy approach through its various policies.  Austrians will tell you that the government is bad and needs to be eliminated or reduced.   All of these “schools” derive many of their understandings by constructing a political perspective and then adhering a world view around these biased perspectives.  This leads to a huge amount of misconception which has led to the reason why I am even writing a post like this in the first place.  Economics is indeed the dismal science.  Dismal mainly because it’s dominated by policy analysts who are pitching political views as operational realities.