Description: This article describes the positive effects associated with using one's own name when engaged in self-talk. Research reveals that It frees speakers from their fears and makes them wiser about themselves, similar to how they are about others.

Description: To persuade successfully and non-manipulatively, it’s important to understand five key principles of influence. In this four-part series, I’ll be covering these five principles that are based on human psychology and behavior. Let’s look at the first two now.

Description: The author, a career counselor, notes that ‘during your career, career search, home life, etc., you will often be faced with a plethora of possible actions and requests far beyond what you can, should or are currently willing to handle.’ The author goes on to provide advice in the art of saying no, in a positive manner that will help you achieve your goals. From ‘The Stepping Stone’ issue number 43.

Description: Negotiation has been a critical skill for me for most of my career. I’ve worked as a product actuary, represented a major distributor and now I’m a reinsurance intermediary. Technical actuarial skills were never my strength. However, I’m often able to get parties with differing goals to find a common ground, enabling a project to be completed to everyone’s satisfaction. From The Stepping Stone, April 2005, Issue No. 18.

Description: Principle #4: People make buying decisions based on emotion and justify these decisions with logic. To be influential, we need to take into account both logic and emotion. Of the two, emotion is a much more powerful motivating force. Unfortunately, too many people ignore the emotional component and focus solely on logic - neglecting what compels people to buy.

Description: Business leadership lessons from non-business leaders: interpersonal skills and people management