Want to get your idea across? Gauge the mood of the group first, then adjust the aggressiveness of your approach.
In two separate Penn State U. experiments, students were broken into groups to discuss new ideas. The researchers concluded that students who took a bold, aggressive approach to getting an idea accepted were successful if the team tended to reject new ideas; but in groups in which the members welcomed original thinking, “jerk” behavior resulted in a rejection of that student’s ideas.
So, like any good salesman, get to know your audience, then adapt your style accordingly.
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