IDEA #16
You are so clever! Flattery and the boardroom
Flattery and ingratiation are powerful – if often derided – influencing techniques.
What you need to know
A survey of 760 external directors from 300 randomly selected large and mid-sized US industrial and service firms sought to understand what drives career success in the boardroom (in this survey, career success was defined as an individual gaining multiple board appointments). James D. Westphal and Ithai Stern, from the University of Michigan and Northwestern University, respectively, were particularly interested in three behavioural traits exhibited in the director network – in ...
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