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Clients, Clients, and More Clients by Larina Kase

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Be Affective to Be Effective

The Facebook post in scenario 1 at the beginning of this chapter was not affective. It did not contain emotion. To connect with people, you don’t want to be like a news reporter delivering news in a detached and professional manner. If you do this, people feel that you do not care, and, therefore, why should they?

Emotions are contagious. In psychology, we call this “emotional contagion.” Researchers have found that viewing positive emotions in someone leads to positive emotions in ourselves. Emotional contagion can be especially strong if the person expressing the emotion is charismatic or is in a leadership position. The authors of Primal Leadership, Daniel Goleman, Richard Boyatzis, and Annie McKee, describe how ...

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