When I first started teaching organizational behavior, motivation theory belonged to Maslow. Like most of my colleagues in those years, I taught course after course that featured discussions of the hierarchy of needs and its applications. It was fun, and…

You are on your way to work, and you are late. Your meeting with the customer is at 8:30, and it is already 8:15. Stuck in traffic, you decide on a risky move and cross a double-white line. Sure enough,…

You are sitting in the company cafeteria during a particularly busy lunch period, and in walks your vice president. She notices the empty seat next to you and sits down. You chat briefly with her, and while it is clear…

One of the principles of persuasion identified by Robert Cialdini in his path-breaking book[1] is that it is much easier to influence someone who is like us. In order to set someone up for a successful influence attempt, he recommends…

There is little question but that self-monitoring is a valuable political skill. High self-monitors control their self-expression to adapt to the demands of a situation. They are like chameleons who calibrate their presentation of self to elicit the desired effect….

The concept of narcissism is all the rage in academia. The reason seems to be that the younger generation (millennials) have shown themselves to be more narcissistic than earlier generations.[1] Narcissistic employees are obviously very difficult to manage. They are…

There is a growing body of research focusing on how powerful people behave differently than others. Some of these studies are merely descriptive, but others give hints about how a person can build their power. Take, for example, an interesting…

For most (but not all) people, doing the things you should do politically involves a great deal of effort. Lots of us know networking is important, but we’d rather hang out with our friends. We realize that politically successful people…

A lot of us don’t like asking others for favors. Even when we need other’s help to do our work, we hesitate to ask. We shouldn’t. Let’s think for a moment about why asking others for help is such a…

“Political visibility” might be defined as the extent to which your name comes up in conversations concerning the distribution of scarce resources. If you have political visibility, you are much more likely to be the beneficiary of such decisions, and…