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Only the fully-baked adults become bitter, mean, and entitled — If you're over 30 years old, answer this question. At what age did you stop growing up? If a number comes to mind, consider yourself at risk. …

Incentives — the backdoor to persuasion nobody talks about — No matter how old we get or how smart we become, there’s a timeless truth about human nature that never changes. We hate being told what to do or how to behave, and that’s what makes persuasion so tricky. We resist when we sense others trying to change our minds. …

And what to do about them — In every group of friends, you can usually find a few on the periphery, ones you can enjoy in small doses but with sufficient downtime to recover from the experience. That’s how we described Beth, usually pleasant, usually fun, and generally adept at stimulating conversation. I stress the word “usually”…

The four techniques — When I was 10 years old, I got the gift everyone my age needed but didn’t necessarily want— a set of encyclopedias. No, it wasn’t the Atari game console or the Members Only Jacket that I had coveted, but in time, I learned to treasure these tree-killing monstrosities. What made…

Two fixes to reignite your artistry and passion — The road to peak creativity often mirrors the track of an orgasm. It takes a while to get going, maxes out in a burst of output, and then furiously retreats to where you started. But there's a difference with peak creativity. You will believe your otherworldly output marks the beginning…

Certainty is the one desire universally craved but always out of reach — In 2003, a sales mentor of mine taught me one of the most valuable lessons I’ve ever learned about persuasion. Over the years, it has proven itself as a core principle for living in a world full of scary uncertainty. How does a persuasion principle double as a strategy for…

Lessons in civility — The midterms offered some relief to those of us concerned about the future of democracy in the United States. Elections deniers in swing states lost their bids, most eventually conceding defeat. …

A 30-year project based on the law of diminishing marginal utility — In 1991, I took an economics class that changed my life. My professor spoke broken English, often responded to students dismissively, and by all other accounts, did little to advance the college teaching profession. …