As a leader, you will need to resist influence as well as exert influence. Mental shortcuts make

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• As a leader, you will need to resist influence as well as exert influence. Mental shortcuts make us vulnerable to unscrupulous persuaders and can be costly to our groups and organizations. Defend against triggers that generate automati and sometimes faulty (costly, unethical) compliance: reciprocation (give-and-take), commitment and consistency, social proof, liking, authority, and scarcity.

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