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| About Keith Ferrazzi |
| Widely hailed as one of the worlds most connected people, Keith Ferrazzi is the author of Never Eat Alone, the international bestselling book about building relationships for success. Ferrazzi is also an acclaimed speaker and CEO of Ferrazzi Greenlight, a consulting and professional development firm that helps organizations drive growth through relationships. Earlier in his career, he was chief marketing officer at Deloitte Consulting and the youngest to be tapped for partner in the firm's history. Then, upon joining Starwood Hotels and Resorts, Ferrazzi was the youngest CMO in the Fortune 500. He also served as CEO of YaYa Media before founding Ferrazzi Greenlight. |
Recent Article:
Beating the Blame Game
- For more on Keith Ferrazzi visit www.ferrazzigreenlight.com
Whom do we blame when we fail? The short answer is "everyone but ourselves." Extensive research in psychology (Jones & Harris 1967, Ross 1977) has shown that when we fail, we tend to attribute the cause of our failure to reasons outside of ourselves: The market was weak. The inputs were poor. The weather was bad.
Think about it. When was the last time you failed to complete something on time at work - and why? Most people will list reasons that seem to be completely beyond their control. But now consider the last time a colleague or a subordinate failed to deliver on a project. Whom did you blame then? Well, if you're like most people, you blamed the colleague or subordinate.
This phenomenon, dubbed the Fundamental Attribution Error, is a pervasive bias that affects all of us to some degree, but why? Psychologists would argue that in our attempt to preserve our self-respect and self-esteem that we internalize our successes and externalize our failures. In other words, we like to like ourselves! Seems innocent enough, maybe even healthy, right? The problem is when "liking ourselves" turns into complacency, and we stop seeing room for improvement. Clearly there are times when we are to blame for our failures.
So how do we sort through our bias to narrow in on that slippery but useful thing we call "reality?" That's where peers come in. Since they're biased in the opposite way that we are, they're a neat check to our own perspective. That is, if we consistently internalize our successes, others will consistently externalize them, and the reverse with failure. Presto!: We compare notes, and start to get a more nuanced picture of what's contributing to our downfalls - and as importantly, of what'll deliver the most and the richest success.
Warmest,
Keith
Beating the Blame Game - To learn more about this author, visit Keith Ferrazzi's Website.
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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