Conversion Rate Quotes

These religious types were the fans that Jesus seems to have the most trouble with. Fans who will walk into a restaurant and bow their heads to pray before a meal just in case someone is watching. Fans who won’t go to R-rated movies at the theater, but have a number of them saved on their DVR at home. Fans who may feed the hungry and help the needy, and then they make sure they work it into every conversation for the next two weeks. Fans who make sure people see them put in their offering at church, but they haven’t considered reaching out to their neighbor who lost a job and can’t pay the bills. Fans who like seeing other people fail because in their minds it makes them look better. Fans whose primary concern in raising their children is what other people think. Fans who are reading this and assuming I’m describing someone else. Fans who have worn the mask for so long they have fooled even themselves.

Time passes, as the novelist says. The single most useful trick of fiction for our repair and refreshment: the defeat of time. A century of family saga and a ride up an escalator can take the same number of pages. Fiction sets any conversion rate, then changes it in a syllable. The narrator’s mother carries her child up the stairs and the reader follows, for days. But World War I passes in a paragraph. I needed 125 pages to get from Labor Day to Christmas vacation. In six more words, here’s spring.

Sloane?” Lia turned to her next. Sloane stared at Lia, a blush spreading over her cheeks. “I’m not undressing until we establish a conversion rate,” she informed us tartly, gesturing toward her mountain of chips. “Sloane,” Michael said. “Yes?” “How would you feel about a second cup of coffee?” Forty-five seconds later, Sloane was in the kitchen, and neither of the boys was wearing a shirt.

You asked why the rate hate Overlanders so deeply. It is because they know one will be the warrior of the prophecy," said Vikus. "Oh, I see," said Gregor. "So, when's he coming?" Vikus fixed his eyes on Gregor. "I believe he is already here.

The reason this system can’t be overthrown in this country,” Walter said, “is all about freedom. The reason the free market in Europe is tempered by socialism is that they’re not so hung up on personal liberties there. They also have lower population growth rates, despite comparable income levels. The Europans are all-around more rational, basically. And the conversation about rights in this country isn’t rational. It’s taking place on the level of emotion, and class resentments, which is why the right is so good at exploiting it.

To His Coy Mistress Had we but world enough and time, This coyness, lady, were no crime. We would sit down, and think which way To walk, and pass our long love’s day. Thou by the Indian Ganges’ side Shouldst rubies find; I by the tide Of Humber would complain. I would Love you ten years before the flood, And you should, if you please, refuse Till the conversion of the Jews. My vegetable love should grow Vaster than empires and more slow; An hundred years should go to praise Thine eyes, and on thy forehead gaze; Two hundred to adore each breast, But thirty thousand to the rest; An age at least to every part, And the last age should show your heart. For, lady, you deserve this state, Nor would I love at lower rate. But at my back I always hear Time’s wingèd chariot hurrying near; And yonder all before us lie Deserts of vast eternity. Thy beauty shall no more be found; Nor, in thy marble vault, shall sound My echoing song; then worms shall try That long-preserved virginity, And your quaint honour turn to dust, And into ashes all my lust; The grave’s a fine and private place, But none, I think, do there embrace. Now therefore, while the youthful hue Sits on thy skin like morning dew, And while thy willing soul transpires At every pore with instant fires, Now let us sport us while we may, And now, like amorous birds of prey, Rather at once our time devour Than languish in his slow-chapped power. Let us roll all our strength and all Our sweetness up into one ball, And tear our pleasures with rough strife Thorough the iron gates of life: Thus, though we cannot make our sun Stand still, yet we will make him run.

Success depends on psychological safety. At Google, members of teams with high levels of psychological safety were less likely to leave their jobs, brought in more revenue, and were rated effective twice as often by executives. MIT researchers who studied team performance came to the same conclusion: simply grouping smart people together doesn’t guarantee a smart team. Online and off, the best teams discuss ideas frequently, do not let one person dominate the conversation, and are sensitive to one another’s feelings.

I imagine this conversation after a stranger is told No by a woman he has approached: MAN: What a bitch. What’s your problem, lady? I was just trying to offer a little help to a pretty woman. What are you so paranoid about? WOMAN: You’re right. I shouldn’t be wary. I’m overreacting about nothing. I mean, just because a man makes an unsolicited and persistent approach in an underground parking lot in a society where crimes against women have risen four times faster than the general crime rate, and three out of four women will suffer a violent crime; and just because I’ve personally heard horror stories from every female friend I’ve ever had; and just because I have to consider where I park, where I walk, whom I talk to, and whom I date in the context of whether someone will kill me or rape me or scare me half to death; and just because several times a week someone makes an inappropriate remark, stares at me, harasses me, follows me, or drives alongside my car pacing me; and just because I have to deal with the apartment manager who gives me the creeps for reasons I haven’t figured out, yet I can tell by the way he looks at me that given an opportunity he’d do something that would get us both on the evening news; and just because these are life-and-death issues most men know nothing about so that I’m made to feel foolish for being cautious even though I live at the center of a swirl of possible hazards DOESN’T MEAN A WOMAN SHOULD BE WARY OF A STRANGER WHO IGNORES THE WORD ‘NO’.

Increased Response Rates (think clicks) Increased Conversion (think sales) Premium Prices (think charging a lot of money).

Corporations barely pay taxes. The corporate tax rate is already very low, but corporations have worked out an array of complicated techniques so they often don't have to pay taxes at all... The scale of sheer robbery by corporate power is enormous.

You want us all to be snake-charmers and scorpion-eaters," he raged, at one point in their conversation ... "Naturally," Eunice replied in her most provoking manner. "It would be far preferable to being a nation of tenth-rate pseudo-civilized rug-sellers.

Norway, Iceland, Australia, Canada, Sweden, Switzerland, Belgium, Japan, the Netherlands, Denmark, and the United Kingdom are among the least religious societies on [E]arth. According to the United Nations' Human Development Report (2005) they are also the healthiest, as indicated by life expectancy, adult literacy, per capita income, educational attainment, gender equality, homicide rate, and infant mortality. Insofar as there is a crime problem in Western Europe, it is largely the product of immigration. Seventy percent of the inmates of France's jails, for instance, are Muslim. The Muslims of Western Europe are generally not atheists. Conversely, the fifty nations now ranked lowest in terms of the United Nations' [H]uman [D]evelopment [I]ndex are unwaveringly religious. Other analyses paint the same picture: the United States is unique among wealthy democracies in its level of religious adherence; it is also uniquely beleaguered by high rates of homicide, abortion, teen pregnancy, sexually transmitted disease, and infant mortality. The same comparison holds true within the United States itself: Southern and Midwestern states, characterized by the highest levels of religious literalism, are especially plagued by the above indicators of societal dysfunction, while the comparatively secular states of the Northeast conform to European norms.

When Seymour and I were five and three, Les and Bessie played on the same bill for a couple of weeks with Joe Jackson -- the redoubtable Joe Jackson of the nickel-plated trick bicycle that shone like something better than platinum to the very last row of the theater. A good many years later, not long after the outbreak of the Second World War, when Seymour and I had just recently moved into a small New York apartment of our own, our father -- Les, as he'll be called hereafter -- dropped in on us one evening on his way home from a pinochle game. He quite apparently had held very bad cards all afternoon. He came in, at any rate, rigidly predisposed to keep his overcoat on. He sat. He scowled at the furnishings. He turned my hand over to check for cigarette-tar stains on my fingers, then asked Seymour how many cigarettes he smoked a day. He thought he found a fly in his highball. At length, when the conversation -- in my view, at least -- was going straight to hell, he got up abruptly and went over to look at a photograph of himself and Bessie that had been newly tacked up on the wall. He glowered at it for a full minute, or more, then turned around, with a brusqueness no one in the family would have found unusual, and asked Seymour if he remembered the time Joe Jackson had given him, Seymour, a ride on the handle bars of his bicycle, all over the stage, around and around. Seymour, sitting in an old corduroy armchair across the room, a cigarette going, wearing a blue shirt, gray slacks, moccasins with the counters broken down, a shaving cut on the side of his face that I could see, replied gravely and at once, and in the special way he always answered questions from Les -- as if they were the questions, above all others, he preferred to be asked in his life. He said he wasn't sure he had ever got off Joe Jackson's beautiful bicycle.

The provocation in her eyes increased his amusement—he had not supposed she would waste her powder on such small game; but perhaps she was only keeping her hand in; or perhaps a girl of her type had no conversation but of the personal kind. At any rate, she was amazingly pretty, and he had asked her to tea and must live up to his obligations.

The truth is, I think, that while death (mine, his, everyone’s) was often vividly present to him as a subject of anxiety and other emotions, it had no place in his mind as a sober, matter-of-fact contingency from which consequences could be drawn. At any rate the conversation was a failure.

THE PROJECTIONIST The projectionist can make you believe whatever she believes. If she believes interest rates are going to fall, and you have a short conversation with the Projectionist, you will too. If she believes that, no, in fact, you didn't signal when you turned left, causing the Projectionist to ram her car into the back of yours, so will you. Her downfall began when she fell in love with the Inverse. She absolutely, 100% fell in love with the Inverse. She projected all this emotion onto him but the Inverse, being the Inverse, simply reflected the opposite of everything she was sending. Strangely, neither the Inverse nor the Projectionist can let go of the relationship.

Instead of spending money on ads, spend more time on people. Instead of worrying about the latest growth hacks and strategies, worry about identifying and addressing the biggest pains and problems in your target audience. Instead of figuring out how to optimize your conversion rates, figure out the rate at which you’re able to connect authentically with your audience and make them feel special.

This is a very odd conversation,” Dappa observed. “On an arbitrary numerical scale of conversational oddness, ranging from one to ten, with ten being the oddest conversation I’ve ever had, and seven being the oddest conversation I have in a typical day, this rates no better than five,” Daniel returned.

Your nation is the richest, most powerful on the Earth, and it has one of the highest infant mortality rates. Why? Because poor people cannot afford quality pre-natal and post-natal care—and your society is profit driven.

Seal the Deal Tip: When you deliver information the way the other person wants to receive it, you increase your conversion rates. Notice if someone is talking in short, concise bullet points – then deliver information the same way and watch your conversions soar.

I work my way through the rest of my dates, but I'm only there in body. The boys usually give up after the first hour; it's difficult to have a conversation all by yourself. My ratings plummet, but at least my air-time is minimal now, I'm not offering much in the way of entertainment these days.

While I was busy wondering if we were expecting anybody, it took me by surprise when an arm—which I was starting to get very well acquainted with at this rate—snaked around my waist and pulled me backward. My ass landed on something hard and hot, immediately molding into the space. Aaron’s lap. His breath caressed the shell of my ear. “You didn’t say good morning.” My back straightened as I remembered my lame runaway moment. “You almost made me drop my cookie, Mr. Robot.” It was so weird, so strange, calling him that, like I had done so many times in the past. As if that belonged to a whole different life. To two different people. Aaron chuckled, and it tickled my neck. “I wouldn’t dare. I know better than that.” His arm tightened around me, and I had to restrain myself from wrapping my hands around it. “What are you doing?” I whispered loudly. Charo would come back in at any second. “I was feeling lonely,” he admitted, lowering his voice and making my mind fly with everything he wasn’t saying. Stupid. I need to stop being stupid. “And if I’m going to sit through this one-sided interrogation, the least you can do is keep me company. Plus, you owe me a conversation.” “I was right there.” My voice came out strangled. “And Charo is not here now.” He hummed, and that noise traveled straight to my lower belly. “She will be back though. You know I like to be extra prepared.

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Open-plan offices have been found to reduce productivity and impair memory. They’re associated with high staff turnover. They make people sick, hostile, unmotivated, and insecure. Open-plan workers are more likely to suffer from high blood pressure and elevated stress levels and to get the flu; they argue more with their colleagues; they worry about coworkers eavesdropping on their phone calls and spying on their computer screens. They have fewer personal and confidential conversations with colleagues. They’re often subject to loud and uncontrollable noise, which raises heart rates; releases cortisol, the body’s fight-or-flight “stress” hormone; and makes people socially distant, quick to anger, aggressive, and slow to help others.

In the competitive world of digital marketing, converting prospects into loyal customers is the ultimate goal for any business. CallTrack.AI emerges as a revolutionary tool in this quest, leveraging the power of artificial intelligence to transform the lead generation process. How CallTrack.AI redefines the approach to capturing and nurturing leads, ultimately leading to higher conversion rates and a robust customer base?

A mountain of recent data on open-plan offices from many different industries corroborates the results of the games. Open-plan offices have been found to reduce productivity and impair memory. They’re associated with high staff turnover. They make people sick, hostile, unmotivated, and insecure. Open-plan workers are more likely to suffer from high blood pressure and elevated stress levels and to get the flu; they argue more with their colleagues; they worry about coworkers eavesdropping on their phone calls and spying on their computer screens. They have fewer personal and confidential conversations with colleagues. They’re often subject to loud and uncontrollable noise, which raises heart rates; releases cortisol, the body’s fight-or-flight “stress” hormone; and makes people socially distant, quick to anger, aggressive, and slow to help others.

The first school shooting that attracted the attention of a horrified nation occurred on March 24, 1998, in Jonesboro, Arkansas. Two boys opened fire on a schoolyard full of girls, killing four and one female teacher. In the wake of what came to be called the Jonesboro massacre, violence experts in media and academia sought to explain what others called “inexplicable.” For example, in a front-page Boston Globe story three days after the tragedy, David Kennedy from Harvard University was quoted as saying that these were “peculiar, horrible acts that can’t easily be explained.” Perhaps not. But there is a framework of explanation that goes much further than most of those routinely offered. It does not involve some incomprehensible, mysterious force. It is so straightforward that some might (incorrectly) dismiss it as unworthy of mention. Even after a string of school shootings by (mostly white) boys over the past decade, few Americans seem willing to face the fact that interpersonal violence—whether the victims are female or male—is a deeply gendered phenomenon. Obviously both sexes are victimized. But one sex is the perpetrator in the overwhelming majority of cases. So while the mainstream media provided us with tortured explanations for the Jonesboro tragedy that ranged from supernatural “evil” to the presence of guns in the southern tradition, arguably the most important story was overlooked. The Jonesboro massacre was in fact a gender crime. The shooters were boys, the victims girls. With the exception of a handful of op-ed pieces and a smattering of quotes from feminist academics in mainstream publications, most of the coverage of Jonesboro omitted in-depth discussion of one of the crucial facts of the tragedy. The older of the two boys reportedly acknowledged that the killings were an act of revenge he had dreamed up after having been rejected by a girl. This is the prototypical reason why adult men murder their wives. If a woman is going to be murdered by her male partner, the time she is most vulnerable is after she leaves him. Why wasn’t all of this widely discussed on television and in print in the days and weeks after the horrific shooting? The gender crime aspect of the Jonesboro tragedy was discussed in feminist publications and on the Internet, but was largely absent from mainstream media conversation. If it had been part of the discussion, average Americans might have been forced to acknowledge what people in the battered women’s movement have known for years—that our high rates of domestic and sexual violence are caused not by something in the water (or the gene pool), but by some of the contradictory and dysfunctional ways our culture defines “manhood.” For decades, battered women’s advocates and people who work with men who batter have warned us about the alarming number of boys who continue to use controlling and abusive behaviors in their relations with girls and women. Jonesboro was not so much a radical deviation from the norm—although the shooters were very young—as it was melodramatic evidence of the depth of the problem. It was not something about being kids in today’s society that caused a couple of young teenagers to put on camouflage outfits, go into the woods with loaded .22 rifles, pull a fire alarm, and then open fire on a crowd of helpless girls (and a few boys) who came running out into the playground. This was an act of premeditated mass murder. Kids didn’t do it. Boys did.

In perhaps the most revealing of all the health-related studies, a group of subjects who had contracted malignant melanoma received traditional treatment and then were divided into two groups. One group met weekly for only six weeks; the other did not. Facilitators taught the first group of recovering patients specific communication skills. (When it's your life that's at stake, could anything be more crucial?) After meeting only six times and then dispersing for five years, the subjects who learned how to express themselves effectively had a higher survival rate--only 9 percent succumbed as opposed to almost 30 percent in the untrained group.

Just then, Larry recalled a conversation he had with a friend in Ireland, about the situation in Nepal between the King and the Maoists. The friend was sided with the Maoists, which was more or less his political leanings in any case, and stated that at least they were trying to help the people. So Larry had remarked upon the rising death rate, and how the Maoists are just as brutal as the security forces, yet the friend simply shrugged and said you have to expect some collateral damage in a revolution. Oh how he hates that phrase, as that makes it sound like the people’s lives are meant to be expendable, something that a person’s life should never be. Of course, it is very easy to disregard people you have never met, and who are certainly not your friends or family members. After all, in the eyes of an outsider, who is in no danger whatsoever, the people caught up in the situation are nothing more than simply statistics.

To be clear, that wasn’t a request. I will gut you like a second-rate fish from the market and spread your entrails across the seven seas as shark chum and deny ever having this conversation if she so much as sheds a single tear over you.

And there is one thing that I really, really like to have company for. Watching TV. I'm not particularly needy in relationships, I actually demand a fair amount of space. But I really like to be in bed with another human being and watch TV. That's as intimate and reassuring and tender as it gets for me. I find dating exhausting and uninteresting, and I really would like to skip over the hours of conversation that you need just to get up to speed on each other's lives, and the stories I've told a million times. I just want to get to the watching TV in bed. If you're on a date with me, you can be certain that this is what I'm evaluating you for—how good is it going to be, cuddling with you in bed and watching Damages I'm also looking to see if you have clean teeth. For me, anything less than very clean teeth is fucking disgusting. Here's what I would like to do: I would like to get into bed with a DVD of Damages and have a line of men cue up at my door. I would station a dental hygienist at the front of the line who would examine the men's teeth. Upon passing inspection, she(I've never met a male hygienist, and neither have you) would send them back to my bedroom, one at time, in intervals of ten minutes, during which I would cuddle with the man and watch Damages. Leaving nothing to chance, using some sort of medical telemetry, I would have a clinician take basic readings of my heart rate and brain waves, and create a comparison chart to illustrate which candidate was the most soothing presence for me. After reviewing all the data from what will now be known in diagnostic manuals throughout the world as the Silverman-Damages-Nuzzle-Test, I will make my selection.

If You Only Track Five Metrics… Track as many of these as you can in your sales force automation system’s dashboards: New leads created per month (also, from what source). Conversion rate of leads to opportunities. Number of, and pipeline dollar value of, qualified opportunities created per month. This is the most important leading indicator of revenue! Conversion rates of opportunities to closed deals. Booked revenues in three categories: New Business, Add-On Business, Renewal Business.

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We will be blamed for having not thrown hand grenades into television stations and laying waste to their institutionalised cowardice, for not taking up arms and occupying such debased places which venerate that single, pernicious god: the Einschaltquote, the ratings.

More efficient photovoltaic cells would be most welcome because of their relatively high power densities: efficiencies close to twenty percent would translate to electricity generation rates between 20–40 W/m2, two orders of magnitude better than biomass conversion, and one better than most hydro and wind projects.

What will it be in the end? One flies to the east, the other to the west; they lose the principle, dispersing it in the crowd of incidents: after an hour of tempest, they know not what they seek: one is low, the other high, and a third wide. One catches at a word and a simile; another is no longer sensible of what is said in opposition to him, and thinks only of going on at his own rate, not of answering you: another, finding himself too weak to make good his rest, fears all, refuses all, at the very beginning, confounds the subject; or, in the very height of the dispute, stops short and is silent, by a peevish ignorance affecting a proud contempt or a foolishly modest avoidance of further debate: provided this man strikes, he cares not how much he lays himself open; the other counts his words and weighs them for reasons; another only brawls and uses the advantage of his lungs. Here’s one who learnedly concludes against himself, and another, who deafens you with prefaces and senseless digressions: another falls into downright railing, and seeks a quarrel after the German fashion, to disengage himself from a wit that presses too hard upon him: and a last man sees nothing into the reason of the thing, but draws a line of circumvallation about you of dialectic clauses, and the formulas of his art.

Moving beyond mere correlation, if you lesion the amygdala in an animal, rates of aggression decline. The same occurs transiently when you temporarily silence the amygdala by injecting Novocain into it. Conversely, implanting electrodes that stimulate neurons there, or spritzing in excitatory neurotransmitters (stay tuned), triggers aggression.4

Brother Lawrence says, in The Practice of the Presence of God, 'There is not in the world a kind of life more sweet and delightful than that of a continual conversation with God. Those only can comprehend it who practice and experience it' (Letter 5). No one who has ever tried it has ever given it a lesser rating than that. For even though our prayer-contact with God may be almost infinitely poor, the God we thus contact is infinitely rich! Therefore, 'we are to be pitied who content ourselves with so little. God has infinite treasure to bestow' (Letter 4). What is that? 'What no eye has seen, nor ear heard, not the heart of man conceived, what God has prepared for those who love him' (1 Cor 2:9).

Open-plan offices have been found to reduce productivity and impair memory. They’re associated with high staff turnover. They make people sick, hostile, unmotivated, and insecure. Open-plan workers are more likely to suffer from high blood pressure and elevated stress levels and to get the flu; they argue more with their colleagues; they worry about coworkers eavesdropping on their phone calls and spying on their computer screens. They have fewer personal and confidential conversations with colleagues. They’re often subject to loud and uncontrollable noise, which raises heart rates; releases cortisol, the body’s fight-or-flight “stress” hormone; and makes people socially distant, quick to anger, aggressive, and slow to help others. Indeed,

At low speeds, the effort is primarily aerobic (meaning “with oxygen”), since oxygen is required for the most efficient conversion of stored food energy into a form your muscles can use. Your VO2max reflects your aerobic limits. At higher speeds, your legs demand energy at a rate that aerobic processes can’t match, so you have to draw on fast-burning anaerobic (“without oxygen”) energy sources.

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I went to interview a man with a high reputation for wisdom, because I felt that here if anywhere I should succeed in disproving the oracle and pointing out to my divine authority 'You said that I was the wisest of men, but here is a man who is wiser than I am.' Well, I gave a thorough examination to this person... and in conversation with him I formed the impression that although in many people's opinion, and especially in his own, he appeared to be wise, in fact he was not. Then when I began to try to show him that he only thought he was wise and was not really so, my efforts were resented both by him and by many of the other people present. However, I reflected as I walked away: 'Well, I am certainly wiser than this man. It is only too likely that neither of us has any knowledge to boast of; but he thinks that he knows something which he does not know, whereas I am quite conscious of my ignorance. At any rate it seems that I am wiser than he is to this small extent, that I do not think that I know what I do not know... [A]s I pursued my investigation at the god's command,... my honest impression was... that the people with the greatest reputations were almost entirely deficient, while others who were supposed to be their inferiors were much better qualified in practical intelligence.

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Globoforce worked with Cisco to use recognition to boost employee engagement by 5 percent, and with Intuit to achieve and sustain a double-digit increase in employee engagement over a large employee base that spans six countries. Hershey’s recognition approach helped increase employee satisfaction by 11 percent. And for LinkedIn, retention rates are nearly 10 percentage points higher for new hires who are recognized four or more times. Whether we’re leading a group or a member of the team, whether we’re working in a formal or informal recognition program, it is our responsibility to say to the people who work alongside us: “We’ve got to stop and celebrate one another and our victories, no matter how small. Yes, there’s more work to be done, and things could go sideways in an hour, but that will never take away from the fact that we need to celebrate an accomplishment right now.

Perhaps it is only when we realize and celebrate the intrinsic value of every human life that celebrity - true celebrity - shines most brightly. On our deathbeds, none of us will speak of the jobs we’ve held or the stuff we’ve acquired in our lifetimes; here bull markets and Nielsen ratings are irrelevant. A life-threatening illness jettisons pretension in no time flat. Death is the great equalizer. Death dares us to define what really matters.

Jason: That conversation was weird, huh? Jason: For what it’s worth, you truly held your composure. Jason: I wasn’t frightened at all. Jason: Okay, throwing down some honesty. I was a little frightened. Jason: Just a little, nothing like pissing my pants or anything like that. Jason: Did you know you have a pulsing vein in your forehead when you’re angry? Jason: I counted its pulse rate and I think you might have high blood pressure. Jason: I’m not a nurse, I don’t know about blood pressure, but CVS has one of those arm-pressure-checker things. Want me to take you? #WorriedAboutYourHealth Jason: #PulsingVein Jason: #SerpentTongue Jason: ^^ Oh shit that was for Knox. Jason: I wasn’t saying you have a serpent tongue. I’m sure your tongue is normal. Not one ounce of evil in it. Jason: Okay, I was talking about your tongue. Jason: I feel like since you’re not texting back I might be digging myself an even bigger hole than before. Am I right? Jason: I’m going to take your silence as a yes, which in that case, you don’t have a serpent tongue. Love that pulsing vein, and not once was I frightened. There. *Wipes forehead* Glad we cleared that up. Have a good night. #GodBless Jason: P.S. Don’t know why I said God bless, just go with it. #PrayerHands Jason: P.S.S. I’m wearing my flannel jam-jams. I like when they ride up in my crack. #FeelsNice

Towards the end of our conversation in the churchyard today I got the impression that pastor Jón thinks that all gods that men worship are equally good. In the Bhagavad Gita, which pastor Jón cites, Krishna is reported as saying, as I recall: You are free to address your prayers to any god at all; but the one who answers the prayers, I am he. Is this what pastor Jón means when he says that all gods are equally good except the god that answers the prayers, because he is nowhere? Neither of these two standpoints can be accommodated within the framework of our confession of faith. The god who speaks through Krishna's words isn't particularly pleasant, either, because he alone controls the card-game and the other gods are only dummies and he is the one who declares on their cards. At any rate this god is rather far removed from the seventy-year-old grandfather with the large beard who came to breakfast with the farmer Abraham of Ur accompanied by two angels, his attendants, and settled in with him, and whom the Jews inherited and thereafter the pope and finally the Saxons. When Krishna says he is the one god who answers prayers, then this is actually just our orthodox god of the catechism, the one who says: I am the Lord thy God, thou shalt have no other gods before me. Pastor Jón says, on the other hand, Thou shalt have all other gods before the Lord thy God. What is the answer to that?

levels and to get the flu; they argue more with their colleagues; they worry about coworkers eavesdropping on their phone calls and spying on their computer screens. They have fewer personal and confidential conversations with colleagues. They’re often subject to loud and uncontrollable noise, which raises heart rates; releases cortisol, the body’s fight-or-flight “stress” hormone; and makes people socially distant, quick to anger, aggressive, and slow to help others.

They had not been long there before Lord Dumbello did group himself. 'Fine day,' he said, coming up and occupying the vacant position by Miss Grantly's elbow. 'We were driving to-day and we thought it rather cold,' said Griselda. 'Deuced cold,' said Lord Dumbello, and then he adjusted his white cravat and touched up his whiskers. Having got so far, he did not proceed to any other immediate conversational efforts; nor did Griselda. But he grouped himself again as became a marquis, and gave very intense satisfaction to Mrs. Proudie. 'This is so kind of you, Lord Dumbello,' said that lady, coming up to him and shaking his hand warmly; 'so very kind of you to come to my poor little tea-party.' 'Uncommonly pleasant, I call it,' said his lordship. 'I like this sort of thing--no trouble, you know.' 'No; that is the charm of it: isn't it? no trouble or fuss, or parade. That's what I always say. According to my ideas, society consists in giving people facility for an interchange of thoughts--what we call conversation.' 'Aw, yes, exactly.' 'Not in eating and drinking together--eh, Lord Dumbello? And yet the practice of our lives would seem to show that the indulgence of those animal propensities can alone suffice to bring people together. The world in this has surely made a great mistake.' 'I like a good dinner all the same,' said Lord Dumbello. 'Oh, yes, of course--of course. I am by no means one of those who would pretend to preach that our tastes have not been given to us for our enjoyment. Why should things be nice if we are not to like them?' 'A man who can really give a good dinner has learned a great deal,' said Lord Dumbello, with unusual animation. 'An immense deal. It is quite an art in itself; and one which I, at any rate, by no means despise. But we cannot always be eating -- can we?' 'No,' said Lord Dumbello, 'not always.' And he looked as though he lamented that his powers should be so circumscribed.

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Through the years, I have heard that the average person speaks at about 150-160 words per minute, but can listen at a rate of about 1,000 words per minute. What is going on during all that extra mind time? • Our minds are racing ahead and preparing for the next thing we are going to say. • We are preoccupied with other thoughts, priorities, and distractions. • Our subconscious filters are thumbing through our database of memories, judgments, experiences, perspectives, and opinions to frame how we are going to interpret what we think someone is saying.

Michelle Alexander, an associate professor of law at Ohio State University, has written an entire book, The New Jim Crow, that blames high black incarceration rates on racial discrimination. She posits that prisons are teeming with young black men due primarily to a war on drugs that was launched by the Reagan administration in the 1980s for the express purpose of resegregating society. “This book argues that mass incarceration is, metaphorically, the New Jim Crow and that all those who care about social justice should fully commit themselves to dismantling this new racial caste system,” wrote Alexander.4 “What this book is intended to do—the only thing it is intended to do—is to stimulate a much-needed conversation about the role of the criminal justice system in creating and perpetrating racial hierarchy in the United States.”5 Liberals love to have “conversations” about these matters, and Alexander got her wish. The book was a best seller. NPR interviewed her multiple times at length. The New York Times said that Alexander “deserved to be compared to Du Bois.” The San Francisco Chronicle described the book as “The Bible of a social movement.

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False dichotomies are undisciplined thought. In the words of F. Scott Fitzgerald, “The test of a first-rate intelligence is the ability to hold two opposed ideas in the mind at the same time, and still retain the ability to function.” Builders of greatness are comfortable with paradox. They don’t oppress themselves with what we call the “Tyranny of the OR,” which pushes people to believe that things must be either A OR B, but not both. Instead, they liberate themselves with the “Genius of the AND.” Undisciplined thinkers force debates into stark “Tyranny of the OR” choices; disciplined thinkers expand the conversation to create Genius of the AND solutions.

In the absence of a widely practiced and capable attention to our use of the land, to the land-use economies, and to the natural sources of our life, we have a national, or global, economy consisting entirely of capital (rated at monetary value), minimal labor (“jobs,” merely numbered, and the numbers always liable to reduction by technology), information (infinite perhaps, but never sufficient), marketing (seduction of the gullible), and consumption (conversion of goods into waste or poison). And so we have lost patriotism in the old sense of love for one’s country, and have replaced it with an ignorant, hard-hearted military-industrial nationalism that devours the country.

We were, as I have said, returning from a dip, and half-way up the High Street a cat darted out from one of the houses in front of us, and began to trot across the road. Montmorency gave a cry of joy – the cry of a stern warrior who sees his enemy given over to his hands – the sort of cry Cromwell might have uttered when the Scots came down the hill – and flew after his prey. His victim was a large black Tom. I never saw a larger cat, nor a more disreputable-looking cat. It had lost half its tail, one of its ears, and a fairly appreciable proportion of its nose. It was a long, sinewy- looking animal. It had a calm, contented air about it. Montmorency went for that poor cat at the rate of twenty miles an hour; but the cat did not hurry up – did not seem to have grasped the idea that its life was in danger. It trotted quietly on until its would-be assassin was within a yard of it, and then it turned round and sat down in the middle of the road, and looked at Montmorency with a gentle, inquiring expression, that said: “Yes! You want me?” Montmorency does not lack pluck; but there was something about the look of that cat that might have chilled the heart of the boldest dog. He stopped abruptly, and looked back at Tom. Neither spoke; but the conversation that one could imagine was clearly as follows:- THE CAT: “Can I do anything for you?” MONTMORENCY: “No – no, thanks.” THE CAT: “Don’t you mind speaking, if you really want anything, you know.” MONTMORENCY (BACKING DOWN THE HIGH STREET): “Oh, no – not at all – certainly – don’t you trouble. I – I am afraid I’ve made a mistake. I thought I knew you. Sorry I disturbed you.” THE CAT: “Not at all – quite a pleasure. Sure you don’t want anything, now?” MONTMORENCY (STILL BACKING): “Not at all, thanks – not at all – very kind of you. Good morning.” THE CAT: “Good-morning.” Then the cat rose, and continued his trot; and Montmorency, fitting what he calls his tail carefully into its groove, came back to us, and took up an unimportant position in the rear. To this day, if you say the word “Cats!” to Montmorency, he will visibly shrink and look up piteously at you, as if to say: “Please don’t.

I was recently on a plane from Raleigh to Boston when I overheard a conversation between two women in the seats behind me that captured the national mood perfectly. An older woman with a Boston accent remarked, “It’s gone to shit. Everything’s gone to shit. The economy is terrible. Crime is crazy—I mean, I just go to work and come home and I don’t even go out.” The younger woman, who had a Southern accent, sighed knowingly. “It makes you wonder if you want to bring a child into this world,” she said. These were women who could afford airplane tickets. They were traveling between two affluent cities during a period of historically low crime rates in the richest nation during the wealthiest period of the history of the world. Clearly, it didn’t feel that way.

According to Yale’s Cultural Cognition Project, for example, one’s “cultural worldview”—that would be political leanings or ideological outlook to the rest of us—explains “individuals’ beliefs about global warming more powerfully than any other individual characteristic.”16 More powerfully, that is, than age, ethnicity, education, or party affiliation. The Yale researchers explain that people with strong “egalitarian” and “communitarian” worldviews (marked by an inclination toward collective action and social justice, concern about inequality, and suspicion of corporate power) overwhelmingly accept the scientific consensus on climate change. Conversely, those with strong “hierarchical” and “individualistic” worldviews (marked by opposition to government assistance for the poor and minorities, strong support for industry, and a belief that we all pretty much get what we deserve) overwhelmingly reject the scientific consensus.17 The evidence is striking. Among the segment of the U.S. population that displays the strongest “hierarchical” views, only 11 percent rate climate change as a “high risk,” compared with 69 percent of the segment displaying the strongest “egalitarian” views.18 Yale law professor Dan Kahan, the lead author on this study, attributes the tight correlation between “worldview” and acceptance of climate science to “cultural cognition,” the process by which all of us—regardless of political leanings—filter new information in ways that will protect our “preferred vision of the good society.” If new information seems to confirm that vision, we welcome it and integrate it easily. If it poses a threat to our belief system, then our brain immediately gets to work producing intellectual antibodies designed to repel the unwelcome invasion.19 As Kahan explained in Nature, “People find it disconcerting to believe that behavior that they find noble is nevertheless detrimental to society, and behavior that they find base is beneficial to it. Because accepting such a claim could drive a wedge between them and their peers, they have a strong emotional predisposition to reject it.” In other words, it is always easier to deny reality than to allow our worldview to be shattered, a fact that was as true of die-hard Stalinists at the height of the purges as it is of libertarian climate change deniers today. Furthermore, leftists are equally capable of denying inconvenient scientific evidence. If conservatives are inherent system justifiers, and therefore bridle before facts that call the dominant economic system into question, then most leftists are inherent system questioners, and therefore prone to skepticism about facts that come from corporations and government. This can lapse into the kind of fact resistance we see among those who are convinced that multinational drug companies have covered up the link between childhood vaccines and autism. No matter what evidence is marshaled to disprove their theories, it doesn’t matter to these crusaders—it’s just the system covering up for itself.20 This kind of defensive reasoning helps explain the rise of emotional intensity that surrounds the climate issue today. As

Whites are most likely to own their own homes (76%), followed by Asians (61%), Latinos (49%), and blacks (48%). Race matters when it comes to being a homeowner. Being white makes you significantly more likely to own a home than if you are Asian, black, or Latino…. Even though Asians are more likely to be homeowners than blacks and Latinos, given that Asian median income is higher than white median income, we might expect to see even higher homeownership rates for Asians than whites—yet we do not…. Homeownership disparities by race and ethnicity are not solely attributable to differences in income. Even at high income levels, a smaller percentage of blacks and Latinos are homeowners than whites. In 2005, for every income level, black homeownership rates were less than the overall homeownership rates by income.

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Some people live longer than they ought to by any known measures. As Jo Marchant notes in her book Cure, Costa Ricans have only about one-fifth the personal wealth of Americans, and have poorer health care, but live longer. Moreover, people in one of the poorest regions of Costa Rica, the Nicoya Peninsula, live longest of all, even though they have much higher rates of obesity and hypertension. They also have longer telomeres. The theory is that they benefit from closer social bonds and family relationships. Curiously, it was found that if they live alone or don’t see a child at least once a week, the telomere length advantage vanishes. It is an extraordinary fact that having good and loving relationships physically alters your DNA. Conversely, a 2010 U.S. study found, not having such relationships doubles your risk of dying from any cause.

While advertising was once used primarily to create a sale or enhance an image, it must now be used to create awareness about Web content. • While SEO was at one time primarily a function of optimizing a Web site, it must now be a function of optimizing brand assets across social media. • While lead generation used to consist of broadcasting messages, it must now rely heavily on being found in the right place at the right time. • While lead conversion in the past often consisted of multiple sales calls to supply information, it must now supplement Web information gathering with value delivery. • While referrals used to be a simple matter of passing a name, they now rely heavily on an organization’s online reputation, ratings, and reviews. • While physical store location has always mattered, online location for the local business has become a life-and-death matter.

Modified interaction does not always involve linguistic simplification. It may also include elaboration, slower speech rate, gesture, or the provision of additional contextual cues. Some examples of conversational modifications are: 1   Comprehension checks—efforts by the native speaker to ensure that the learner has understood (for example, ‘The bus leaves at 6:30. Do you understand?’). 2   Clarification requests—efforts by the learner to get the native speaker to clarify something that has not been understood (for example, ‘Could you repeat please?’). These requests from the learner lead to further modifications by the native speaker. 3   Self-repetition or paraphrase—the more proficient speaker repeats his or her sentence either partially or in its entirety (for example, ‘She got lost on her way home from school. She was walking home from school. She got lost.’).

This happened in the morning. In the afternoon I met my little woman, as I believe it was, as I was returning towards my centre from an exploration, and she received me with cries of delight and presented me with a big garland of flowers—evidently made for me and me alone. The thing took my imagination. Very possibly I had been feeling desolate. At any rate I did my best to display my appreciation of the gift. We were soon seated together in a little stone arbour, engaged in conversation, chiefly of smiles. The creature’s friendliness affected me exactly as a child’s might have done. We passed each other flowers, and she kissed my hands. I did the same to hers. Then I tried talk, and found that her name was Weena, which, though I don’t know what it meant, somehow seemed appropriate enough. That was the beginning of a queer friendship which lasted a week, and ended—as I will tell you

Open-plan offices have been found to reduce productivity and impair memory. They’re associated with high staff turnover. They make people sick, hostile, unmotivated, and insecure. Open-plan workers are more likely to suffer from high blood pressure and elevated stress levels and to get the flu; they argue more with their colleagues; they worry about coworkers eavesdropping on their phone calls and spying on their computer screens. They have fewer personal and confidential conversations with colleagues. They’re often subject to loud and uncontrollable noise, which raises heart rates; releases cortisol, the body’s fight-or-flight “stress” hormone; and makes people socially distant, quick to anger, aggressive, and slow to help others. Indeed, excessive stimulation seems to impede learning: a recent study found that people learn better after a quiet stroll through the woods than after a noisy walk down a city street.

Aerobic activity is beneficial in several ways. Exercise strengthens your cardiovascular system and improves your circulation, which means your body can deliver more blood to your brain when it’s working. Because the brain’s demand for oxygen and sugar rises when you’re concentrating hard, this can make the difference between grasping that insight or feeling like it’s just out of reach. A firing neuron uses as much energy as a leg muscle cell during a marathon. Further, sustained aerobic exercise stimulates the body to generate more small blood vessels in the brain, and a better-developed cerebral vasculature can deliver blood to the brain faster and more effectively. A 2012 study found that episodic memory improves as maximal oxygen capacity increases. (Conversely, comparative studies of adults who do and don’t exercise find that couch potatoes have lower scores on tests of executive function and processing speed and in middle age have faster rates of brain

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That pain of wanting, the burning desire to possess what you lack, is one of the greatest allies you have. It is a force you can harness to create whatever you want in your life. When you took an honest look at your life back in the previous chapter and rated yourself as being either on the up curve or the down curve in seven different areas, you were painting a picture of where you are now. This diagram shows that as point A. Where you could be tomorrow, your vision of what’s possible for you in your life, is point B. And to the extent that there is a “wanting” gap between points A and B, there is a natural tension between those two poles. It’s like holding a magnet near a piece of iron: you can feel the pull of that magnet tugging at the iron. Wanting is exactly like that; it’s magnetic. You can palpably feel your dreams (B) tugging at your present circumstances (A). Tension is uncomfortable. That’s why it sometimes makes people uncomfortable to hear about how things could be. One of the reasons Dr. Martin Luther King, Jr.’s famous “I have a dream” speech made such a huge impact on the world and carved such a vivid place in our cultural memory is that it made the world of August 1963 very uncomfortable. John Lennon painted his vision of a more harmonious world in the song Imagine. Within the decade, he was shot to death. Gandhi, Jesus, Socrates … our world can be harsh on people who talk about an improved reality. Visions and visionaries make people uncomfortable. These are especially dramatic examples, of course, but the same principle applies to the personal dreams and goals of people we’ve never heard of. The same principle applies to everyone, including you and me. Let’s say you have a brother, or sister, or old friend with whom you had a falling out years ago. You wish you had a better relationship, that you talked more often, that you shared more personal experiences and conversations together. Between where you are today and where you can imagine being, there is a gap. Can you feel it?

The more one examines the teachings and activities of Jesus, the more obvious it appears that they struck at Judaism in a number of fatal respects, which made his arrest and trial by the Jewish authorities inevitable. His hostility to the Temple was unacceptable even to liberal Pharisees, who accorded Temple worship some kind of centrality. His rejection of the Law was fundamental. Mark relates that, having ‘called all the people unto him’, Jesus stated solemnly: ‘There is nothing from without a man, that entering into him can defile him: but the things which come out of him, those are they that defile the man.’89 This was to deny the relevance and instrumentality of the Law in the process of salvation and justification. He was asserting that man could have a direct relationship with God, even if he were poor, ignorant and sinful; and, conversely, it was not man’s obedience to the Torah which creates God’s response, but the grace of God to men, at any rate those who have faith in him, which makes them keep his commandments.

There were two things that particularly bothered me in those days. One was that I came too fast, often before anything had happened at all, and the other was that I never laughed. That is, it did happen once in a while, maybe once every six months, when I would be overcome by the hilarity of something and just laugh and laugh, but that was always unpleasant because then I completely lost control, I was unable to regain my composure, and I didn’t like showing that side of myself to others. So basically I was able to laugh, I had the capacity, but in my everyday life, in social situations, when I was with people around a table chatting, I never laughed. I had lost that ability. To make up for this, I smiled a lot, I might also emit some laughter-like sounds, so I don’t think anyone noticed or found it conspicuous. But I knew: I never laughed. As a result, I became especially conscious of laughter as such, as a phenomenon — I noticed how it occurred, how it sounded, what it was. People laughed almost all the time, they said something, laughed, others said something, everyone laughed. It lubricated conversations or gave them a shot of something else which didn’t have so much to do with what was being said as with being together with others. People meeting. In this situation everyone laughed, each in their own way, of course, and sometimes because of something genuinely funny, in which case the laughter lasted longer and could at times completely take over, but also for no apparent reason at all, just as a token of friendliness or openness. It could conceal insecurity, I knew that well, but it could also be strong and generous, a helping hand. When I was small I laughed a lot, but at some point it stopped, perhaps as early as the age of twelve, at any rate I remember there was a film with Rolv Wesenlund that filled me with horror, it was called The Man Who Could Not Laugh, and it was probably when I heard about it that I realised actually I didn’t laugh. From then on, all social situations were something I took part in and watched from the outside as I lacked what they were full of, the interpersonal link: laughter.

Imagine a situation where you are too small to win a fight and unable to run away. In this case, the brain and the rest of the body prepare for injury. Your heart rate goes down. You release your body’s own painkiller—opioids. You disengage from the external world and psychologically flee into your inner world. Time seems to slow. You may feel like you are in a movie, or floating and watching things happen to you. This is all part of another adaptive capability, called dissociation. For babies and very young children, dissociation is a very common adaptive strategy; fighting or fleeing won’t protect you, but “disappearing” might. You learn to escape into your inner world. You dissociate. And over time, your capacity to retreat to that inner world—safe, free, in control—increases. A key part of that sensitized ability to dissociate is to be a people pleaser. You comply with what others want. You find yourself doing things to avoid conflict, to ensure that the other person in the interaction is pleased, as well as gravitating toward various regulating, but dissociative, activities.

But the conversation that Alexander wants to have glosses over the fact that black men commit a hugely disproportionate number of crimes in the United States. The New Jim Crow is chock-full of data on the racial makeup of prisons, but you will search in vain for anything approaching a sustained discussion of black crime rates. To Alexander and those who share her view, the two are largely unrelated. Black incarceration rates, she wrote, result from “a stunningly comprehensive and well-disguised system of racialized social control.”6 The author seems reluctant even to acknowledge that black people behind bars have done anything wrong. In her formulation, blacks are simply “far more likely to be labeled criminals”7 and are as blameless as slaves in the antebellum South. “When we say someone was ‘treated like a criminal,’ what we mean to say is that he or she was treated as less than human, like a shameful creature,” Alexander wrote. “Hundreds of years ago, our nation put those considered less than human in shackles; less than one hundred years ago, we relegated them to the other side of town; today we put them in cages.”8 Really?

So there are long conversations in cafés about Jean-Paul Sartre, and Simone de Beauvoir, and Albert Camus and Raymond Queneau, and all the boys that we were just beginning to get excited about in London when the first French literature filtered across after the Liberation. My God, Leo, there is some very interesting stuff being written in France at present on the philosophical and literary front. I begin to get some glimmering too about ‘existentialism’ the latest philosophy of France – Sartre, out of Husserl, Heidegger and Kierkegaard. Last week I had a very great experience. Jean-Paul Sartre came to Brussels to give a lecture on existentialism, and I met him after the lecture, and on the following day during an interminable café séance. He is small, squints appallingly, is very simple and charming in manner and extremely attractive. What versatility! Philosophy, novels, plays, cinema, journalism! No wonder the stuffy professional philosophers are suspicious. I don’t make much yet of his phenomenology, but his theories on morals, which derive from Kierkegaard, seem to me first rate and just what English philosophy needs to have injected into its veins, to expel the loathsome humours of Ross and Prichard.

I don’t want any misunderstandings between us. I can’t make any promises.” “Ah. Commitment issues.” “Something like that.” She considered briefly and then nodded once. “Okay.” “Okay? That’s all you can say?” “I’m good with your issues if you’re good with mine.” “Your issues don’t begin to compare to mine,” he warned. “Now we’re comparing issues?” “You think running background checks on the guys you date constitutes a serious issue?” She frowned. “Of course not. Paying someone to run background checks on my dates is just common sense. My issues are a lot more personal. I do not intend to discuss them with a man who isn’t interested in having a relationship with me. Good night, Jack. Again.” “Wait. You’re saying you’re okay with my commitment issues?” “Right. Now, if you’re done with this conversation—” “We’re not having a conversation, we’re conducting a damn negotiation.” She raised her brows. “Is that right?” “Just to be clear—you’d be okay with a relationship based on the understanding that I’ve got a lousy track record in the relationship department?” “I’ll put my lousy track record up against yours anytime.” She folded her arms. “However, I do insist on monogamy on both sides while we are involved in this uncommitted relationship.” Her voice was as tight as that of a gambler who was doubling down on a desperate bet. “Agreed,” he said. He did not want to think about her with another man. “Anything else you want to negotiate?” “Can’t think of anything offhand,” she said. “You?” “Nothing comes to mind.” “Then it looks like we have established the terms and conditions of a relationship.” “Are you going to whip out a contract for me to sign?” Her browns snapped together. “What?” “Talk about taking the romance out of things.” She stared at him for a beat. Then she went off like a volcano. “You started it,” she said. Her voice was harsh with indignation, anger, and—maybe—pain. Or maybe—just maybe—those were the emotions tearing through him. “Me?” he shot back. “You’re the one who wanted to compare issues.” “I can’t believe you’re trying to make this my fault.” He moved closer to her. “Damned if I’ll let you stick me with the blame for this fiasco.” “First you accuse me of taking all the romance out of our relationship and then you call it a fiasco. You’re right. Whatever happens between us probably won’t last very long, not at the rate we’re going, so I suggest we get started before it fizzles out completely.

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The evidence for the cognitive interpretation of the above-average effect is that when people are asked about a task they find difficult (for many of us this could be “Are you better than average in starting conversations with strangers?”), they readily rate themselves as below average. The upshot is that people tend to be overly optimistic about their relative standing on any activity in which they do moderately well. I have had several occasions to ask founders and participants in innovative start-ups a question: To what extent will the outcome of your effort depend on what you do in your firm? This is evidently an easy question; the answer comes quickly and in my small sample it has never been less than 80%. Even when they are not sure they will succeed, these bold people think their fate is almost entirely in their own hands. They are surely wrong: the outcome of a start-up depends as much on the achievements of its competitors and on changes in the market as on its own efforts. However, WYSIATI plays its part, and entrepreneurs naturally focus on what they know best—their plans and actions and the most immediate threats and opportunities, such as the availability of funding. They know less about their competitors and therefore find it natural to imagine a future in which the competition plays little part.

All of this is by way of coming around to the somewhat paradoxical observation that we speak with remarkable laxness and imprecision and yet manage to express ourselves with wondrous subtlety—and simply breathtaking speed. In normal conversation we speak at a rate of about 300 syllables a minute. To do this we force air up through the larynx—or supralaryngeal vocal tract, to be technical about it—and, by variously pursing our lips and flapping our tongue around in our mouth rather in the manner of a freshly landed fish, we shape each passing puff of air into a series of loosely differentiated plosives, fricatives, gutturals, and other minor atmospheric disturbances. These emerge as a more or less continuous blur of sound. People don’t talk like this, theytalklikethis. Syllables, words, sentences run together like a watercolor left in the rain. To understand what anyone is saying to us we must separate these noises into words and the words into sentences so that we might in our turn issue a stream of mixed sounds in response. If what we say is suitably apt and amusing, the listener will show his delight by emitting a series of uncontrolled high-pitched noises, accompanied by sharp intakes of breath of the sort normally associated with a seizure or heart failure. And by these means we converse. Talking, when you think about it, is a very strange business indeed. And yet we achieve the process effortlessly. We absorb

The mythical ‘butterfly effect’ does exist, but we don’t spend enough time butterfly hunting. Here are some recent butterfly effect discoveries, from my own experience: A website adds a single extra option to its checkout procedure – and increases sales by $300m per year. An airline changes the way in which flights are presented – and sells £8m more of premium seating per year. A software company makes a seemingly inconsequential change to call-centre procedure – and retains business worth several million pounds. A publisher adds four trivial words to a call-centre script – and doubles the rate of conversion to sales. A fast-food outlet increases sales of a product by putting the price . . . up. All these disproportionate successes were, to an economist, entirely illogical. All of them worked. And all of them, apart from the first, were produced by a division of my advertising agency, Ogilvy, which I founded to look for counter-intuitive solutions to problems. We discovered that problems almost always have a plethora of seemingly irrational solutions waiting to be discovered, but that nobody is looking for them; everyone is too preoccupied with logic to look anywhere else. We also found, rather annoyingly, that the success of this approach did not always guarantee repeat business; it is difficult for a company, or indeed a government, to request a budget for the pursuit of such magical solutions, because a business case has to look logical.

Emotions get our attention As the television advertisement opens, we see two men talking in a car. They are having a mildly heated discussion about one of them overusing the word “like” in conversation. As the argument continues, we notice out the passenger window another car barreling toward the men. It smashes into them. There are screams, sounds of shattering glass, quick-cut shots showing the men bouncing in the car, twisted metal. The final shot shows the men standing, in disbelief, outside their wrecked Volkswagen Passat. In a twist on a well-known expletive, these words flash on the screen: “Safe Happens.” The spot ends with a picture of another Passat, this one intact and complete with its five-star side-crash safety rating. It is a memorable, even disturbing, 30-second spot. That’s because it’s charged with emotion. Emotionally charged events are better remembered—for longer, and with more accuracy—than neutral events. While this idea may seem intuitively obvious, it’s frustrating to demonstrate scientifically because the research community is still debating exactly what an emotion is. What we can say for sure is that when your brain detects an emotionally charged event, your amygdala (a part of your brain that helps create and maintain emotions) releases the chemical dopamine into your system. Dopamine greatly aids memory and information processing. You can think of it like a Post-it note that reads “Remember this!” Getting one’s brain to put a chemical Post-it note on a given piece of information means that information is going to be more robustly processed. It is what every teacher, parent, and ad executive wants.

When Surkov finds out about the Night Wolves he is delighted. The country needs new patriotic stars, the great Kremlin reality show is open for auditions, and the Night Wolves are just the type that’s needed, helping the Kremlin rewrite the narrative of protesters from political injustice and corruption to one of Holy Russia versus Foreign Devils, deflecting the conversation from the economic slide and how the rate of bribes that bureaucrats demand has shot up from 15 percent to 50 percent of any deal. They will receive Kremlin support for their annual bike show and rock concert in Crimea, the one-time jewel in the Tsarist Empire that ended up as part of Ukraine during Soviet times, and where the Night Wolves use their massive shows to call for retaking the peninsula from Ukraine and restoring the lands of Greater Russia; posing with the President in photo ops in which he wears Ray-Bans and leathers and rides a three-wheel Harley (he can’t quite handle a two-wheeler); playing mega-concerts to 250,000 cheering fans celebrating the victory at Stalingrad in World War II and the eternal Holy War Russia is destined to fight against the West, with Cirque du Soleil–like trapeze acts, Spielberg-scale battle reenactments, religious icons, and holy ecstasies—in the middle of which come speeches from Stalin, read aloud to the 250,000 and announcing the holiness of the Soviet warrior—after which come more dancing girls and then the Night Wolves’ anthem, “Slavic Skies”: We are being attacked by the yoke of the infidels: But the sky of the Slavs boils in our veins . . . Russian speech rings like chain-mail in the ears of the foreigners, And the white host rises from the coppice to the stars.

A major source of conflict is that men sometimes infer sexual interest on the part of a woman when it does not exist. A series of experiments has documented this phenomenon (Abbey, 1982; Lindgren, George, & Shoda, 2007). In one study, 98 male and 102 female college students viewed a 10-minute videotape of a conversation in which a female student visits a male professor’s office to ask for more time to complete a term paper. The actors in the film were a female drama student and a professor in the theater department. Neither the student nor the professor acted flirtatious or overtly sexual, although both were instructed to behave in a friendly manner. People who witnessed the tape then rated the likely intentions of the woman using a seven-point scale. Women watching the interaction were more likely to say that she was trying to be friendly, with an average rating of 6.45, and not sexy (2.00) or seductive (1.89). Men, also perceiving friendliness (6.09), were significantly more likely than women to infer seductive (3.38) and sexual intentions (3.84). A speed-dating laboratory procedure had men rate women’s sexual interest in them a er a brief interaction and compared those ratings to women’s self-reported sexual interest in each of the men (Perilloux et al., 2012). Again, men exhibited a sexual misperception bias, perceiving women as significantly more interested in them than women actually were. Men high in self-perceived attractiveness and female-evaluated mate value are especially vulnerable to the sexual over-perception bias (Kohl & Robertson, 2014; Perilloux et al., 2012). And men who pursue a short-term mating strategy are also more prone to the sexual over-perception bias (Perilloux et al., 2012), likely because this bias facilitates more frequent attempts to initiate sexual overtures.

1.      Establishing artificial time constraints: Allow the person being targeted to feel that there is an end in sight. 2.      Accommodating nonverbals: Ensure that both your body language as well as your voice is non-threatening.           3.      Slower rate of speech: Don’t oversell and talk too fast. You lose credibility quickly and come on too strong and threatening. 4.      Sympathy or assistance theme: Human beings are genetically coded to provide assistance and help. It also appeals to their ego that they may know more than you. 5.      Ego suspension: Most likely the hardest technique but without a doubt the most effective. Don’t build yourself up, build someone else up and you will have strong rapport. 6.      Validate others: Human beings crave being connected and accepted. Validation feeds this need and few give it. Be the great validator and have instant, great rapport. 7.      Ask… How? When? Why? : When you want to dig deep and make a connection, there is no better or safer way than asking these questions. They will tell you what they are willing to talk about. 8.      Connect with quid pro quo: Some people are just more guarded than others. Allow them to feel comfortable by giving a little about you. Don’t overdo it. 9.      Gift giving (reciprocal altruism): Human beings are genetically coded to reciprocate gifts given. Give a gift, either intangible or material, and seek a conversation and rapport in return. 10.  Managing expectations: Avoid both disappointment as well as the look of a bad salesman by ensuring that your methods are focused on benefitting the targeted individual and not you. Ultimately you will win, but your mindset needs to focus on them. You now have the top ten secrets on how to build rapport with anyone in just a few minutes.  There is nothing in these pages that

He found that when the Montreal Canadiens ice hockey team—once described as the national team of French Canada—got knocked out of the playoffs early between 1951 and 1992, Quebecois males aged fifteen to thirty-four became more likely to kill themselves. Robert Fernquist, a sociologist at the University of Central Missouri, went further. He studied thirty American metropolitan areas with professional sports teams from 1971 to 1990 and showed that fewer suicides occurred in cities whose teams made the playoffs more often. Routinely reaching the playoffs could reduce suicides by about twenty each year in a metropolitan area the size of Boston or Atlanta, said Fernquist. These saved lives were the converse of the mythical Brazilians throwing themselves off apartment blocks. Later, Fernquist investigated another link between sports and suicide: he looked at the suicide rate in American cities after a local sports team moved to another town. It turned out that some of the fans abandoned by their team killed themselves. This happened in New York in 1957 when the Brooklyn Dodgers and New York Giants baseball teams left, in Cleveland in 1995–1996 when the Browns football team moved to Baltimore, and in Houston in 1997–1998 when the Oilers football team departed. In each case the suicide rate was 10 percent to 14 percent higher in the two months around the team’s departure than in the same months of the previous year. Each move probably helped prompt a handful of suicides. Fernquist wrote, “The sudden change brought about due to the geographic relocations of pro sports teams does appear to, at least for a short time, make highly identified fans drastically change the way they view the normative order in society.” Clearly none of these people killed themselves just because they lost their team. Rather, they were very troubled individuals for whom this sporting disappointment was too much to bear. Perhaps the most famous recent case of a man who found he could not live without sports was the Gonzo author Hunter S. Thompson. He shot himself in February 2005, four days after writing a note in black marker with the title, “Football Season Is Over”:

proper legal structure. The best structure is that of the Mondragon companies, which do not allow workers to own a tradable share of equity. Instead, in addition to their wages they each have an internal capital account the value of which depends on the business’s performance and on the number of hours the member works. A new member has to pay a large entrance fee, most of which is credited to his internal account. He receives interest at the end of every fiscal year, but he cannot withdraw the annually accumulating principal from his account until retirement. Almost all profits are divided between these individual accounts and a collective account that helps ensure the company’s survival. No buying or selling of shares takes place in this scheme, so it’s difficult for the firm to lose its worker-controlled status. Not until 1982, however, did the internal-capital-accounts legal structure exist in the United States (and then only in Massachusetts); prior to that, worker cooperatives had to make convoluted use of other categories, which sometimes made them vulnerable to degeneration.113 In any case, the survival rates of contemporary cooperatives put the lie to traditional theories of cooperatives’ unsustainability, for they appear to have higher rates of survival than conventional firms. During the 1970s and early 1980s, the death rate for co-ops in France (due either to dissolution or to conversion into a capitalist firm) was 6.9 percent; the comparable rate for capitalist competitors was 10 percent. A study in 1989 found much higher failure rates for capitalist companies than cooperatives in North America.114 A study conducted by Quebec’s Ministry of Industry and Commerce in 1999 concluded that “Co-op startups are twice as likely to celebrate their 10th birthday as conventionally owned private businesses.”115 A later study by the same organization found that “More than 6 out of 10 cooperatives survive more than five years, as compared to almost 4 businesses out of 10 for the private sector in Québec and in Canada in general. More than 4 out of 10 cooperatives survive more than 10 years, compared to 2 businesses out of 10 for the private sector.”116

To most people’s surprise, a large study of the United States found that midlife is the time of least happiness, greatest anxiety, and lowest life satisfaction23 for both men and women. Things begin looking up around age sixty—and not because the “younger old” are skewing the curve. The Gallup World Poll, which studies countries large and small, poor and rich, agrarian and industrialized, finds that life satisfaction assumes a U-shape across life24 in wealthier countries but different patterns elsewhere. Data from the United States and Western Europe confirm that most people are around sixty before they achieve levels of well-being comparable to those of twenty-year-olds,25 and rates climb thereafter. The increased well-being of old people seems made up of both declines in negatives and increases in positives. In one recent study, anxiety marched steadily upward26 from the teenage years to its greatest heights between ages thirty-five and fifty-nine. In the early sixties, it dropped markedly, falling again at sixty-five, then staying at the life span’s lowest levels thereafter. Conversely, sixty- to sixty-four-year-olds were happier and more satisfied with their lives than people aged twenty to fifty-nine, but not nearly as happy as those aged sixty-five and over. Even those over age ninety were happier than the middle-aged. As the poet Mary Ruefle has said, “You should never fear aging because you have absolutely no idea the absolute freedom in aging; it’s astounding and mind-blowing. You no longer care what people think. As soon as you become invisible—which happens much more quickly to women than men—there is a freedom that’s astounding. And all your authority figures drift away. Your parents die. And yes, of course, it’s heartbreaking, but it’s also wonderfully freeing.”27 In sum, depending on the measure, by their later sixties or early seventies, older adults surpass younger adults on all measures, showing less stress, depression, worry, and anger, and more enjoyment, happiness, and satisfaction. In these and similar studies, people between sixty-five and seventy-nine years old report the highest average levels of personal well-being, followed by those over eighty, and then those who are eighteen to twenty-one years old.

OBAMA WENT THROUGH STAGES. That first day, I was in multiple meetings where he tried to lift everyone’s spirits. That evening, he interrupted the senior staff meeting in Denis McDonough’s office and gave a version of the speech that I’d now heard three times as we all sat there at the table. He was the only one standing. It was both admirable and heartbreaking watching him take everything in stride, working—still—to lift people’s spirits. When he was done, I spoke first. “It says a lot about you,” I said, “that you’ve spent the whole day trying to buck the rest of us up.” People applauded. Obama looked down. On the Thursday after the election, he had a long, amiable meeting with Trump. It left him somewhat stupefied. Trump had repeatedly steered the conversation back to the size of his rallies, noting that he and Obama could draw big crowds but Hillary couldn’t. He’d expressed openness to Obama’s arguments about healthcare, the Iran deal, immigration. He’d asked for recommendations for staff. He’d praised Obama publicly when the press was there. Afterward, Obama called a few of us up to the Oval Office to recap. “I’m trying to place him,” he said, “in American history.” He told us Trump had been perfectly cordial, but he’d almost taken pride in not being attached to a firm position on anything. “He peddles bullshit. That character has always been a part of the American story,” I said. “You can see it right back to some of the characters in Huckleberry Finn.” Obama chuckled. “Maybe that’s the best we can hope for.” In breaks between meetings in the coming days, he expressed disbelief that the election had been lost. With unemployment at 5 percent. With the economy humming. With the Affordable Care Act working. With graduation rates up. With most of our troops back home. But then again, maybe that’s why Trump could win. People would never have voted for him in a crisis. He kept talking it out, trying on different theories. He chalked it up to multiple car crashes at once. There was the letter from Comey shortly before the election, reopening the investigation into Clinton’s email server. There was the steady release of Podesta emails from Wikileaks through October. There was a rabid right-wing propaganda machine and a mainstream press that gorged on the story of Hillary’s emails, feeding Trump’s narrative of corruption.

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In Door County, the “thumb” of Wisconsin, I heard a similar thing from a woman taking part in a conversation after a church service: Having been raised and grown up here, it has gotten to the point that I think Door County is becoming very elitist. Thank God I have a home. I was lucky enough that my husband and I had worked for it and paid for it before he died. On my wages, I could not have bought a home by myself. The cost of all of the surrounding land has become so expensive because of all the people who don’t live here more than six weeks out of the year, and build three-quarter-million-dollar homes, million-dollar homes, and basically visit, and so they’ve driven the property values so high that those people who have lived in a home their whole lives and were able to afford, can no longer afford because the tax rate has gone up so high. The wage scale is not that great in Door County. People say, “Well, you know, you make a good living.” No. And they somehow get the impression that we go to the gas station and we pay less for our gas, and pay less for our food because we live here. Ah, wrong! We pay the same price [laughter], but we don’t make the wages, and we’re paying for what has been driven up, and it’s—I see it as a real hardship. I’m fortunate, but I look at my children and my grandchildren and I wonder will they be able to live here and own a home? Maybe they’ll be able to rent, but to live here and own a home and take pride in that? That’s scary. Really is scary.

According to a 2002 University of Massachusetts study, 60 percent of adults will lie at least once within the course of a ten-minute conversation, with the average number of lies from the liars being three. And that is only what people admitted to. (If you are wondering, in this study men and women lied at about the same rate.) I don’t think there is any single number that captures how much people lie, as that depends greatly on context. Nonetheless, lying is rather deeply embedded in human nature.

In 1847, Dr. Robert Liston performed an amputation in 25 seconds. He operated so quickly that he accidentally amputated his assistant’s fingers as well. Both later died of sepsis, along with a spectator who reportedly died of shock. This resulted in the only known procedure with a 300% mortality rate.

Then I got the idea of the portable diathermy machine. I rented one, took it on the bus going home that night. There sat all the tired commuters with their wrist radios, talking to their wives, saying, 'Now I'm at Forty-third, now I'm at Forty-fourth, here I am at Forty-ninth, now turning at Sixty-first.' One husband cursing, 'Well, get out of that bar, damn it, and get home and get dinner started, I'm at Seventieth!' And the transit-system radio playing 'Tales from the Vienna Woods,' a canary singing words about a first-rate wheat cereal. Then—I switched on my diathermy! Static! Interference! All wives cut off from husbands grousing about a hard day at the office. All husbands cut off from wives who had just seen their children break a window! The 'Vienna Woods' chopped down, the canary mangled! Silence! A terrible, unexpected silence. The bus inhabitants faced with having to converse with each other. Panic! Sheer, animal panic!" "The police seized you?" "The bus had to stop. After all, the music was being scrambled, husbands and wives were out of touch with reality. Pandemonium, riot, and chaos. Squirrels chattering in cages! A trouble unit arrived, triangulated on me instantly, had me reprimanded, fined, and home, minus my diathermy machine, in jig time.

Eliminating ratings can enable Ruinous Empathy to set in. Rating can force a hard conversation that ultimately helps the employee. Ratings also make calibrating managerial decisions much easier, which contributes to fairness. If there is no performance rating, individual managers

If you offer only three ratings, the vast majority of people will learn nothing from their rating because the vast majority (usually about 80 percent) will be in the middle. Four ratings requires managers to divide the vast middle between those who are above average and those who are below. Many managers resist this because it results in hard conversations.

That’s a big range, so when starting people out, I prefer they rely on their rate of perceived exertion, or RPE, also known as the “talk test.” How hard are you working? How easy is it to speak? If you’re at the top of zone 2, you should be able to talk but not particularly interested in holding a conversation. If you can’t speak in complete sentences at all, you’re likely into zone 3, which means you’re going too hard, but if you can comfortably converse, you’re likely in zone 1, which is too easy.

One great way to do this is to ask the questions about the condition of the property—this can either be done over the phone during an initial conversation or in person after you’ve already had the opportunity to evaluate the property for yourself. Here are a few questions we might ask: “On a scale of 1-10, how would you rate the condition of your house?” “If you were going to renovate the house to sell yourself, about how much would you expect that you’d need to spend?” “If you were given $50,000 to renovate your property, which items would you fix or renovate?

sales conversion rate, which can be expressed as the percentage of searches that lead to interactions.