Fascinating MBA Talk of the Week: Science Of Persuasion (Dr. Robert Cialdini and Steve Martin)

How can you persuade someone to do what you want? There is perhaps no greater skill for business leaders to master. Is it something innate? Are only certain people charismatic enough to consistently get buy-in from others? In this lecture on the Science of Persuasion, Cialdini and Martin show that techniques for persuasion are actually quite logical and learnable. With only a few minor nudges based on universal human behavior, aspiring MBAs can more effectively persuade peers, clients, and superiors.

Highlights:

• The six universal shortcuts that guide decision-making: reciprocity, scarcity, authority, consistency, liking, and consensus.
• If the waiter gives a mint at the end of the meal, what is the effect on the tip amount? Does the manner in which it is given matter?
• Real estate agents increased business by 20% by having their receptionist list their credentials before putting clients through to them on the phone
• The keys to getting someone to liking you: similarity, paying them compliments, and cooperation towards mutual goals
• Those little cards in your hotel bathroom asking you to save the environment by reusing your towels result in towel result in 35% compliance with towel reuse. There is a way to use the principle of consensus to increase that rate even further. 

Interesting MBA Talk of the Week: Intangible Value (Rory Sutherland)

This has to be the greatest introduction to an MBA marketing class that I've ever seen. At a TED conference geared at environmental sustainability, Rory Sutherland presents an intensely funny talk that goes example by example of how companies create "intangible value" through creative marketing. His thesis is that we can all become wealthier either by accumulating more gold, or by valuing more what we already own.

Highlights:

• How Frederick the Great used creative advertising to get the Germans to eat the potato and Mustafa Kemal Atatürk got his citizens to stop wearing the veil.
• How a frowny face can make your car slow down more than a speed camera and why when Italians get speeding tickets, they lose points on their license.
• Why placebos are great.

What Military Vets bring to the MBA classroom

The former Director of Admissions at Harvard Business School Dee Leopold would famously tell interviewees that admitting a class of MBA students is similar to building a salad. Each student is meant to add a certain flavor to the overall mix. For investment bankers, it is economic intuition and modeling skills for the finance classes. For consultants, it is the marketing and strategy frameworks for those classes. But what is the flavor that we military veterans are meant to add?

As military veterans seek to achieve the benefits of an elite business school – higher paying jobs, vibrant personal networks, a world-class education – this is an important question to ask. Schools like Harvard Business School, Stanford GSB, Chicago Booth, and Wharton, look for students who will bring voice to certain perspectives in the classroom. When you write your essay, it is important to convey a narrative that gives the admissions committee confidence in your ability to play the role that they have envisioned for you. So what do they look for in vets?

Leadership Experience

Unlike your peers, who at most have indirectly supervised a couple other consultants on a client site, military veterans have an incredible wealth of leadership experiences. Veterans lead many times more people, in diverse organizations, in some of the highest-stress environments in the world. As you write your application, your resume should shout your leadership experience from the rooftops.

Socio-Economic Diversity

Many students at elite schools like Harvard Business School, Stanford Graduate School of Business, Chicago Booth, and Wharton come from elite private universities and have generally spent their entire working careers working with those who have done the same. Very few will interact at length with anyone who has not gone to college. In contrast, the military is an incredible melting pot of class. Officers from Dartmouth, UVA, and Notre Dame work side by side with those who dream of completing a degree online from Central Texas University, University of Phoenix, or University of Maryland University College. This experience often gives Veterans higher Emotional Quotients and the “common touch” needed to interact with people who are very different from themselves. That’s a valuable part of diversity that would likely be nowhere else in evidence at prestigious MBA campuses.

Large-Organization Outlook

 Start-ups are “in”, but the fact of the matter is that it is always easier to go from a big company to a smaller one. Ex-military service members excel at big companies like Exxon, General Electric, and Eli Lilly, because they how to navigate large organizations. After all, with 3.1 million service members, there is no bigger American employer than the US Military. The ability to navigate complex power dynamics, advance causes through bureaucracies, and motivate subordinates are all topics that will be central to your MBA leadership classes, giving Vets a lot to contribute in them. 

International Exposure

One of the key issues students grapple with in business school is how to lead global teams that cross different time zones, work styles, functions, and cultures. While pretty much everyone in business school has traveled to other countries, few have substantial work experience in more than one country. Here again, military members often have an advantage, and can speak to the practical complexities that come with such work.

Geopolitical Perspective

When it comes to classes that involve government or foreign policy, often the rest of the class will instinctively turn to hear the perspectives of its Veterans. In addition to having the credibility that comes from wearing the uniform of your country, military leaders are trained early to have a global perspective – to look for geopolitical crises may arise and train to meet those challenges. Many other classmates on the other hand have spent little time thinking about issues outside their teams, firms, or industries.

Interesting Talk of the Week: Finite and Infinite Games of Leadership (Simon Sinek)

In this talk at Google Headquarters, Simon Sinek discusses his latest research into game theory and the relevancy of finite games (games with set participants, rules, and objectives) and infinite games (games lacking such clarity) on building sustaining businesses and company ethics. His speech lasts the first 20 minutes, and the balance is taken up with Q&A from Google employees.

Highlights:

• Why those playing infinite games will outlast those playing finite games (the Viet Cong in the Vietnam War, Apple vs Microsoft).
• How infinite game players think about competition as a game to be the best version of themselves, versus a finite game player who thinks about how to beat the competition.
• The absurdity of the "beating the competition" mindset.
• How the game informs values. E.g. why does the US Military heal the opponents they shoot in combat?

Top Podcasts for MBAs

How I Built This 

How I Built This is a podcast about innovators, entrepreneurs, and idealists, and the stories behind the movements they built. Each episode is a narrative journey marked by triumphs, failures, serendipity and insight — told by the founders of some of the world's best known companies and brands. If you've ever built something from nothing, something you really care about — or even just dream about it. (45 min per episode)

• Good for: Entrepreneurs, Tech, VCs, General Managers
• Interesting interviews with CEOs and Founders that help you "see sooner, faster" when reacting to challenges that any entrepreneur will encounter. Episodes are pretty inspiring. If you're an entrepreneurial person with a good idea but who has also been procrastinating, this will light a fire under your butt.
• Very conversational and easy to listen to. Guy Raz is a great interviewer and the subjects are pretty compelling.

NPR News Now

NPR News Now is the latest news in five minutes. Updated hourly. (5 min per episode)

• Good for: everyone. 
• The fastest way to keep up to date on your way to and from class. New episodes are updated hourly (indexed on Washington DC time) and seldom repeat segments wholesale, so it is worth listening to whenever there is an update. Episodes are short so they won't burn your cell phone's data plan.
• An excellent balance of US and world news with a consistently professional narration and neutral tone of voice. Much less prone to hysterics and hyperbole than CNN or Fox.

Revisionist History

Revisionist History is Malcolm Gladwell's journey through the overlooked and the misunderstood. Every episode re-examines something from the past—an event, a person, an idea, even a song—and asks whether we got it right the first time. From Panoply Media. Because sometimes the past deserves a second chance. (~35 min per episode)

• Good for: consultants, social enterprise, public sector
• Basically, every episode of this podcast is a case study in how to get a good grade in a case-based classroom. You may not always agree with Gladwell's points, but they are always incredibly interesting, consequential, well-researched, and surprising. Gladwell points out how complicated systems such as government work and where they have broken down in surprising ways in the past. This is a great source of inspiration if you are interested in improving the world but are unsure which issues are most pressing.
• If you've read any of his books (or better yet, listened to any of his audiobook readings) you know Gladwell is a master story teller and narrator. These are the kinds of podcasts you enjoy alone, like a rich dessert. 

Freakonomics Radio

Freakonomics Radio is an award-winning weekly podcast with 8 million downloads per month. It can also be heard on public radio stations across the country, on SiriusXM, on several major airlines, and elsewhere. Host Stephen J. Dubner has surprising conversations that explore the riddles of everyday life and the weird wrinkles of human nature — from cheating and crime to parenting and sports. Dubner talks with Nobel laureates and provocateurs, social scientists and entrepreneurs — and his Freakonomics co-author Steve Levitt. Freakonomics Radio is produced by Dubner Productions and WNYC Studios. (~40 min per episode)

• Good for: Investors, Bankers, Consultants.
• Conversational show that presents contrarian views meant to change your mind. Definitely has a libertarian anti-government lean and has been criticized for letting ideology get in the way or research.
• Generally interesting ideas to bat around with friends. Might even lead to some interesting investing decisions. 

Planet Money

The economy, explained, with stories and surprises. Imagine you could call up a friend and say, "Meet me at the bar and tell me what's going on with the economy." Now imagine that's actually a fun evening. That's what we're going for at Planet Money.

• Good for: Investors, Entrepreneurs, VCs
• Each episode examines a person or dissects a big idea that had had a profound and previously hidden impact on the economy. Great at helping build an intuition for the cause and effect of business decisions and policy on the overall landscape of the economy.
• Great presenters with a lot of enthusiasm for their ideas. Perfect balance of conversational and informative.

Recode Decode

One of tech's most prominent journalists, Kara Swisher is known for her insightful reporting and straight-shooting style. Listen in as she hosts hard-hitting interviews about the week in tech with influential business leaders and outspoken personalities from media, politics and more.

• Good for: VCs, Tech,
• Kara Swisher interviews the heros of VC, tech and other fields. It's as close as you would otherwise get to a lot of them. However, Swisher is no "gotcha journalist" and often the episodes turn into puff pieces for their subjects. Regardless, it is a front row seat into the mindset of Silicon Valley and the first edition of what leaders there are talking about. 
• An easy podcast to come and go with. Good for listening to when you are doing something else.

How military service prepared me for my MBA

Military members are said to have an advantage in the MBA application process, given how valuable their leadership experience, international exposure, and communications skills are to business education. Some studies estimate that the acceptance rate for military vets is about double that of non-veterans in top MBA programs.

In spite of this however, military members are severely under-indexed in the MBA classroom. Just look at my alma mater, Harvard Business School. More than 180 students in the previous two classes have worked for McKinsey & Company, which boasts 11,000 employees worldwide. The United States Military is more than 10,000% larger, with over 1.3 million active duty personnel, and yet there are about 55% fewer U.S. Veterans than McKinsey Consultants – only about 80 school-wide.

Military Veterans enrich the MBA experience for others, and get a ton of value out of it themselves. Do why don’t more apply?

Some Vets may be reluctant to apply because they feel ill-suited for the rarefied air of an elite MBA classroom. Military service is, after all, a lot more rough and dirty than the office lives of entrepreneurs, financiers, and consultants. Others may feel that they are unprepared for the academic rigors. However, I felt that my military service was excellent preparation for my MBA. In the spirit of this Independence Day, I’d like share some lessons all MBAs can learn from military service.

Integrity beyond reproach

One of my first memories of Officer Candidate School was our Senior Chief brutally punishing the class for failing to immediately fess up to a rule infraction. I remember his strained, veiny neck bellowing that our reputations were everything, and that as officers we would need to exemplify “integrity beyond reproach.”

To get the autonomy necessary to accomplish my mission, I needed my commander to have complete confidence in me to execute, whatever the hardships to be endured. To get my troops to follow my orders, I needed them to trust that my instructions were critical to the mission and already accounted for their well-being.

At business school, I also found myself under the microscope. As an MBA, every day you are interacting closely with the future business leaders of the world, each of whom is going to carry an impression of you based on what they see in and around the classroom. In this environment, you need to carry yourself with the highest integrity, from your academic coursework, to attributing ideas to their originators in discussion group, to prompt and complete Venmo payments after a group dinner. Military officers are used to doing the right thing whether someone is looking for not, which is good because in business school everyone will be.

Quantity has a quality

Sure some militaries have low-quality outdated missiles, but if they launch enough of them at a fighter jet or aircraft carrier, you will quickly realize how quantity has a quality all its own.

The same goes for a lot of business school. A single noisy dorm-room party might not yield the kind of high quality interactions you'd like, but if you’re the kind of person who always shows up, you’ll likely be invited to the more intimate gatherings. An individual networking event may not land you a job, but if you go to every single one hosted by a particular company, it will speak volumes to them about your commitment. Professors look for quality comments, but if you are always ready to jump in, they will appreciate your mental acuity and you will likely be able to ward off any cold-calls on days when you are not as prepared.

Bias for Action

MBA students are notoriously flakey. We talk a big game about organizing a trek or meeting up with an old colleague for brunch, but the fact of the matter is that our time is always double-booked and we’re forced to turn down fun events constantly. Vets are able to overcome these challenges because they are trained to have a bias for action. If someone asks to get brunch, they will know to put a few dates on the calendar to ensure that it happens. If there is a group project to do, Vets know to plan out the meetings, show up on time, and keep the group on track, even if it means leaning on others a little bit to ensure that their work gets done.

Think fast and adapt

Most of the time when I prepare a case before class, I’ll be struck by one or two comments that I think might change the trajectory of the case discussion. Then in class the perfect time for me to share my comment will come and pass before I can get into the conversation. These moments happen to every business school student, but I find that Veterans are better about letting them go, thinking fast, and adapting. Sticking with your original plan and shoehorning that comment into the discussion when called upon later would have disrupted the flow of the conversation and earned you a bad grade as well. Service members are trained to understand that no good plan survives first contact with the enemy, and are ready to adjust accordingly.

How long should I study for the GMAT?

Many people ask how much time they should budget to study for the GMAT. How much time is too little? How much is too much? Is there such a thing as too much?

Yes. Remember: always in moderation.

Turning to the makers of the GMAT is itself informative. According to the official website of the GMAT, the average test taker spends 4 to 6 weeks studying for a total of 21 to 50 hours. Four out of five test takers study for fewer than 10 weeks and 100 hours.

The bottom line is that if you want to apply to schools Round 1 this year, you have plenty of time to study if you start now.

I like to think of the process of studying for tests like the GRE and GMAT as progressing through four major phases:

Phase 1: Test discovery – This is your first practice test, taken cold. You learn what kinds of questions you will get in each section, get a feel for the pacing required to advance through each section, and condition yourself for the marathon experience that is taking the GMAT, in full, in a single sitting. For many, this experience is a wake-up call to prepare. But for you, this should be your first dip into the waters to understand the feel or the stroke, the temperature of the water, and the distance you will need to swim.

Phase 2: Audit of Weaknesses – In this phase you go through each of the different types of questions in each of the sections to understand where you are strong and where you are weak. Once you’ve separated them, you should start by trying to improve your weakest subsection first. To do this, you should employ a mix of authentic practice problems and mental exercises that touch on adjacent skills – for example, speed algebra problems, geometry exercises, and vocabulary flash cards.

Phase 3: Gaining a “Feel” for the Test – Once you cross a certain threshold of studying, you will see how the structure of problems will repeat themselves. Usually most problems have a fast way of solving them, and one or two slow ways of solving them. Once you reach this point, you should be able to recognize how a problem is similar to one you encountered in the past, and apply the “fast” solution that you learn by checking the answer previously.

Phase 4: Test Day – There is a wealth of science on how mental acuity is affected by sleep, diet, exercise, environment, and time of day. In the lead-up to test day, you should work to give yourself an advantage on every one of these dimensions. Why would you not? Normally, you do not want to cover any new study material on test day. Instead, you should just practice by solving a few easy problems of each type with which you are already familiar. This will boost your confidence and set your brain back in that “groove” you got a feel for in Phase 3.

Post-MBA Goals: go for idealistic or realistic?

Very few MBAs actually follow through with the career goals outlined in their admissions essays. Even for those who do, the average tenure in a post-MBA job is less than two years. (So don't sweat nailing that perfect job, or be too sure that you indeed found the "right one")

That said, the "Post-MBA Career Goals" section of the application is a critical part of the overall package. Far from being a "gimme" question in the short answer section, MBA admissions officers scrutinize your post-MBA career goals and evaluate your suitability for their program based on your response.

So what questions MBA admissions officers asking when they examine your post-MBA goals?

1. Are they realistic?

Does this candidate understand which career moves are possible -- through an MBA and this school in particular? Has the candidate done his or her research in advance as to what these jobs entail? If not, it shows a lack of preparation and raises questions as to whether the candidate has the maturity to use their spot in the MBA class to the greatest effect.

2. Is their desired outcome impactful?

It's hard to give an admission slot in short supply to someone who doesn't seem like they will do very much with it. The mission of Harvard Business School is to educate leaders who make a difference in the world. Therefore its adcom is looking for those with a grand vision. The same is true at many other schools. On a practical level, yes, this means changing jobs. But you need to paint a broader picture of the mission you will be serving in the process.

3. Does the applicant's career goals align with their personal narrative?

If not, the adcom may believe that the applicant is not being authentic. In any case, people naturally find those who are consistent about their motivations and interests more compelling. Narrative is something that we do especially well.

4. Do these career goals require an MBA?

Do MBAs from our school recruit for them? If not, it's almost embarassing to tell them to the admissions committee as it shows low commitment and low research on the part of the applicant. Every application needs an argument for why the MBA is the catalyst for your future increased level of impact. If the MBA is a nice-to have, or worse a frivolous educational experience, then you'll only be admitted once the serious candidates have their turn.