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Dr. Karen Dietz
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First gain trust, then gain commitment. Establishing a human connection is the key to successful selling.
Here's a great 6 minute video introducing the concept of story selling, with tips to get you started.
It's an engaging video and well worth the watch. I know as I work with more sales teams, I'll be sharing this one with them!
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Here are the best articles from across the web that I can find on leadership storytelling.
And visit my website for more information about my coaching and workshops on business storytelling for business leaders at www.juststoryit.com
Dr. Karen Dietz's insight:
Editorial Statement For This Collection: Thank you for visiting this curation of articles on leadership storytelling. I've chosen them because they actually make a contribution to our knowledge and wisdom about stories, show us how to work with stories in leadership, org culture, key business functions, and the like.
I weed out all the junk. And besides, who needs another post in why storytelling is important?? Where's the beef?? We want the meat!
I'm the author of the bestselling book Business Storytelling For Dummies (with Lori Silverman) and an original in the field of business storytelling. Based on my 20+ years of biz story experience, (plus a PhD in Folklore) I've written reviews of each article to share what I like best, what you can get from reading the article, or what may be missing in the article.
How To Find A Topic: Click on the Filter icon above (look for the 'funnel' shape), and view the tags. Select one that interests you, or type in a keyword in the search box. All the articles with that tag or keyword will appear.
I may occasionally review an article that I think is problematic as a way to educate us all, although most I will simply pass over. If you wonder if I've seen an article that is not included here, send me a message at linkedin.com/in/karendietz and I'll respond.
Don't forget to connect with me on Twitter, Facebook, and LinkedIn, too. See you around the leadership and storytelling 'hood.
Dr. Karen Dietz 
Miklos Szilagyi's curator insight,
October 10, 2014 11:56 AM
Curation within curation... clever...:-)))
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We need to develop new processes of collective storytelling across sectors to navigate turbulent times and foster systems change.
OMG, what a great article by writer Ella Saltmarshe on the power of storytelling for change.
She makes 3 frames for business stories: stories as light, stories as glue, and stories as web. When you frame stories like this, it becomes a lot easier to leverage them for any kind of change effort.
Saltmarshe goes into detail with the 3 frames so readers come away with a more in-depth understanding of how the 3 work. Within the 3 frames are additional subsets.
The article is published in the Stanford Social Innovation Review, so you know the post has got substance. This is a powerful post you won't want to miss.
OMG, what a great article by writer Ella Saltmarshe on the power of storytelling for change.
She makes 3 frames for business stories: stories as light, stories as glue, and stories as web. When you frame stories like this, it becomes a lot easier to leverage them for any kind of change effort.
Saltmarshe goes into detail with the 3 frames so readers come away with a more in-depth understanding of how the 3 work. Within the 3 frames are additional subsets.
The article is published in the Stanford Social Innovation Review, so you know the post has got substance. This is a powerful post you won't want to miss.
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People have been using stories as a way to transfer knowledge. The practice had such a profound effect on us that, even today, we find it hard to turn away from story-driven content. Here are 5 tips for using storytelling in content marketing
What great reminders that make a direct link between storytelling principles and generating content for marketing.
Reminders like: know your audience, learn the basics of storytelling, and control the pacing. Of course, basic storytelling skills will only get you so far, so keep upgrading and honing your skills into advanced storytelling.
Enjoy this quick piece and remember these principles of success.
Creating content just for the sake of creating content, or simply sharing content created by others for the same purpose, will not see a high level of success in today's content marketing game. To be really successful in content marketing, you now need to be a good storyteller. There is an art to telling a great story in a business context, and this article provides five good tips, on how to do it right.
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Website design has really evolved over the past few years to include interactive experiences that provide depth and movement. Parallax scrolling is a technique that involves objects and layers with…
Want to know how to do great storytelling on your website? Well, using a parallax layout is one way and here's a post that lists the most effective 11 examples.
I'm periodically asked about telling stories on websites, so these examples should spark some ideas -- whether you use parallax or not.
While it's true that most of these examples are educational and not necessarily focused on business, that doesn't mean you can't make the translation. Think about one of your signature stories -- maybe your brand story about how your business got started and why, and then how that translated into a unique offering in the marketplace.
Hmmm....something to think about.
This review was written by Karen Dietz for her curated content on business storytelling at www.scoop.it/t/just-story-it.
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Your ability to be an incredible leader depends on your ability to be inspiring. This is also the biggest skill leaders say they lack and want to build. So how do you do that? The biggest mistake leaders make is thinking being inspiring is about telling an inspiring story. Yes and no. Let's dig int
These are eye-popping stats based on solid research about the sorry state of leadership these days. 70% of leaders think they are inspiring. 82% of employees think NOT.
OK, that means you, dear leader. The biggest mistake leaders make is that they think sharing an inspiring story does the trick. Hardly.
So my recent blog post shares about what to do to close this disastrous gap. I discuss 5 ways to become more inspiring. Which do you need to focus on?
This review was written by Karen Dietz for her curated content on business storytelling at www.scoop.it/t/just-story-it.
These are eye-popping stats based on solid research about inspiring leaders. 70% of leaders think they are inspiring. 82% of employees think NOT.
OK, that means you, dear leader. The biggest mistake leaders make is that they think sharing an inspiring vision or story does the trick. Hardly.
So my recent blog post shares about what to do to close this disastrous gap. I discuss 5 ways to become more inspiring. Which do you need to focus on?
This review was published by Dr. Karen Dietz for her Tech Leaders curation: www.scoop.it/t/tech-leaders
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Sam Cawthorn is The Young Australian of the Year, The Edupreneur of the Year, Australia Day ambassador, 7 times international bestseller and also a professional speaker that has spoken in 36 counties.
OK -- I like most of this interview with Sam Cawthorn. Except for his silly distinction between storytelling and storyshowing. It's a load of hooey.
Anybody who knows authentic storytelling knows that "story showing" automatically happens -- because when you are reliving your experience, you are conveying visuals automatically. Your audience can then see and experience what you did.
When that is NOT happening, you are sharing a simple series of events: I went to the store, I bought some break, I made a sandwich. That's not storytelling.
That being said, I do like the rest of what Cawthorn shares. He talks about leaders preaching instead of inspiring. Right on.
He also makes a fab point that great storytelling is not about the content, it's about the delivery! Yet most people focus mostly on the content and forget the delivery. The result? Mediocre storytelling or an actual epic fail.
Read more and please -- just don't get hooked into his dumb "we've been told to do it wrong!" storyshowing stuff.
This review was written by Karen Dietz for her curated content on business storytelling at www.scoop.it/t/just-story-it.
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Here's a list/rant about all the crappy advice I've heard from "presentation gurus" over th
Truly, these are the worst pieces of advice ever given on presentation and influence skills.
Read this list and if you are doing any of them, stop.
And remember, if you are authentically sharing your stories, most of these 20 become worthless really fast.
Thank you, Dave Mac, for writing such a great piece. Hear me clapping, and laughing.
I agree that most of these should be abandoned but they are more for speakers than influence busting in business.
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Storytelling and language in Participatory Community Network Mapping
OK, this is a deep post -- but well worth it if you are into storytelling creating successful change. As a leader, share it with your organizational development folks, but also understand it yourself so you can be more effective.
In fact, you'll probably want to bookmark this entire site. There are tools to explore and more insights to read on the link between storytelling and change.
One of the reasons I like this post is because it also talks about language. The language we use in our stories is important. Using generative language is a must. Generative language creates forward movement. Get more insights on this by reading the post.
I also like the notion shared here of mapping stories collaboratively in your network. It's an incredibly valuable tool because then you know because the stories act as bridges to other groups, divisions, and worlds where you need to go and have impact.
The site also shares a simple network mapping tool. Yay!
My only quibble is that the article focuses on stories as sense-making tools when instead they are meaning-making vehicles. Sense making is "Oh I get it." Meaning making is, "Oh, now I know how this is valuable, or now I know what to do." That's a huge difference, and meaning making is a way more desirable outcome.
Dig in here for accelerating your leadership and change skills.
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Best Places to Work 2017
Want to know which companies have the best corporate culture?
Then check out this list. It's based on what employees themselves say. We don't know exactly what they were asked, so how do you know if you measure up?
First things first: here's a definition of corporate culture:
It's the pervasive values, beliefs and attitudes that characterize a company.
What generates a corporate culture that's a great place to work? These are your essential ingredients:
Narratives play the biggest role, because it's through your stories that you convey your vision and how you are living it, your values and how you are living those, the amazing people you work with and their contributions, and how the environment you've created allows people to do extraordinary work.
The health of a culture is simply a reflection of the quality of the narratives told. That includes types of stories, quality of stories, who is telling stories, when and where stories are told, and the organization's capacity for story listening.
A company's vision, values, processes and place are the foreground. A company's narratives are the background that informs all the rest.
If you want to strengthen your culture, focus on narratives first. They are both your diagnostic for assessing your culture, and your remedy for fixing it.
This review was originally published by Dr. Karen Dietz for her Tech Leaders curation: www.scoop.it/t/tech-leaders
Website: www.juststoryit.com
Sense-making is such an important role for leaders - working on a connected and coherent narrative across the organisation is such an important part of that!
Too many companies are ignoring this great tool for their culture.
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"First, data visualization is not data storytelling. On that we agree. Data visualization, whether simple or complex, helps us make sense of data, but rarely generates insights that stimulate action."
Here's a piece from Gartner that makes some good points about data storytelling.
But a lot of the author's points need a bit more clarification. I began to write a review, and it turned into a blog post. The link to the Gartner article is at the top of the post.
Here are the pieces I clarify:
Read my blog and then the article so you get the whole picture. Let's whip those data stories into shape to maximize your influence and impact.
This review was published by Dr. Karen Dietz for her Tech Leaders curation: www.scoop.it/t/tech-leaders
Here's a piece from Gartner that makes some good points about data storytelling.
But a lot of the author's points need a bit more clarification. I began to write a review, and it turned into a blog post. The link to the Gartner article is at the top of the post.
Here are the pieces I clarify:
Read my blog and then the article so you get the whole picture. Let's whip those data stories into shape to maximize your influence and impact.
This review was published by Dr. Karen Dietz for her Tech Leaders curation: www.scoop.it/t/tech-leaders
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Here are 8 lies about presentation skills which you are best ignored. Follow these pieces of advice at your own peril. Ignore the advice and deliver a better
These 8 lies are spot on! I deal with these with every client and every MBA student. These habits/beliefs/attitudes are hard to shake because we keep thinking that doing these myths makes us credible.
But as a business storyteller, I'm here to tell you -- they don't, particularly the higher you go up the corporate food chain.
Of course, there are times when a PPT is important. Yet it's usually not. What is more important is that you have a clear message and deliver your material using narrative structure, and share stories within your presentation.
Letting these lies go means you will have maximum influence -- always a good thing, especially for leaders. You will show up more authentically, and with more presence.
Practice letting one lie go at a time. No need to send yourself into shock trying to do them all at once. Besides, doing so doesn't build good habits, it just makes life complicated, you'll likely fail, and not know which lie you are making progress on.
Go check out the lies. Which one are you willing to let go of first?
This review was written by Karen Dietz for her curated content on business storytelling at www.scoop.it/t/just-story-it.
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I was talking recently with a CEO who wanted to be a better storyteller. That's all he talked about -- telling. So I asked him, "What about story listening?" That brought him up short.
I was talking recently with a CEO who wanted to be a better storyteller. That's all he talked about -- telling. So I asked him, "What about story listening?" That brought him up short.
In this post I talk about the how easy it is for leaders to forget the power of listening, the financial costs to companies where listening isn't present, and what to do about it.
I have 2 infographics to download in the article, also.
Enjoy!
This review was written by Karen Dietz for her curated content on business storytelling at www.scoop.it/t/just-story-it.
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Visual marketing expert Shlomi Ron discusses how brands can better leverage the power of visual storytelling to drive impact.
"At the very basic level, we see that businesses don’t have a concrete business story to tell," says Shlomi Ron in this article on Visual Storytelling. And that's the crux of the matter.
Ron goes on to share a lot about how to construct visual stories and the mistakes business make in their visual storytelling. And there's great news about the primacy of print and the marrying of visual with print media.
That being said, it's scary how good we are getting at knowing how to sway people. As always, there are upsides and downsides, and it behooves us all to be more aware of what we do, and what is being done to us.
This robust article to dig into.
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Suggested by Edoardo Binda Zane |
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There is one massive issue with presentation trainings, one we can't see unless we step out of our usual presentation training
Love the points made in this article about how to nail a presentation every single time. Points like:
There are solid tips offered that you can take action on. 'Gotta love that.
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As a product leader at Google and Reddit, Tyler Odean uses persuasion as a tool in his everyday job. Here's what he's learned through experience and research about being influential at work.
Good golly -- what a comprehensive article about how to effectively influence and persuade! And all the points are right on.
I really like the distinction between System 1 and System 2 thinking based on neuroscience. To influence, use System 1, which is storytelling.
But wait -- there's more! The author does a deep dive into all facets of persuasion/influence, including elements like Anchoring, Representation, Coherence, and Framing. Your business stories -- when positioned well -- will do all of these for you. That's the good news. It's not as complicated as you think.
Run, don't walk, to read this article. There's tons of good actionable advice here.
Good golly -- what a comprehensive article about how to effectively influence and persuade! And all the points are right on.
I really like the distinction between System 1 and System 2 thinking based on neuroscience. To influence, use System 1, which is storytelling.
But wait -- there's more! The author does a deep dive into all facets of persuasion/influence, including elements like Anchoring, Representation, Coherence, and Framing. Your business stories -- when positioned well -- will do all of these for you. That's the good news. It's not as complicated as you think.
Run, don't walk, to read this article. There's tons of good actionable advice here.
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Previously a proprietary methodology to now an industry resource, our Periodic Table of Business Storytelling is now available in the public domain. The microsite took home the In2 SABRE Award for Best PR Agency Blog, Editorial, Communications Platform.
Now, how cool is this -- a periodic table just for business storytelling! Check it out. It's very helpful to think through the story you want/need to tell.
Go read the article, and then here's the direct link to the table:
https://www.storytelling-techniques.com/
I've known Lou Hoffman at the Hoffman Agency for a while, and congrats on the award! I'm very pleased the periodic table is now available for all of us. Thank you for your contributions to business storytelling Lou.
Use this tool and story on!
This review was written by Karen Dietz for her curated content on business storytelling at www.scoop.it/t/just-story-it.
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Want to know what makes us stand apart from our ape cousins?
Cooperation—no other animal does it quite like us. Developmental psychologist Michael Tomasello explains why if chimps had a self-help bestseller, it would be titled, How to Outwit Rivals and Get More Fruit.
Our abilities to cooperate put us ahead of every other species. Being able to share stories that foster cooperation (instead of division like we are so fond of today in politics) is one of the essential ingredients in building cooperation. Cooperation balances our competitive drive, which is critical for tech cultures to provide ongoing value.
This is a great post that will brighten your day. The research is fascinating. The conclusions compelling.
The last line in the article sums it all up: "In the end, what stands out more is our exceptional capacity for generosity and mutual trust, those moments in which we act like no species that has ever come before us."
This review was written by Karen Dietz for her curated content on business storytelling at www.scoop.it/t/just-story-it.
Our abilities to cooperate put us ahead of every other species. Being able to share stories that foster cooperation (instead of division like we are so fond of today in politics) is one of the essential ingredients in building cooperation. Cooperation balances our competitive drive, which is critical for tech cultures to provide ongoing value.
This is a great post that will brighten your day. The research is fascinating. The conclusions compelling.
The last line in the article sums it all up: "In the end, what stands out more is our exceptional capacity for generosity and mutual trust, those moments in which we act like no species that has ever come before us."
This review was published by Dr. Karen Dietz for her Tech Leaders curation: www.scoop.it/t/tech-leaders
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Tap into people’s need to feel connected.
What a powerful piece from Harvard Business Review (HBR) with some astounding stats about the sorry state of leadership and management in organizations.
It's eye-opening
Businesses are confronted with enormous pressures these days to transform themselves digitally, find new business models, sources of revenue, and be innovative. It's going to be doubly hard to do so if your organization is experiencing any of what the HBR post is talking about.
But I also like the 4 ways the author discusses as ways to remedy the situation. Narrative skills increase #s 1, 3, and 4. Read it and then get your game on.
This review was written by Karen Dietz for her curated content on business storytelling at www.scoop.it/t/just-story-it.
Totally agree with these insights. Many in leadership are deluded.
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Using sentiment analysis and natural language processing, neural networks are being developed to help in the creative process.
Artificial Intelligence (AI) is taking over significant parts of storytelling. Here's how:
In this post, Jamie Carter writes for TechRadar about the 5 different ways AI is doing storytelling.
There's everything from apps helping you to write better based on AI's natural language processing, to creating emotional arcs that now accurately predict emotional engagement. Read more in Carter's article.
It's happening now -- and fast. Movie makers and news organizations are using AI today. Marketing professionals are catching up fast, if not already there.
So if machines are taking over both functional (story structures) and emotional areas of storytelling, where does that leave humans?
AI can be a great assist in storytelling. But people will still have to stand and deliver. Oh, wait...is that a robot up on The Moth stage??!!
This review was written by Karen Dietz for her curated content on business storytelling at www.scoop.it/t/just-story-it.
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Why aren't more organizations using brand storytelling to engage customers? New research from Skyword might hold the answer.
What a sorry state of affairs for leaders and organizations. The original title of this post is targeted to content marketers and CMOs. But when you read the post, you see it's really an indictment on storytelling and leadership for the entire organization, not just marketing!
And frankly, it follows my experience over the last 20 years. Tons of companies and leaders tout their storytelling. But it looks -- according to this article -- on all talk and little action. And they've got the research to prove it.
Why is storytelling not being adopted by organizations -- even though it is the one skill that can remedy at least 5 critical areas in business? As the research says, it's because:
That is so accurate!
Want results in sales, employee engagement, an inspiring vision that people believe in, a Teflon culture, and incredible leadership? Then up your storytelling game and quit fooling around.
This review was written by Karen Dietz for her curated content on business storytelling at www.scoop.it/t/just-story-it.
What a sorry state of affairs for leaders and organizations. The original title of this post is targeted to content marketers and CMOs. But when you read the post, you see it's really an indictment on storytelling and leadership for the entire organization, not just marketing!
And frankly, it follows my experience over the last 20 years. Tons of companies and leaders tout their storytelling. But it looks -- according to this article -- on all talk and little action. And they've got the research to prove it.
Why is storytelling not being adopted by organizations -- even though it is the one skill that can remedy at least 5 critical areas in business? As the research says, it's because:
That is so accurate!
Want results in technology leadership, employee engagement, an inspiring vision that people believe in, a Teflon culture, and incredible leadership? Then up your storytelling game and quit fooling around.
This review was written by Karen Dietz for her curated content on business storytelling at www.scoop.it/t/just-story-it.
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There is one massive issue with presentation trainings, one we can't see unless we step out of our usual presentation training
Thank you to Edoardo for writing this post!
The author's points are spot on. His main points are that presentations are about the audience -- not you. Yet the bulk of presentation trainings are designed to be ALL about you -- how you stand, look, speak, gesture, the slides you show, the font you use.
But the truth is that successful presentations are totally focused on the audience -- who they are, what they care about, the dialogue you have with them, and the empathy created. Not you.
As the author points out, the only person you can make look good is the person in the audience. Even if it's an audience of hundreds.
Edoardo doesn't mention the critical need for storytelling in your presentations, so you know I'm going to add that in. For every major point in your talk, make sure you make it with a story.
Go read the article for stellar insights and what to do. Then craft your next presentation taking these steps and with this shift in attitude. You will notice a huge difference.
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A new study says people who ask more questions, particularly follow-up questions, are liked better by their conversation partners.
What a great short post or 3.5 minute audio file to listen to!
It shares some of the latest research out of Harvard about the value of asking questions in conversation. In other words, if you are curious about someone and want to connect, ask them questions. It leads to more meaningful follow up conversations.
Great to know for leaders expanding executive presence, building trust, deepening relationships, being more influential, and acquiring better information before making a decision.
One sided conversations are discussed (avoid those!), and what happened when people responded to the question, "Will asking questions make you more likeable?" The answer is surprising.
In my communication and influence work, I call this mastering the Art Of The Question. All questions are not created equal. Information questions are OK, but are best used for warming up the conversation. Abandon them quickly to ask deeper, more meaningful reflective questions like (these are just a few):
In workshops I demonstrate the power of these reflective questions over information questions for connection and better decision making. Works like a charm every time.
Try asking questions next time you are in a conversation or meet someone new. You'll be glad you did.
This review was originally published by Dr. Karen Dietz for her Tech Leaders curation: www.scoop.it/t/tech-leaders
What a great short post or 3.5 minute audio file to listen to!
It shares some of the latest research out of Harvard about the value of asking questions in conversation. In other words, if you are curious about someone and want to connect, ask them questions. It leads to more meaningful follow up conversations.
Great to know for leaders expanding executive presence, building trust, deepening relationships, being more influential, and acquiring better information before making a decision.
One sided conversations are discussed (avoid those!), and what happened when people responded to the question, "Will asking questions make you more likeable?" The answer is surprising.
In my communication and influence work, I call this mastering the Art Of The Question. All questions are not created equal. Information questions are OK, but are best used for warming up the conversation. Abandon them quickly to ask deeper, more meaningful reflective questions like (these are just a few):
In workshops I demonstrate the power of these reflective questions over information questions for connection and better decision making. Works like a charm every time.
Try asking questions next time you are in a conversation or meet someone new. You'll be glad you did.
This review was published by Dr. Karen Dietz for her Tech Leaders curation: www.scoop.it/t/tech-leaders
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Leadership is so much more than a hierarchical role. It is how we courageously and authentically show up to serve all those we touch. Real leadership involves inspiring people at all levels to serve something much bigger than themselves.
This post by Kevin Cashman at Korn Ferry discusses the 8 pathways to leadership mastery. He makes the point early on that we personally tend to measure leadership mastery by external items: revenue, profit, new product breakthroughs, cost savings, and market share, etc. All good.
But the core question is: where do the external results come from? From internal factors within the leader that must be mastered.
To answer that question, research ensued and 3 internal competencies emerged:
Building these 3 competencies means walking 8 paths. Four of these paths involve storytelling skills:
Read the post for the other 4 paths (all great info and insights!) and start putting a plan together for 2018. You'll be glad you did.
Sign up for my newsletter for updates about my 2018 Story Strategy session.
This review was written by Karen Dietz for her curated content on business storytelling at www.scoop.it/t/just-story-it.
Story telling is most effective when it is truthful, authentic and compassionate about the affect on others as well as the company. Too many times story telling is taught as a form of manipulation and that is the furthest from what it is all about.
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For all you do in the world, for all the difference you make in the world -- many thanks!
Happy Thanksgiving everyone! I appreciate you all.
Karen
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Empathy can make or break relationships. It is a skill, which can reap many benefits in both your personal life and work place. These 5 simple habits will help you to grow your empathy muscle.
Did you know that there are 3 kinds of empathy? Yep.
This post explains all three. Plus the author shares recent research on the impact of empathy in business/leadership success. The author then gives 3 areas to focus on to build empathy:
The problem? These 3 areas are so general they are almost meaningless. So let's fix it. Want to build your empathy skills fast? Learning business storytelling skills is the most efficient + effective way to do so. Take action on these 3 storytelling practices:
Try these and tell me how it goes. Questions? Comments? Send me a note.
This review was written by Karen Dietz for her curated content on business storytelling at www.scoop.it/t/just-story-it.
