Building Economic Value Through the Appropriate Leadership Style (The Behavioral Agenda)

Abstract

We were once in a meeting that was addressed by a wise senior Citibanker. “People don’t listen to what you say, they listen to what you do!” he told us. To prove his point, he asked: “Please do as I tell you,” then touched the top of his head and said: “Touch your skull.” Everyone did so. “Please touch your forehead,” he said, doing so himself, while we all followed suit. “Please touch your nose.” We all obeyed, wondering where he was taking us … Then he said “Please touch your neck,” and put his finger on his chin. Most of us went for the chin too.