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I recently read and listened to David McRaney’s “You Are Not So Smart” and in the chapter title “Embodied Cognition” I bookmarked a paragraph that read:
In a 2010 study conducted by Josh Ackerman, Christopher C. Nocera, and their associates, subjects pretended to conduct job interviews. They took their interviewing job more seriously and saw résumés as being more impressive if those résumés were attached to heavy clipboards. Resumes attached to light clipboards were regarded as being from less-qualified applicants. The weight and heaviness of the participants’ physical sensation translated not only into the weight and heft of their duty but the import of what they read….(pp. 212-213)
For our homeowner client prospects we used to print out our proposal and estimate and then bind up the pages into a booklet and I was thinking a typical 45 page proposal had some significant heft and weight to it. I wonder how much that helped us in landing this projects.
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J. Jerrald Hayes
Primus Inter Pares at Paradigm Projects, Ltd.
I am an architectural woodworker and general contractor turned IT, Business and Project Management consultant, software developer wannabe senior division triathlete and ski racer, Yankee fan and founder of, 360 Difference, and now too.
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