Competent or Likeable: Who would you prefer?

New York, NY (February 8, 2006) - Your boss needs you and a co-worker to develop a presentation by the end of the week, would you rather team up a "lovable fool" or a "competent jerk"? According to a Harvard Business Review study by assistant professors Tiziana Casciaro (Harvard Business School) and Miguel Sousa Lobo (Duke University Fuqua School of Business), most workers choose to work with likeable employees - even though they may not be the most informed. When we work with people we like, it is usually because these people are similar to us, validating our characteristics and attitudes. This also makes us feel more accepted and more open to new ideas, more willing to help, and more trusting than usual. These aspects allow for a more productive work group.

On the other hand, working with similar people limits the varied input that is needed to produce innovative work. Therefore, sometimes it is essential to add diversity to a team to approach a project in the most effective manner. Co-workers of varied backgrounds bring different ideas to the table which increases respect and, therefore, likeability.

"In order to be the most productive, you must find the right balance of competence and likeability," says Peter Handal, President and CEO of Dale Carnegie Training. "To advance in your career, be sure to know your product and take the time to be polite to your co-workers. If you are respected in the workplace, you are more likely to receive larger pay increases and more promotions."

Handal offers the following additional advice to increase your likeability:

Talk with people, not at them: Engage everyone so that all co-workers feel like they are contributing to the overall effort. Make eye contact, ask questions and get input from others on various topics.

Build relationships: Build valuable relationships with your co-workers by doing more than asking questions about what they do, instead ask questions about what they think, want and hope to accomplish.

Communicate effectively: Internal communication is extremely important in today's workplace. Effective communication between managers and staff improves the performance of an organization and reduces the opportunity for confusion and misinterpretation.

Be a good leader: It is important to be motivating and inspiring. People are more receptive when a leader is flexible, enthusiastic, open and approachable.

Embrace teamwork: Being part of work-oriented teams and creating team spirit can be rewarding. Productivity improves when employees feel they are a part of the company and can make a difference.

Improve your image: Consider enrolling in a Dale Carnegie Training course or seminar such as "Creating an Executive Image that Wins Friends and Influences People" or "How to Build Positive Relationships at Work." These courses give you the opportunity to learn how to build rapport and gain the trust of your colleagues. You can find more information on www.dalecarnegie.com.

Create a good work environment: Keep employees happy by giving emotional rewards such as compliments. This will generate good company morale and confidence builders among employees. People work more efficiently when they feel appreciated and encouraged.

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Dale Carnegie partners with middle market and large corporations, as well as organizations, to produce measurable business results by improving the performance of employees with emphasis on leadership, sales, team member engagement, customer service, presentations, process improvement and other essential management skills.  Recently identified by The Wall Street Journal as one of the top 25 high-performing franchises, the Dale Carnegie Training programs are available in more than 25 languages throughout the entire United States and in more than 75 countries.  Dale Carnegie includes as its clients 400 of the Fortune 500 companies.  Approximately 7 million people have experienced Dale Carnegie Training.

Dale Carnegie’s corporate specialists work with individuals, groups and organizations to design solutions that unleash your employees’ potential, enabling your organization to reach the next level of performance.  Dale Carnegie Training offers public courses, seminars and workshops, as well as in-house customized training, corporate assessments, online reinforcement and one-on-one coaching.  For more information, please visit www.dalecarnegie.com.