Can we really tell who will succeed in competitive business situations without knowing what they have to offer? - MIT Study
Monday, November 22, 2010 at 12:51PM The finding: It’s not what you say, it’s how you say it. It’s possible to predict which executives will win a business competition solely on the basis of the social signals they send. The study: Sandy Pentland and colleague Daniel Olguín Olguín outfitted executives at a party with devices that recorded data on their social signals—tone of voice, gesticulation, proximity to others, and more. Five days later the same executives presented business plans to a panel of judges in a contest. Without reading or hearing the pitches, Pentland correctly forecast the winners, using only data collected at the party. The challenge: Can we really tell who will succeed in competitive business situations without knowing what they have to offer? Professor Pentland, defend your research.