Weekend Reads for Finance Pros: The Power of ‘No,’ Closing the Trust Gap, and Marathons

Earlier this week, a colleague shared some insights from a research note he had received that I thought were really interesting. I can’t link to the document, unfortunately, though I can summarize the gist of what it said: “Never tell your CEO ‘no.'” That doesn’t mean you have to be an obsequious sycophant. But it does mean you need to give some thought to when and how you use the word ‘no’ and be aware that when someone hears that two-letter word, it sends them down an emotional rabbit hole — they start shutting down. Why? Because the word apparently conjures childhood memories that evoke parental control and lack of approval. And we human beings really want approval.

Bottom line: the word ‘no’ makes us feel  anxious and fearful, so use it sparingly and — here’s the kicker — smile when you do. (The amygdala is more responsive to an angry face than most other threatening cues and places an unhappy face high on the emotional threat scale.) Oh, and don’t let ‘no’ get to you. Take a breather before you retaliate, er, respond.

If you’re interested in learning more, I’ve included the links that were used as the basis for the note, followed by some other interesting reads.

Just Say No (Actually, Don’t!)

• “What Is in a Word? No versus Yes Differentially Engage the Lateral Orbitofrontal Cortex” (NCBI)
• “May I Have Your Attention, Please: Electrocortical Responses to Positive and Negative Stimuli” (Neuropsychologia, PDF)
• “The Amygdala Response to Emotional Stimuli: A Comparison of Faces and Scenes” (NCBI)

Wealth Management

• “Finance Blogger Wisdom: The Future for Robo-Advisors” (Abnormal Returns)
• It was a busy few weeks for wealth management trend spotters: Boston Consulting Group and Capgemini in partnership with RBC Wealth Management, released their annual global reports on the state of the industry. Here are some of the highlights:
• • “Advisors Face Digital ‘Inflection Point’ — Report” (Financial Planning, registration required)
  • “World Wealth Report 2014: Can Social Media Close the Trust Gap?” (Enterprising Investor)
  • “Wealthiest Clients Want to Consolidate Advisors” (Financial Planning)
  • “Dire Technology Warning for Financial Advisors” (Financial Planning)
• From the Twittersphere:

#HNWI trust & confidence in #wealth managers and firms grew even further with 75% trusting #WWR2014 pic.twitter.com/z0Z4YFM7Qf

— Bill Sullivan (@WFSULLIVAN3) June 19, 2014

#WWR2014 found 90% of #HNWIs find driving social impact important. Here are the causes they most value. pic.twitter.com/T2UaNrFbjj

— Bill Sullivan (@WFSULLIVAN3) June 19, 2014

Behavioral Finance and Neuroscience

One of the most fascinating @TEDTalks I've seen: Laurie Santos: A monkey economy as irrational as ours http://t.co/ij7OQtiTIk

— Lauren Foster (@laurenfosternyc) June 13, 2014

• “The Neuroscience of Learning to Trust Yourself” (PsychCentral)

Investing 

• Morgan Housel, one of the smartest financial bloggers out there, wrote an excellent piece marking his 3,000th column. In it, he summed up what he has learned about investing, the economy, and investors’ behavior during that time. It should be required reading for every investor. (The Motley Fool)
• “Study Asserts Startling Numbers of Insider Trading Rogues” (New York Times)

And Now For Something Completely Different

• Photographers Peter Menzel and Faith D’Aluisio traveled around the world and met people from all walks of life. Along the way, they asked them to pose for photographs with their daily diets in front of them. (DOSE)
• Gluten-free? Grain brain? Wheat belly? Vegan? Melina Menner Moyer explores the science behind low-carb claims in “Against the Grains.” (Aeon)
• Obesity-related costs in the United States are incalculable but could easily top $1 trillion per year. If we want to the budget, says Mark Bittman, eat real food. (New York Times)
• If you’ve ever run a marathon, you’ll appreciate “The Oatmeal’s DOs and DO NOTs of Running Your First Marathon.” (Runner’s World)
• “Why Smart People Struggle with Strategy” (Harvard Business Review)

Please note that the content of this site should not be construed as investment advice, nor do the opinions expressed necessarily reflect the views of CFA Institute.

Photo credit: ©iStockphoto.com/JLGutierrez