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Anyone who reveals that there are setbacks behind their own success comes across as approachable and likeable

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If you want to win over someone you just met, you need to highlight your skills and achievements. But if the contact doesn't take place in person, many people find it difficult not to appear arrogant. A new study suggests a path that many may feel more comfortable with. To do this, the research team led by Kelly A. Nault from the IE Business School in Madrid collected 200 texts on Linkedin with which users introduced themselves to others.

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The 274 test subjects were each given three of these texts to read. They rated the intensity with which the authors reported on their successes and how they got there, and indicated how competent and warm they appeared to them. Most Linkedin users primarily talked about their successes, i.e. the results of their career path. However, those who described the path there in more detail received higher scores for sympathy and warmth.

Subsequent studies showed that people see it as a sign of humility and authenticity when someone reveals the background to their success. This mainly applies when the difficulties are also discussed. The result was the same when human resources professionals conducted the assessment: They were also more interested in a person if they reported not only on their successes, but also on how they got there.

“We are not saying that background information about a career path is inherently better than pure success reports,” writes the research team. But those who include information about their personal hero's journey often leave a more likeable impression and increase the chance of further conversations. However, the authors conclude with a caveat: Because recruiters, managers and other people often only have limited time and patience, it is advisable not to make the stories too lengthy.

© HBP 2024

Source:

Kelly A. Nault et al.: “It's the journey, not just the destination: Conveying interpersonal warmth in written introductions,” Organizational Behavior and Human Decision Processes, July 2023