09/23/2025
“Don’t be cool; be warm.”
I spotted this graffiti in Berlin. It captures great advice I didn’t know about making good first impressions. Fortunately, I learned about it while doing research for my book.
, Susan Fiske, and found that upon meeting someone new, we make quick judgements (often based on stereotypes) on two key dimensions:
Warmth: Will this person help or harm me?
Competence: Can they actually follow through?
High warmth, high competence -> admiration
Low warmth, low competence -> contempt
High warmth, low competence -> pity
High competence, low warmth -> envy
In her HBR article, Amy Cuddy recommends that leaders start with warmth then competence.
For most of my life, had that backwards; knowing I was not cool, I tried to prove I was smart. Moving forward, I will aim on being kind and empathetic.
What do you do when you want to make a good first impression?