Congressional Candidate Dan Silver and KNP Communications

Posted: 25 Aug 2010

See all articles by Amy J. C. Cuddy

Amy J. C. Cuddy

Harvard Business School, Negotiation, Organizations & Markets Unit

Nithyasri Sharma

Harvard Business School

Date Written: August 19, 2010

Abstract

In the 2006 election cycle, Dan Silver was challenging a popular 26-year incumbent for the U.S. congressional seat in Florida's 19th Congressional District. To win the election, Silver needed to find a way to relate to his voters on a personal level. Silver's campaign manager advised him to work with consulting firm KNP Communications. Over the course of a few sessions, Silver worked with the KNP team to learn techniques that would help him project warmth and authenticity. On election night, Silver wondered if KNP's training had allowed him to successfully connect with his voters, and more importantly, if this personal connection mattered more to voters than his competence and skills. Some information in this case has been disguised.

Suggested Citation

Cuddy, Amy J. C. and Sharma, Nithyasri, Congressional Candidate Dan Silver and KNP Communications (August 19, 2010). HBS Case No. 910-013, Harvard Business School NOM Unit, Available at SSRN: https://ssrn.com/abstract=1664653

Amy J. C. Cuddy (Contact Author)

Harvard Business School, Negotiation, Organizations & Markets Unit ( email )

Soldiers Field Road
Morgan 270C
Boston, MA 02163
United States

Nithyasri Sharma

Harvard Business School ( email )

Soldiers Field Road
Morgan 270C
Boston, MA 02163
United States

Do you have a job opening that you would like to promote on SSRN?

Paper statistics

Abstract Views
676
PlumX Metrics