According to "The Psyche on Automatic" in the Harvard Magazine Dr Amy Cuddy of the Harvard Business School believes that the two critical variables that account for 80% of our evaluations of others are warmth and competence. Inevitably our evaluations shape our behaviours toward and with respect to people.
Cold, incompetent people may not register as human beings to others. And in general warmth and competence are not considered compatible traits. In fact, this latter aspect of the human psyche makes me question whether people who project warmth as part of their occupational persona might have more difficulty establishing that they are competent. For example, many career developers.
In any case the ideas mentioned in the article appear to have many implications both for career developers and for our clients. Do have a look.
Once again I'm indebted to Barking up the wrong tree for making me aware of a useful item.