Download or read book You Have More Influence Than You Think How We Underestimate Our Powers of Persuasion and Why It Matters written by Vanessa Bohns and published by W. W. Norton & Company. This book was released on 2021-09-07 with total page 246 pages. Available in PDF, EPUB and Kindle. Book excerpt: An original investigation of our hidden power to persuade, and how to wield it wisely. If you’ve ever felt ineffective, invisible, or inarticulate, chances are you weren’t actually any of those things. Those feelings may instead have been the result of a lack of awareness we all seem to have for how our words, actions, and even our mere presence affect other people. In You Have More Influence Than You Think social psychologist Vanessa Bohns draws from her original research to illustrate why we fail to recognize the influence we have, and how that lack of awareness can lead us to miss opportunities or accidentally misuse our power. Weaving together compelling stories with cutting edge science, Bohns answers the questions we all want to know (but may be afraid to ask): How much did she take to heart what I said earlier? Do they know they can push back on my suggestions? Did he notice whether I was there today? Will they agree to help me if I ask? Whether attending a meeting, sharing a post online, or mustering the nerve to ask for a favor, we often assume our actions, input, and requests will be overlooked or rejected. Bohns and her work demonstrate that people see us, listen to us, and agree to do things for us much more than we realize—for better, and worse. You Have More Influence Than You Think offers science-based strategies for observing the effect we have on others, reconsidering our fear of rejection, and even, sometimes, pulling back to use our influence less. It is a call to stop searching for ways to gain influence you don’t have and to start recognizing the influence you don’t realize you already have.
Download or read book You Have More Influence Than You Think written by Vanessa Bohns and published by National Geographic Books. This book was released on 2023-01-03 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: If you’ve ever felt ineffective, invisible, or inarticulate, chances are you weren’t actually any of those things. Those feelings may instead have been the result of a lack of awareness we all seem to have for how our words, actions, and even our mere presence affect other people. In You Have More Influence Than You Think social psychologist Vanessa Bohns draws from her original research to illustrate why we fail to recognize the influence we have, and how that lack of awareness can lead us to miss opportunities or accidentally misuse our power. Weaving together compelling stories with cutting edge science, Bohns answers the questions we all want to know (but may be afraid to ask): How much did she take to heart what I said earlier? Do they know they can push back on my suggestions? Did he notice whether I was there today? Will they agree to help me if I ask? Whether attending a meeting, sharing a post online, or mustering the nerve to ask for a favor, we often assume our actions, input, and requests will be overlooked or rejected. Bohns and her work demonstrate that people see us, listen to us, and agree to do things for us much more than we realize—for better, and worse. You Have More Influence Than You Think offers science-based strategies for observing the effect we have on others, reconsidering our fear of rejection, and even, sometimes, pulling back to use our influence less. It is a call to stop searching for ways to gain influence you don’t have and to start recognizing the influence you don’t realize you already have.
Download or read book Still Life written by Elisha Cohn and published by Oxford University Press, USA. This book was released on 2016 with total page 273 pages. Available in PDF, EPUB and Kindle. Book excerpt: Still Life: Suspended Development in the Victorian Novel rethinks the nineteenth-century aesthetics of agency through the Victorian novel's fascination with states of reverie, trance, and sleep. These states challenge contemporary scientific and philosophical accounts of the perfectibility of the self, which privileged reflective self-awareness. In dialogue with the field of literature and science studies and affect studies, this book shows how Victorian writers used narrative form to respond to the analytical practices and knowledge production of those other disciplines. Drawing upon canonical texts--by Charlotte Brontë, George Eliot, George Meredith, and Thomas Hardy--Still Life contends that depictions of non-purposive perceptual experience suspend the processes of self-cultivation (Bildung) central to Victorian aesthetics, science, psychology, and political theory, as well as most critical accounts of the novel form. Departing from the values of individual cultivation and moral revelation associated with the genre, these writers offer an affective framework for understanding the subtly non-instrumental powers of narrative. Victorian novels ostensibly working within the parameters of the Bildungsroman are suspended by moments of "still life": a decentered lyricism associated with states of diminished consciousness. They use this style to narrate what should be unnarratable: experiences not dependent on reflective consciousness, which express a distinctive ambivalence toward dominant developmental frameworks of individual self-culture.
Download or read book Talk Like TED written by Carmine Gallo and published by St. Martin's Press. This book was released on 2014-03-04 with total page 289 pages. Available in PDF, EPUB and Kindle. Book excerpt: Ideas are the currency of the twenty-first century. In order to succeed, you need to be able to sell your ideas persuasively. This ability is the single greatest skill that will help you accomplish your dreams. Many people have a fear of public speaking or are insecure about their ability to give a successful presentation. Now public speaking coach and bestselling author Carmine Gallo explores what makes a great presentation by examining the widely acclaimed TED Talks, which have redefined the elements of a successful presentation and become the gold standard for public speaking. TED ? which stands for technology, entertainment, and design ? brings together the world's leading thinkers. These are the presentations that set the world on fire, and the techniques that top TED speakers use will make any presentation more dynamic, fire up any team, and give anyone the confidence to overcome their fear of public speaking. In his book, Carmine Gallo has broken down hundreds of TED talks and interviewed the most popular TED presenters, as well as the top researchers in the fields of psychology, communications, and neuroscience to reveal the nine secrets of all successful TED presentations. Gallo's step-by-step method makes it possible for anyone to deliver a presentation that is engaging, persuasive, and memorable. Carmine Gallo's top 10 Wall Street Journal Bestseller Talk Like TED will give anyone who is insecure about their public speaking abilities the tools to communicate the ideas that matter most to them, the skill to win over hearts and minds, and the confidence to deliver the talk of their lives. The opinions expressed by Carmine Gallo in TALK LIKE TED are his own. His book is not endorsed, sponsored or authorized by TED Conferences, LLC or its affiliates.
Download or read book The 48 Laws of Power written by Robert Greene and published by Penguin. This book was released on 2023-10-31 with total page 481 pages. Available in PDF, EPUB and Kindle. Book excerpt: Amoral, cunning, ruthless, and instructive, this multi-million-copy New York Times bestseller is the definitive manual for anyone interested in gaining, observing, or defending against ultimate control – from the author of The Laws of Human Nature. In the book that People magazine proclaimed “beguiling” and “fascinating,” Robert Greene and Joost Elffers have distilled three thousand years of the history of power into 48 essential laws by drawing from the philosophies of Machiavelli, Sun Tzu, and Carl Von Clausewitz and also from the lives of figures ranging from Henry Kissinger to P.T. Barnum. Some laws teach the need for prudence (“Law 1: Never Outshine the Master”), others teach the value of confidence (“Law 28: Enter Action with Boldness”), and many recommend absolute self-preservation (“Law 15: Crush Your Enemy Totally”). Every law, though, has one thing in common: an interest in total domination. In a bold and arresting two-color package, The 48 Laws of Power is ideal whether your aim is conquest, self-defense, or simply to understand the rules of the game.
Download or read book How to Tell a Joke written by Marcus Tullius Cicero and published by Princeton University Press. This book was released on 2021-03-30 with total page 326 pages. Available in PDF, EPUB and Kindle. Book excerpt: Timeless advice about how to use humor to win over any audience Can jokes win a hostile room, a hopeless argument, or even an election? You bet they can, according to Cicero, and he knew what he was talking about. One of Rome’s greatest politicians, speakers, and lawyers, Cicero was also reputedly one of antiquity’s funniest people. After he was elected commander-in-chief and head of state, his enemies even started calling him “the stand-up Consul.” How to Tell a Joke provides a lively new translation of Cicero’s essential writing on humor alongside that of the later Roman orator and educator Quintilian. The result is a timeless practical guide to how a well-timed joke can win over any audience. As powerful as jokes can be, they are also hugely risky. The line between a witty joke and an offensive one isn’t always clear. Cross it and you’ll look like a clown, or worse. Here, Cicero and Quintilian explore every aspect of telling jokes—while avoiding costly mistakes. Presenting the sections on humor in Cicero’s On the Ideal Orator and Quintilian’s The Education of the Orator, complete with an enlightening introduction and the original Latin on facing pages, How to Tell a Joke examines the risks and rewards of humor and analyzes basic types that readers can use to write their own jokes. Filled with insight, wit, and examples, including more than a few lawyer jokes, How to Tell a Joke will appeal to anyone interested in humor or the art of public speaking.
Download or read book Not Born Yesterday written by Hugo Mercier and published by Princeton University Press. This book was released on 2022-03-22 with total page 384 pages. Available in PDF, EPUB and Kindle. Book excerpt: Why people are not as gullible as we think Not Born Yesterday explains how we decide who we can trust and what we should believe—and argues that we're pretty good at making these decisions. In this lively and provocative book, Hugo Mercier demonstrates how virtually all attempts at mass persuasion—whether by religious leaders, politicians, or advertisers—fail miserably. Drawing on recent findings from political science and other fields ranging from history to anthropology, Mercier shows that the narrative of widespread gullibility, in which a credulous public is easily misled by demagogues and charlatans, is simply wrong. Why is mass persuasion so difficult? Mercier uses the latest findings from experimental psychology to show how each of us is endowed with sophisticated cognitive mechanisms of open vigilance. Computing a variety of cues, these mechanisms enable us to be on guard against harmful beliefs, while being open enough to change our minds when presented with the right evidence. Even failures—when we accept false confessions, spread wild rumors, or fall for quack medicine—are better explained as bugs in otherwise well-functioning cognitive mechanisms than as symptoms of general gullibility. Not Born Yesterday shows how we filter the flow of information that surrounds us, argues that we do it well, and explains how we can do it better still.
Download or read book Psychology for Sustainability written by Britain A. Scott and published by Routledge. This book was released on 2015-07-24 with total page 442 pages. Available in PDF, EPUB and Kindle. Book excerpt: Psychology for Sustainability, 4th Edition -- known as Psychology of Environmental Problems: Psychology for Sustainability in its previous edition -- applies psychological theory and research to so-called "environmental" problems, which actually result from human behavior that degrades natural systems. This upbeat, user-friendly edition represents a dramatic reorganization and includes a substantial amount of new content that will be useful to students and faculty in a variety of disciplines—and to people outside of academia, as well. The literature reviewed throughout the text is up-to-date, and reflects the burgeoning efforts of many in the behavioral sciences who are working to create a more sustainable society. The 4th Edition is organized in four sections. The first section provides a foundation by familiarizing readers with the current ecological crisis and its historical origins, and by offering a vision for a sustainable future.The next five chapters present psychological research methods, theory, and findings pertinent to understanding, and changing, unsustainable behavior. The third section addresses the reciprocal relationship between planetary and human wellbeing and the final chapter encourages readers to take what they have learned and apply it to move behavior in a sustainable direction. The book concludes with a variety of theoretically and empirically grounded ideas for how to face this challenging task with positivity, wisdom, and enthusiasm. This textbook may be used as a primary or secondary textbook in a wide range of courses on Ecological Psychology, Environmental Science, Sustainability Sciences, Environmental Education, and Social Marketing. It also provides a valuable resource for professional audiences of policymakers, legislators, and those working on sustainable communities.
Download or read book Free Will written by Meghan Griffith and published by Routledge. This book was released on 2013 with total page 162 pages. Available in PDF, EPUB and Kindle. Book excerpt: The question of whether humans are free to make their own decisions has long been debated and it continues to be a controversial topic today. In Free Will: The Basics readers are provided with a clear and accessible introduction to this central but challenging philosophical problem. The questions which are discussed include: Does free will exist? Or is it illusory? Can we be free even if everything is determined by a chain of causes? If our actions are not determined, does this mean they are just random or a matter of luck? In order to have the kind of freedom required for moral responsibility, must we have alternatives? What can recent developments in science tell us about the existence of free will? Because these questions are discussed without prejudicing one view over others and all technical terminology is clearly explained, this book is an ideal introduction to free will for the uninitiated.
Download or read book The Power of Persuasion written by Robert Levine and published by John Wiley & Sons. This book was released on 2006-01-23 with total page 294 pages. Available in PDF, EPUB and Kindle. Book excerpt: "An engaging, highly readable survey of the sophisticated methods of persuasion we encounter in various situations. From television to telemarketing and from self-deception to suicide cults, Levine takes a hard look at all the ways we attempt to persuade each other--and how and why they work (or don't). . . . The next time you wonder what possessed you to pay $50 for a medallion commemorating the series finale of Friends, you'll know where to turn." --Slashdot.org "If you're like most people, you think advertising and marketing work--just not on you. Robert Levine's The Power of Persuasion demonstrates how even the best-educated cynics among us can be victimized by sales pitches." --The Globe and Mail "Levine puts [his] analysis in the service of his real mission--to arm the reader against manipulation." --The Wall Street Journal "This wonderful book will change the way you think and act in many realms of your life." --Philip Zimbardo former president, American Psychological Association
Download or read book Crafting Persuasion written by Kip Knight and published by . This book was released on 2019-06-15 with total page 244 pages. Available in PDF, EPUB and Kindle. Book excerpt: Every leader realizes the importance of an effective communication strategy. But, how do you consistently succeed in telling the story of your brand or organization? It takes a model and a guidebook written by three authors who have spent decades learning the art and science of creating powerful stories for some of the world's best marketing organizations. Crafting Persuasion describes the ABCDE model (audience, behavior, content, delivery and evaluation) in a step by step guide that is as important to storytelling as the 4 P's are to marketing. It is a model that works in any setting. Whether you are an engineer running a start-up or an NGO trying to sway public opinion or a CEO evaluating a marketing plan or a government officer charged with communicating a critical message or policy, this book is for you. The strategic principles of Crafting Persuasion have been taught over the past decade at the U.S. State Department and other leading organizations. It is designed for those who have the responsibility to persuade an audience, but never had any formal training on how to do this. It is filled with real world examples from the business and non-profit worlds, along with an enlightening companion website (www.craftingpersuasion.com). So, regardless of your communication challenge, Crafting Persuasion will show you how to create a communication strategy to win over audiences and reach your personal and professional goals.
Download or read book Giving Voice to Values written by Mary C. Gentile and published by Yale University Press. This book was released on 2010-08-24 with total page 283 pages. Available in PDF, EPUB and Kindle. Book excerpt: How can you effectively stand up for your values when pressured by your boss, customers, or shareholders to do the opposite? Drawing on actual business experiences as well as on social science research, Babson College business educator and consultant Mary Gentile challenges the assumptions about business ethics at companies and business schools. She gives business leaders, managers, and students the tools not just to recognize what is right, but also to ensure that the right things happen. The book is inspired by a program Gentile launched at the Aspen Institute with Yale School of Management, and now housed at Babson College, with pilot programs in over one hundred schools and organizations, including INSEAD and MIT Sloan School of Management. She explains why past attempts at preparing business leaders to act ethically too often failed, arguing that the issue isn’t distinguishing what is right or wrong, but knowing how to act on your values despite opposing pressure. Through research-based advice, practical exercises, and scripts for handling a wide range of ethical dilemmas, Gentile empowers business leaders with the skills to voice and act on their values, and align their professional path with their principles. Giving Voice to Values is an engaging, innovative, and useful guide that is essential reading for anyone in business.
Download or read book Six Degrees of Social Influence written by Douglas T. Kenrick and published by OUP USA. This book was released on 2012-02-10 with total page 206 pages. Available in PDF, EPUB and Kindle. Book excerpt: Over the course of the last four decades, Robert Cialdini's work has helped spark an intellectual revolution in which social psychological ideas have become increasingly influential. The concepts presented in his book, Influence: The Psychology of Persuasion, have spread well beyond the geographic boundaries of North America and beyond the field of academic social psychology into the areas of business, health, and politics. In this book, leading authors, who represent many different countries and disciplines, explore new developments and the widespread impact of Cialdini's work in research areas ranging from persuasion strategy and social engineering to help-seeking and decision-making. Among the many topics covered, the authors discuss how people underestimate the influence of others, how a former computer hacker used social engineering to gain access to highly confidential computer codes, and how biology and evolution figure into the principles of influence. The authors break new ground in the study of influence.
Download or read book Techniques of Social Influence written by Dariusz Dolinski and published by Routledge. This book was released on 2015-07-03 with total page 181 pages. Available in PDF, EPUB and Kindle. Book excerpt: Every day we are asked to fulfil others’ requests, and we make regular requests of others too, seeking compliance with our desires, commands and suggestions. This accessible text provides a uniquely in-depth overview of the different social influence techniques people use in order to improve the chances of their requests being fulfilled. It both describes each of the techniques in question and explores the research behind them, considering questions such as: How do we know that they work? Under what conditions are they more or less likely to be effective? How might individuals successfully resist attempts by others to influence them? The book groups social influence techniques according to a common characteristic: for instance, early chapters describe "sequential" techniques, and techniques involving egotistic mechanisms, such as using the name of one’s interlocutor. Later chapters present techniques based on gestures and facial movements, and others based on the use of specific words, re-examining on the way whether "please" really is a magic word. In every case, author Dariusz Dolinski discusses the existing experimental studies exploring their effectiveness, and how that effectiveness is enhanced or reduced under certain conditions. The book draws on historical material as well as the most up-to-date research, and unpicks the methodological and theoretical controversies involved. The ideal introduction for psychology graduates and undergraduates studying social influence and persuasion, Techniques of Social Influence will also appeal to scholars and students in neighbouring disciplines, as well as interested marketing professionals and practitioners in related fields.
Download or read book Resistance and Persuasion written by Eric S. Knowles and published by Psychology Press. This book was released on 2004-02-26 with total page 350 pages. Available in PDF, EPUB and Kindle. Book excerpt: Resistance and Persuasion is the first book to analyze the nature of resistance and demonstrate how it can be reduced, overcome, or used to promote persuasion. By examining resistance, and providing strategies for overcoming it, this new book generates insight into new facets of influence and persuasion. With contributions from the leaders in the field, this book presents original ideas and research that demonstrate how understanding resistance can improve persuasion, compliance, and social influence. Many of the authors present their research for the first time. Four faces of resistance are identified: reactance, distrust, scrutiny, and inertia. The concluding chapter summarizes the book's theoretical contributions and establishes a resistance-based research agenda for persuasion and attitude change. This new book helps to establish resistance as a legitimate sub-field of persuasion that is equal in force to influence. Resistance and Persuasion offers many new revelations about persuasion: *Acknowledging resistance helps to reduce it. *Raising reactance makes a strong message more persuasive. *Putting arguments into a narrative increases their influence. *Identifying illegitimate sources of information strengthens the influence of legitimate sources. *Looking ahead reduces resistance to persuasive attempts. This volume will appeal to researchers and students from a variety of disciplines including social, cognitive, and health psychology, communication, marketing, political science, journalism, and education.
Download or read book Priceless written by William Poundstone and published by Hill and Wang. This book was released on 2010-01-05 with total page 350 pages. Available in PDF, EPUB and Kindle. Book excerpt: Prada stores carry a few obscenely expensive items in order to boost sales for everything else (which look like bargains in comparison). People used to download music for free, then Steve Jobs convinced them to pay. How? By charging 99 cents. That price has a hypnotic effect: the profit margin of the 99 Cents Only store is twice that of Wal-Mart. Why do text messages cost money, while e-mails are free? Why do jars of peanut butter keep getting smaller in order to keep the price the "same"? The answer is simple: prices are a collective hallucination. In Priceless, the bestselling author William Poundstone reveals the hidden psychology of value. In psychological experiments, people are unable to estimate "fair" prices accurately and are strongly influenced by the unconscious, irrational, and politically incorrect. It hasn't taken long for marketers to apply these findings. "Price consultants" advise retailers on how to convince consumers to pay more for less, and negotiation coaches offer similar advice for businesspeople cutting deals. The new psychology of price dictates the design of price tags, menus, rebates, "sale" ads, cell phone plans, supermarket aisles, real estate offers, wage packages, tort demands, and corporate buyouts. Prices are the most pervasive hidden persuaders of all. Rooted in the emerging field of behavioral decision theory, Priceless should prove indispensable to anyone who negotiates.
Download or read book The Art of Quiet Influence written by Jocelyn Davis and published by Nicholas Brealey. This book was released on 2019-05-07 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: Anyone can be a quiet influencer. But not everyone knows how. "A tremendous and relevant read!" -Stephen M. R. Covey, New York Times and #1 Wall Street Journal bestselling author of The Speed of Trust Drawing on the enduring wisdom of the Buddha, Confucius, Rumi, Gandhi and others, The Art of Quiet Influence shows anyone, not just bosses, how to use influence without authority, a key mindfulness principle, to get things done at work and in life. Through the classic wisdom of 12 Eastern sages, relevant insights from influence research, and anecdotes and advice from 25 contemporary experts, Davis lays out a path for becoming a "mainspring," the unobtrusive yet powerful influencer first introduced in her book The Greats on Leadership. Organized around three core influence practices - Invite Participation, Share Power, and Aid Progress - readers will learn how to take mindfulness practice "out of the gym and onto the field," while gaining the confidence and practical know-how to be influential in whatever role they occupy.
