- $ 27.900,00
Rediscover the superpower that makes good things happen, from the professor behind Yale School of Management's most popular class
“The new rules of persuasion for a better world.”—Charles Duhigg, author of the bestsellers The Power of Habit and Smarter Faster Better
You were born influential. But then you were taught to suppress that power, to follow the rules, to wait your turn, to not make waves. Award-winning Yale professor Zoe Chance will show you how to rediscover the superpower that brings great ideas to life.
Influence doesn’t work the way you think because you don’t think the way you think. Move past common misconceptions—such as the idea that asking for more will make people dislike you—and understand why your go-to negotiation strategies are probably making you less influential. Discover the one thing that influences behavior more than anything else. Learn to cultivate charisma, negotiate comfortably and creatively, and spot manipulators before it’s too late. Along the way, you’ll meet alligators, skydivers, a mind reader in a gorilla costume, Jennifer Lawrence, Genghis Khan, and the man who saved the world by saying no.
Influence Is Your Superpower will teach you how to transform your life, your organization, and perhaps even the course of history. It’s an ethical approach to influence that will make life better for everyone, starting with you.
The same skills that make a good marketer can help make a positive changemaker, argues Yale School of Business professor Chance in her encouraging debut. Influence, or having "the ability to create change, direct resources, and move hearts and minds," she posits, "is our human advantage" and one that people are born with; here, she suggests ways of using it for good. Her early experience in telephone sales and later career as a marketer taught her to roll with rejection and revealed to her just how much developing charisma and deep listening skills can help convince people to change their minds. To that end, she describes such techniques as maneuvering around a target's "gator brain" the tendency to focus only on immediate risk and employing the "kindly brontosaurus" strategy, a means of gentle persuasion that refuses "no" for an answer. Chance's peppy delivery and ideas on how to frame a proposal make her methods feel doable, and she covers a wide range of scenarios, from women standing up for themselves to political candidates looking to pick up votes. This is worth a look for anyone who cringes at the prospect of a cold call.