Rejection Is Part of the Job | Dr. Abbie Maroño
The Art of Charm
Intro
This chapter highlights the frustrations of shopping for car insurance and introduces Jerry, a service that simplifies the process by comparing quotes from multiple insurers. With a focus on user privacy and ongoing savings, Jerry transforms the tedious task into a more manageable experience.
Most people think influence is about clever tactics or quick wins. But true, lasting influence is built on trust, emotional intelligence, and understanding how people really think. In this episode of Social Intelligence, Abbie Morano returns to reveal her 5-principle framework for ethical influence — combining biology, psychology, and social dynamics.
Abbie breaks down why short-term manipulation backfires, how to guide conversations by giving others control, and why your own emotional regulation is the foundation for building real trust. If you want to increase your influence in high-stakes conversations, negotiations, or leadership, this is the playbook.
What to Listen For
[00:00:00] Why ethical influence starts with regulating your own emotions
[00:04:00] The difference between manipulation and pro-social engineering
[00:07:17] Why short-term wins lead to long-term losses
[00:10:00] Abbie’s 5 core principles for influence: bio-psycho-social framework
[00:15:00] How triggering survival instincts blocks trust and cooperation
[00:20:42] The danger of ultimatums—and how they backfire in negotiations
[00:23:00] How “structured choices” increase compliance while preserving control
[00:26:20] Why authenticity isn’t a tactic—it’s a long-term advantage
[00:34:00] The power of “pantsing yourself” to defuse conflict and lower aggression
[00:41:00] How self-identity shapes every influence conversation
[00:52:47] How to prepare for high-stakes conversations using the full framework
[01:00:12] Why emotional regulation is the first step toward true influence
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Resources from this Episode
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