There are studies showing that people are twice as likely to agree to things. And so we just overestimate in a lot of cases the likelihood of rejection. So it really keeps you from hitting that sort of perfect middle ground where you ask for what you think you deserve, but don't do it in this overly assertive way that people don't respond well to.
Influence is often seen as a skill we have to cultivate, a charismatic quality leveraged by select leaders, business people, and successful social media accounts. But in her new book, “You Have More Influence Than You Think,” social psychologist Vanessa Bohns demonstrates that we all have influence through our words, choices, and even just our presence. Maya and Vanessa discuss how we can become more aware of our power to persuade, and learn to wield it wisely.
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