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11min chapter
Vanessa Bohns: Misunderstanding Influence Could Be Your Biggest Mistake
Negotiate Anything
Unlocking Personal Influence in Negotiation
This chapter features an experimental social psychologist examining the underestimated power of personal influence in social interactions. It discusses how misconceptions about one's ability to negotiate can hinder success, as well as the effectiveness of strategic questioning and the anchoring tactic in negotiations. Through research findings and personal anecdotes, the chapter illustrates the gap between skill and confidence, emphasizing the importance of recognizing one’s influence in achieving better outcomes.
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Discover
highlights
Listen to the best highlights from the podcasts you love and dive into the full episode