Rejection Is Part of the Job | Dr. Abbie Maroño
The Art of Charm
Transforming Interactions Through Identity
This chapter explores emotional regulation and self-identity through a personal anecdote about a customer complaint. The speakers illustrate how vulnerability and empathy can positively impact interactions, emphasizing the role of self-identity in behavior and personal growth.
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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