The Power of the Pause

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In today’s episode, we cover influence with Jonah Berger, Zoe Chance, and Vanessa Bohns. Jonah Berger is a professor at the Wharton School at the University of Pennsylvania, a best selling author, and world expert in social influence and consumer behavior. Zoe Chance is a professor at Yale School of Management and a researcher, speaker and consultant who specializes in persuasion, influence and behavioral economics. Vanessa Bonds is a social psychologist and professor at Cornell University, and her research focuses on how people make judgments and decisions in social contexts.

Humans are social creatures so we are always influencing others and being influenced by others, but how does influence work, how do you protect yourself from being influenced by others, and what can you do to become more influential?  

What to Listen For

• Introduction – 0:00
• How do others influence you without you being aware of it?
• What is the most common mistake we make when trying to influence the people around us and what should you do to avoid making the same mistake?

• The 3 layers of listening required for influence – 9:02
• Why do you need to listen to others in order to influence them?
• What 3 things do you need to listen for so the other person knows you understand them and thus is more susceptible to your influence?

• One simple change to boost your influence – 15:07
• What one word will amplify your ability to influence the person you’re talking to?
• What common mistake do people make when speaking that makes others less likely to respect what they have to say?

• Power of the pause – 31:20
• Why is silence in conversation so impactful and how can you use it to your advantage? 

• The number one reason you don’t try – 33:42
• How do you reframe rejection so you can embrace it and grow from it rather than avoid it and stop yourself from achieving your goals?
• What’s the best way to reject someone so you don’t hurt the person’s feelings?

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